Business Development Manager Grade: 40-48

JOB DESCRIPTION

Job Title: Business Development Manager (BDM)

Department: Business Development Unit (BDU)

Section: Children’s Services

Reports to: Assistant Director Business Development (ADBD)

Line Manager and Budgetary Responsibilities:

· up to four staff members comprising of Business Development Executives and/or Business Development Assistants

Job Purpose:

To contribute directly to growth in Children’s Services (CS) through the management of proposals, tenders and grant applications, following standard processes for developing business case, contract terms approval and risk assessment.

Key Responsibilities:

To act as a lead within the BDU on the following key functions:

· Project lead/management support for tenders, develop and quality assure submission of bids/proposals

· Market intelligence, pipeline development and knowledge management supporting CS growth

· Work with Children’s Services Assistant Director to develop new services in Barnardo's priority growth areas and support implementation and roll out of successful bids

Key Activities:

· Lead/Project Manage the implementation and delivery of bid strategies leading to successful bids

· Manage tenders using agreed Business Development tools and processes, including Business Case Evaluation, pipeline reporting, project planning, and risk assessment following sign off procedures

· Maintain internal relationships with key internal stakeholders, including Regional/National Director, Head Office Children’s Services and Business Development Unit, Business Development colleagues based in other Regions and Nations, Assistant Director Children’s Services, Assistant Director Finance and Resources, Assistant Director People, Assistant Director Property and Facilities Management, Regional Office teams, working with these colleagues in operations and support services to create the ‘bid team’ that ensures bid success and appropriate risk management

· Provide direct project management of tenders and bid writing support, managing own projects and providing line management and supervision to more junior staff members

· Lead on high value, high risk, high priority tenders for both new and existing services/projects; manage the quality control on tender submissions, proposals, bids, presentations, ensuring bid deadlines are met and feedback sought on successful/unsuccessful proposals, implementing feedback to improve future strategy

· Responsible for the safe custody of personal information that may be received through tender documents (i.e. TUPE) and supervision of how this information is used within Barnardo's. Also responsible for custody of information that is sensitive to the commercial interests of Barnardo's

· Represent Barnardo's at internal and external meetings/events, including bid presentations, negotiations and competitive dialogue.

· Use and embed updated project management methodologies and assist with the roll out of new processes and project management tools

· Identify risks to project plans and implement actions in partnership with internal stakeholders to mitigate risks and overcome challenges

· Maintain good relationships with existing clients/commissioners and develop relationships with new clients and key stakeholders up to senior management level in order to generate business opportunities and market Barnardo's products and services

· Support negotiations with external clients and partners at middle and senior management level and ensure that appropriate legal agreements are in place

· Capture and maintain knowledge and understanding of current markets developments, policy changes and competitor activity in Children’s Services; look for ways to use this knowledge to innovate in service delivery and provide challenge to existing ways of working

· Assist in the process of promoting Barnardo's as the top provide and market leader in Children’s Services

Such other duties as may be required to fulfil the objectives of the role

This Job Description and Person Specification reflect the duties of the post as they exist at this time and may be subject to changed based on the needs of the Department Programme. The post-holder may be required to undertake other duties commensurate with the salary and competence requirements of this post from time to time as required.

PERSON SPECIFICATION

All criteria are essential unless indicated as desirable (D).

Job Title: Business Development Manager

Please note:

Applicants must demonstrate in their application form that they currently use the skills outlined below or have used them previously in employment, education, training, volunteering etc.

Education/Knowledge

· Strong command of English and Maths

Experience

· Substantial experience in Business Development in Children’s Services or related markets, e.g. Adult Social Services, Health, Public Sector Contracting

· Preparing, managing and writing tendering, reports and/or funding applications

· Project management and overseeing projects from start to completion

· Experience of delivering presentations to internal/external audiences

· Business/performance/financial/market analysis

· Feasibility Studies / business case evaluation of growth opportunities

· Risk Management strategies for tenders (D)

Skills/Abilities

· Strong communicator, able to express ideas with clarity and speed verbally and in writing to a range of audiences

· Takes responsibility for maintaining high standards of accuracy and correctness in dealing with information and data, acting to minimise errors and inaccuracies with the knowledge that an error could mean a failed tender. Adopting an orderly and precise approach to work paying careful attention to following standard procedures and ways of working

· Able to develop and maintain strong partnerships across different departments

· A focus on tight project planning and achieving deadlines.

· Rigorous attention to detail and quality improvement of tenders/proposals

· Innovative approach to problem solving and ability to use own initiative to overcome challenges and risks

· Good negotiator, with the ability to identify key decision makers.

· Able to identify and tackle complex problems related to commissioning and contracting, e.g. TUPE, Pensions, unfavourable contract clauses, financial viability of proposals

· Able to successfully plan dependencies in complex projects to tight deadlines; prioritising critical tasks and allocating time and resources to the crucial areas that will underpin project success

Circumstances

Some travel and overnight stays may be required

Barnardo’s Basis and Values, and Equality & Diversity Code of Conduct

Actively demonstrate Barnardo's Basis and Values and Equality & Diversity Code of Conduct in all areas of work:

· Respecting the unique worth of every person

· Encouraging people to fulfil their potential

· Working with hope

· Exercising responsible stewardship

Leadership and Management Behaviours

Act as a role model for the Barnardo's Leadership and Management behaviours:

· Driven to deliver

· Leading and engaging

· Strategic thinking

Competencies

Listed below are key competencies, which describe how the job must be carried out in order to achieve the objectives set.

Business initiative

An understanding of the markets Barnardo's operates in and ability identify and capitalise on opportunities

Planning and Organising

Ability to plan, lead and manage proposals that win new business, in line with business processes.

Problem solving and time management

Ability to identify and successfully plan dependencies in complex projects, prioritising critical tasks and allocating time and resources to the crucial areas that will underpin project success.

Concern for accuracy

Acting to minimise errors and inaccuracies, maintaining high standards of accuracy and correctness in dealing with information and data. Adopting an orderly and precise approach to work paying careful attention to following standard procedures and ways of working.

Team Working

Builds and maintaining good working relationships with colleagues in Business Development and in other departments within Barnardo's to foster team spirit, commitment to the team and achievement of shared goals.

Page 1 of 4 Job Evaluation Reference: 2013-009 GEN