POST TITLE:Business Development Manager

JOB DESCRIPTION

RESPONSIBLE TO:Board of Trustees

RESPONSIBLE FOR: All staff employed by Worcester Volunteer Centre

AIMS AND PURPOSES OF THE JOB

To deliver on the recently adopted Worcester Wheels Business Plan to reach a position of sustainability. Modernising all aspects of the service to drive up sales across distinct service areas (accessible passenger transport services).

Identifying new markets, developing positive relationships with customers from all sectors and maximising contract income through effective pricing structures.

Where appropriate to identify and develop other enterprises that are relevant and related to the activity or Worcester Wheels in future years for example re-used furniture.

KEY ROLES AND ACCOUNTABILITIES

The following criteria are not listed in any particular order of importance, as all areas identified require the individual to undertake the defined responsibilities and tasks with equal diligence and meet the desired and appropriate performance level.

Business Development and Sales:

To lead on Charity’s business development and implementing the Trustees’ recently adopted business development plan, growing sales of our passenger transport services and entering new markets as identified;

To have oversight of the Worcester Volunteer Centre and Worcester Wheels operational requirements directly line managing staff as outlined in attached diagram.
To maintain ongoing awareness of the financial position of the business units, specific service area budgets and of income generation targets, reporting as appropriate on performance, variances and planned remedial activity if appropriate;
To work with the finance officer/ office manager to ensure budgets are kept to and produce accurate management accounts reporting to Trustees regularly as appropriate;
To identify and implement new systems and efficiencies to enhance the services and quality, including improved route planning for the transport services, and financial procedures.
To prospect for new clients by networking, researching, cold calling, advertising or other means of generating interest from potential clients.
To plan and deliver persuasive pitches, converting opportunities into sales/ customers;
To identify potential new markets for existing services, and to prepare and deliver sales presentations to increase income from sales, meeting agreed targets;

To establish and maintain an awareness of public sector tendering and commissioning opportunities and processes, leading costing and submission of tenders;
To establish and maintain an awareness of service needs in the communities in which Worcester Volunteer Centre and Worcester Wheels operates, towards identifying ways of generating income through meeting those needs. Working with colleagues to ensure that marketing material is aligned to growth in sales;
To work with Trustees and staff to identify new opportunities for social enterprise that enable the organisation to grow whilst supporting and maintaining its values and ethos.
To achieve agreed sales targets whilst working with Trustees and delivery staff to ensure that new contracts are aligned with the ethos and values of the organisation. Ensure that income generation informs operational plans and vice versa through working with staff and Trustees across the organisation.

To develop and maintain positive relationships with major customers and funders, working closely with the Trustees and other staff to ensure a strategic and managed approach;

People Management

To directly line manage the transport operations manager, office manager and volunteering team. There may at times be a need to supervise/ direct volunteer drivers and passenger assistants.

General

To comply with the requirements of the Health and Safety at Work Regulations. To take reasonable care for the health and safety of him/herself and for others affected by his/her work and to co-operate with the Worcester Volunteer Centre in ensuring that the Health and Safety responsibilities are carried out.

To demonstrate responsibility and leadership for promoting and championing all aspects of equal opportunities, valuing and managing diversity in all areas and compliance with the Charity’s policy on safeguarding.

To comply with all Financial procedures and other relevant policies relating to the effective management and quality of service provision.

To maintain an up to date knowledge of developments in ICT in areas relating to Worcester Volunteer Centre and Worcester Wheels services and use all ICT provided in line with the policies set by the organisation;

To represent Worcester Volunteer Centre and Worcester Wheels in a positive and professional manner.

To take direct responsibility for own continuous professional development and to participate in Worcester Volunteer Centre’s Appraisal Scheme.

To undertake such other duties as are commensurate with the level and purpose of the post and to work flexibly to meet the needs of the organisation.

This Job Description is current at the date shown below, and is a guide to the work you will be required to undertake. In consultation with the post holder, it may be changed from time to time by the Board of Trustees to meet changing circumstances.

9 May 2016

PERSON SPECIFICATION

POST: Business Development Manager

Education, Qualifications
and Training /

Degree or equivalent in Business or other relevant subject
Ability to use a range of IT software packages, for example Microsoft Word, Excel and Access applications.
First Aid at Work qualification (or willing to obtain one)

Experience /

Extensive experience of growing sales gained in a business focussed environment working to sales/income targets
Experience of positive and effective customer relationship management/client management
Ability to demonstrate and give examples of prior financial results in previous roles.
Experience in delivering successful sales and marketing strategies
Demonstrable experience of identifying and meeting new market areas;
Experience of formulating and implementing income generation strategies and proven achievement in reaching annual income targets.
Knowledge and experience of funding regimes and in developing services for which income can be secured
Knowledge and understanding of issues affecting the voluntary sector.

Particular Skills and Abilities /

Able to analyse complex data and report coherently, delivering written and verbal presentations and reports.
Excellent and natural communicator at all levels, able to sell, influence and persuade.
Accomplished negotiator and influencer able to effect introductions and follow up on opportunities, overcoming objections to progress opportunities.
Target and goal focussed; able to develop short medium and long term targets and to achieve them.
Resilient and able to manage competing deadlines effectively
Ability to develop marketing campaigns and producing effective materials to a wide range of audiences.
Financial awareness and business acumen developed in the social business sector

Motivation and Personality /

Positive and pragmatic
Committed to the ideals of the sector and the organisation
Patience, tolerance and understanding of others.

Circumstances /

DBS clearance or willingness to obtain one
Prepared to work flexibly to meet the needs of the business
Mobile and able to travel between WW and customer sites.