Business Development Manager (Tenders)

Business Development Manager (Tenders)

Salary:£38,000 + geographical location allowance

Job Description

Together aims, within our values and through our practices, to create an environment that allows everyone to flourish and achieve his or her full potential. We respect the individual and each person’s unique needs, experiences and contribution.

The Business Development Manager will use a project management approach to co-ordinate tendering processes, ensuring the integration of Quality, Operations, HR, Finance and Service User Involvement. They will develop business proposals based on current market trends and support the wider Income Development Team in identifying potential growth opportunities. They will support operational colleagues through the process of preparing a service for re-tender including remodelling and service user consultation.

Accountable to: Income Development Manager

Location: Flexible. Home based considered or London

Job purpose

Respond to commissioners, working with partner agencies and internal colleagues, including Operational Development Managers, to project manage high quality bids and proposals, including re-tenders for existing services

Support the delivery of the Business Plan target for new growth, diversification and sustainable business and meet individual growth and re-tender targets

• Provide support to Operational Development Managers and Project Co-ordinators across Together as required, to pursue opportunities that may lead to expansion and new business
• Contribute as required to market research, competitor analysis, input to development strategy
• Contribute to developments of service design and developments where commercial and project management expertise would benefit colleagues.
• Support services as they prepare for re-tender
• Contribute to processes for continuous improvement in tendering and development practice, including feedback from tenders and learning from colleagues

Key responsibilities

• Project manage tenders and bids over the value of £75,000 or of significant strategic value to Together. This includes bringing together input from across the organisation including Quality, Finance, HR, Operations & the Service User Involvement Directorate, as well as external partners
• Support existing services through a re-tender – including positioning the service, business planning, consultation and wider information gathering. Lead on written submission of re-tenders and co-ordinate input from local staff and other colleagues including Operational Development Managers, Bid Writer and Income Development Administrator
• Support to develop new service models, working alongside specialist development leads for those areas, including Complex Needs and Forensic Mental Health
• Support the Income Development Manager to identify new business opportunities for Together

Competitor landscape

• Research the policy landscape, reporting on anticipated opportunities for growth and income diversification which will be beneficial to Together.
• Support the maintenance of a ‘live’ directory of information sources and potential customers, including electronic portals, subscriptions and alerts.

Tender responses

• Project manage complex tenders and submission of high quality bids, meeting pre-defined individual growth target
• Lead project team to develop model to respond to tender specifications, based on Together’s core Service Models.
• Input to PQQ technical questions and support to Income Development Team Administrator and Bid Writer as required on PQQs and smaller tenders
• Manipulation of budgets and work closely with Operational Accountant to produce budgets that offer value for money
• Production of written tender responses of high quality and co-ordination of responses from colleagues across operations, bid writer and wider organisation
• Quality review tender responses of colleagues including Bid Writer, other Business Development Managers and Operational Development Managers
• Work alongside Operations colleagues to ensure smooth handover transition from tender to implementation. May take a role during implementation if appropriate
• Lead on work to prepare for tender interviews, including bringing together the interview team, coaching on presentations and practice questions and at times attending the interview.

Re-tender Project Management

• Work into re-tender programme and produce documents to support Operational Development Managers and Project Co-ordinators in preparing in advance for re-tender
• Lead on re-tenders of Together’s existing services, working closely with local Project Co-ordinators and Operational Development Managers to develop winning proposals and meeting pre-defined target success rate

Commercial Input

• Contribute to benchmarking of hourly rates for different services, bringing knowledge of pricing / value for money calculations from tendering and bids to support finance and operations team to develop cost effective budgets
• Identify trends in service design / models nationally and highlight these to team and wider organisation
• Provide input to financial modelling and new business cases.

New business/funding opportunities

• Work with Operational Development Managers and specialist development leads to produce service proposals meeting objectives of local area strategic priorities
• Contribute to and sometimes lead on the option appraisal, analysis and/or feasibility studies of new business opportunities.

Marketing and Communications

• Build effective relationships with commissioners and partners to enhance tender and new business proposals
• Ensure all applications, submissions and business proposals comply with Together’s branding policy both internally and externally.
• Share knowledge and learning across the organisation using established Together channels.

Evidence, Outcomes and Feedback

• Support the upkeep of a case study library and outcomes analysis to provide evidence-based responses to applications, submissions and proposals.
• Contribute to feedback analysis and learning to improve our processes

Service user involvement

• Promote service user leadership and involvement within tenders, application and proposals.

This is not intended as an exhaustive list of tasks and, from time to time, the job description will be reviewed to ensure that it meets the changing requirements of the job and in line with future policy changes.

Confidentiality

*Information relating to service users must be treated in the strictest confidence and discussed only within the project with the appropriate members of staff or with named assessors/care co-ordinators.

*Information relating to staff must be treated in the strictest confidence and discussed only with other senior staff or line managers.

This list is not exhaustive and amendments and additions may be required in line with future policy changes.

Equal Opportunities Statement

We acknowledge the unique contribution that all Together employees and service users can bring to the work of the projects and the organisation in terms of their culture, race, gender, sexual orientation, gender reassignment, marital status, nationality, age, religion or belief and any physical disability or history of mental health or additional problems.

All appointments and promotions are based on merit and no job applicant or employee will be treated unfairly or discriminated against. All staff have equal access to staff development.

Full details may be found in the Human Resources Policy and Procedure Manual. Any member of staff who breaches this policy may be subject of grievance and/or disciplinary procedures.

Business Development Manager (Tenders)

Person specification

Competency requirements / Indicators
Personal values /

• Holds values that are consistent with Together’s
• Understands concept of wellbeing and promotes Together’s contribution to it internally and externally
• Is committed to service user leadership
• Commitment to own personal development

Education & Qualifications /

• Educated to equivalent first degree level or appropriate experience
• Project management skills/qualifications (e.g. Prince 2)

Experience and abilities /

• Proven track record in leading on Project Management of tenders, applications and submissions within the social care and/or health fields
• Ability to write high quality tender submissions
• Experience of putting together viable budgets for new business
• Knowledge of TUPE and its implications in tendering for new business, including service redesign
• Ability to lead and motivate a project team to get the best out of individuals for the benefit of a tender / proposal
• Understanding of support and care sector including Supported Housing, Community Based Services, Advocacy, Forensic Services and Residential Services, particularly related to services for people with Mental Health issues.
• Experience of analysing social, legal, economic, technological and political factors towards achieving competitive advantage

• Understanding of commissioning environment within the care and support sector

• Experience of working closely with operational colleagues to support service redesign to respond to re-tendering of existing business

Skills /

• Strong interpersonal, oral and written skills
• Ability to critically evaluate business development opportunities
• Ability to plan workload considering conflicting priorities and deadlines
• Ability to work effectively to deadlines and support others to meet tight deadlines
• Excellent presentation skills
• Ability to use Microsoft Office Suite or equivalent to analyse data and prepare professional documents

Managing others /

• Experience of encouraging the development of staff at all levels

• Ability to encourage innovation and continuous improvement when managing a tender project
• Ability to coach and mentor team when preparing for tender interview

Managing relationships /

• Encourages team working and skills sharing

• Encourages an open, positive and outward-looking culture by role modelling
• Acts at all times as an ambassador for Together

Other /

• Able to travel across England to support income development and growth activities
• Occasional overnight stays to support income development and growth activities
• Regular travel to London if not based at Old Street Head Office

Business Development Manager (Tenders)

March 2013Page 1 of 5