Job Description
JOB DESCRIPTION
Line Manager: Director - Partnerships
Department/ Function: Business Development & Marketing
Location: Brighton & Hove; occasional travel, including international, may be required
The Head of Business Development & Marketing works closely with the Directors, Cluster and Theme Leads in implementing the business development strategy set out in Itad’s Business Plan. While ownership for winning work and managing client relationships lies within the Clusters/Themes, the role is expected to provide strategic and tactical advice to stakeholders on how to maximise Itad’s commercial position and opportunity conversion. The Head of BDM has autonomy to make decisions within defined and agreed parameters, applying judgement as to when it is appropriate to engage and consult with the Line Manager and/or other stakeholders.
Nature & Scope
The Head of BDM will report to Itad’s Senior Management Team and will be expected to engage in matters impacting the overall company, contributing to improvement initiatives and acting as an agent for change. They will report into Management Meetings and will be required to report on overall BDM performance and KPIs at regular intervals. The role will liaise with colleagues across the company, the SMT, clients, external specialists and other stakeholders as required. Given the seniority of the role, appropriate professional behaviours and leadership competencies are to be role modelled at all times.
The role has overall management responsibility for the Business Development & Marketing team, comprising 1 x Senior BD Officer, 2 x BD Officers and 1 x BD Administrator, and indirect line management of Account Managers.
Principal Accountabilities
Business Development & Marketing
- Create and implement a Business Development & Marketing Plan that contributes to the achievement of business growth strategies and objectives as set out in Itad’s Business Plan
- Champion and embed best practice business development methodologies, processes and systems across the organisation
- Lead on market research and analysis, providing insight to the SMT/Board to identify and exploit new market opportunities with existing and new clients
- Partner with Cluster/Theme Leads to drive the opportunity pipeline, including identifying bidding opportunities and advising on go/no go decisions
- Collaborate with Cluster/Theme Leads in business development activities for high value and/or strategically important opportunities, including attending client meetings and participating in contractual and commercial negotiations
- Identify companywide BD-related training and development needs and work with HR to recommend solutions so that colleagues are suitably knowledgeable and skilled in best practice business development methods, processes and systems; this may include sourcing external training providers/experts
- Implement processes for enabling continuous improvement of Itad business development methods, processes and systems, ensuring opportunities for innovation are identified and colleagues are empowered to drive change
- Ensure messages and learnings from client feedback are shared and acted upon to help increase opportunity conversion and client satisfaction
- Ensure company BD/CRM IT platforms are fit for purpose, including leading the development of new systems as required, and that processes are established for recording up to date market intelligence and client data
- Work with SMT, Cluster/Theme Leads, Knowledge Management and Communications Officer to ensure that Itad’s insight, thought leadership and marketing campaigns are properly targeted, driven and deliver return on investment
Partner/Account Management
- In conjunction with the Director – Partnerships and Cluster/Theme Leads, coordinate and contribute to the development of strategies for proactive client and partner management (including managing agents, southern partners etc), including best practice account planning, relationship management and monitoring/reporting
People Management
- Lead the BDM team, providing regular and timely coaching, support and feedback and encouraging development
- Proactively address any employee-related concerns or issues in a timely way and in line with Company procedures
- Partner with HR in the development of BDM succession and recruitment plans, ensuring known risks are mitigated
- Work with Cluster and Theme Leads to facilitate and role model a partnerial approach that fosters communication and knowledge sharing between Business Development & Marketing and Clusters/Themes, ensuring existing and upcoming needs are known and met
- Role model appropriate professional behaviours and ways of working between the BDM team and colleagues across the Company
Commercial Management
- Work with the Commercial Manager to ensure that bids are commercially viable
- Work with the Commercial Manager and Consultants to establish appropriate systems for maintaining margin oversight at a portfolio/theme/cluster level, enabling risks to be identified, reviewed with Cluster/Theme Leads and, if appropriate, recorded on the Company Risk Register and reported to the SMT
Quality Assurance
- Establish processes for monitoring compliance with Itad business development systems and practices, reporting on performance to the SMT
- Implement appropriate QA processes to ensure all BDM outputs are compliant with Itad’s quality control and assurance procedures, and that regular monitoring and recording of QA actions is completed
- Contribute to the retention of Itad’s ISO 9001 accreditation by working with colleagues to ensure that all BD procedures and systems meet ISO requirements
Other
- Work collaboratively with colleagues as required, including backstopping colleagues during periods of absence and heavy workload
Qualifications
- Relevant Bachelor’s degree
- Relevant professional qualification
Professional Expertise & Key Competencies
- Significant experience in business development/sales and marketing in a comparable professional environment is essential, including overseeing large, complex bid work. Experience in the international development sector is desirable
- Extensive business development/sales and marketing knowledge and skills are essential, including a proven ability in developing and embedding strategic and tactical methodologies (e.g. the Shipley model), systems and processes at an organisation level, acting as an agent for change
- An understanding of monitoring and evaluation techniques is desirable
- Proven people management skills with experience of mentoring, coaching, leading, developing and evaluating direct and indirect reports, peers and colleagues
- Strong client orientation and service delivery approach, with the ability to influence and negotiate with internal and external stakeholders across all levels of seniority
- Excellent written and interpersonal communication skills, with the ability to flex style according to need to deliver maximum impact
- Strong financial and commercial acumen, including the ability to interpret and make recommendations/decisions based on data
- Sound problem solving and decision making skills
- Excellent macro and micro organisational and planning skills
- Ability to work with a low level of supervision and as a part of a team
- Good IT skills, including knowledge of CRM systems
- Sensitive to cross cultural issues and differences
Note: this job description is not an exhaustive list of the responsibilities and activities that the job holder may be required to undertake.
About the Organization
Itad is a consultancy providing technical expertise to international development programmes, projects and institutions. The work covers a range of sectors, including Private Sector Development, working within Fragile and Conflict affected states, Health, Governance and Social Protection and Livelihoods. Within the broad development sector, Itad is best known for its work in Monitoring and Evaluation (M&E). Our projects range from designing M&E systems for multi-million pound initiatives, to conducting long-term impact evaluations in multiple countries as well as providing strategic support to programmes.
Over the past few years, Itad has grown rapidly in size, commercial performance and professional reputation and is increasingly recognised as a global leader in the monitoring and evaluation of international development. In line with company strategy, Itad recently underwent its second Management Buyout, supported by a private equity investor – the Foresight Group – facilitating its continued existence as an independent provider of high quality consultancy services. The new Board has developed a strategy that will drive an ambitious programme of further growth and development. The introduction of a new Head of Business Development & Marketing is a vital part of this evolution, leading the transition of Business Development from its current focus of responding to tenders to offering a full suite of Business Development & Marketing services and expertise. This is an exciting opportunity to be part of a dynamic, forward thinking business during a period of change and offers the right candidate the scope to play a key role in shaping the Itad of the future.
Role Overview
As Head of Business Development & Marketing (BDM), you will be positioning the BDM function as a centre of excellence, making significant contributions to internal processes and providing strategic analysis and insight to the Board and Senior Management Team. While ownership for winning work and managing client relationships lies within the Consulting Clusters/Themes, you will provide strategic and tactical advice to stakeholders on how to maximise Itad’s commercial position and opportunity conversion. You will be in a leadership role, engaging in matters impacting the overall company, contributing to improvement initiatives and acting as an agent for change.
To apply:
Application is by CV and covering letter by midday 13th June 2016. We would like the selected candidate to start as soon as possible. Only successful candidates will be contacted.
For non-EU applicants: If you are a non-EU National then please refer to the UK Border Agency website for information regarding your eligibility to work in the UK.
