Job Description
Job Title: Head of Income Generation Reports to: Chief Executive
Base: Hospice (Hindley) Date: September 2016
Objectives/ Typical Tasks
Strategy / · In association with the Chief Executive, lead on the development and implementation of the income generation strategy to meet the service needs of the Hospice.
· Assist in the development of Hospice financial sustainability plans, ensuring income targets are met.
· Report to the Board of Trustees as and when required to update on progress in achieving the strategic aims and objectives.
Leadership / · Provide inspirational leadership by clearly articulating the Hospice vision, values and resource requirements to all stakeholders.
· Facilitate visionary thinking in strategic development and long-term planning recognising the increasing importance of charitable income for the survival of the Hospice.
· Lead and develop team members to ensure they remain motivated and responsive to the changing needs of the organisation.
· Empower team members to be creative, innovative and to be ambassadors for the Hospice.
· Act as a role model to the staff and volunteers.
· Promote a culture of encouragement, innovation, achievement and excellence.
· Encourage entrepreneurial attitudes amongst IG team members in the establishment of new income streams or the enhancement of existing ones.
Management / · Provide effective line management to IG staff to ensure they are supported to achieve the performance standards set for the role, including regular progress meetings, annual appraisals, objective-setting and identifying training needs in line with Hospice policy.
· Encourage collaborative working, openness, positive attitudes, mutual understanding and a strong work ethic amongst all team members.
· Contribute to the on-going development of operational policies, procedures and guidelines ensuring their implementation, review and monitoring.
Income generation / · Identify and develop income generation opportunities.
· Maximise income through community and commercial income generation activities.
· Work with the IG team to broaden the diversity of income streams.
· Support the IG team to achieve their respective financial targets.
· Lead on strategies to maximise Gift Aid income.
· Maintain awareness of potential grant opportunities and ensure these are fully exploited.
· Develop and implement a strategy on legacy marketing.
· Develop and implement strategies to maximise the benefits of IT, website, mobile communications, social media and other media outlets/platforms linked to income generation.
Human Resources / · Ensure effective recruitment of staff in line with the recruitment and selection procedure.
· Identify training and development needs of IG team members and assist with the implementation and delivery of identified training.
· Ensure all staff in IG team members undertake annual mandatory training.
· Conduct appraisals and supervisions, setting objectives to improve performance and motivation.
· Manage the performance of IG staff in line with appropriate policy and procedure.
· Promote a consultative and participative work environment i.e. organising and chairing regular staff meetings.
· Ensure the induction of new staff and assist in the process of familiarising them with the methods, procedures and values of the Hospice.
· Ensure all volunteers who work within the IG departments are supervised and trained for their role.
Key relationships / · Develop and maintain relationships with key individuals, organisations and companies.
· Forge strong links with high net-worth individuals and commercial organisations to generate additional support for the Hospice.
· Identify new partnerships across a varied range of organisations to maximise potential opportunities for income generation.
· Encourage and support volunteers in their wide-ranging roles in income generation.
· Where appropriate support those patients and their families who express a desire to help and promote the Hospice, its services and the need to generate charitable income.
PR & Communications / · In conjunction with the PR & Communications Officer, ensure that the Hospice maintains its high profile across all media outlets.
· Actively encourage support from media organisations and represent the Hospice at media events.
· Promote the work of the Hospice and emphasise its resource requirements to all stakeholder groups.
· Ensure all communications and contacts promote a thoughtful, courteous and caring relationship with donors and supporters.
· Promote fundraising awareness across the whole organisation by listening to ideas and encouraging staff and volunteers to become involved.
· Working closely with the PR & Communications Officer, lead on the development of high quality promotional and communications materials.
· Agree the ‘key messages’ for income generation activities and ensure these are promoted consistently and accurately to all audiences.
Finance and Administration / · In conjunction with the Head of Finance and Support Services lead on the development and implementation of systems to ensure robust financial controls are in place.
· Ensure there are efficient and effective systems of administration and data collection.
· Ensure systems are in place to provide timely, accurate and accessible financial information on performance across all IG areas.
· In conjunction with the Head of Finance and Support Services manage budgets to ensure robust financial control.
· Develop systems to assess the return on investment for income generation activities in order to assess their viability.
Governance / · Ensure high levels of governance, compliance and control.
· Ensure all income generation activities are conducted ethically and professionally.
· Ensure robust systems are in place to mitigate risk in all its forms – activity-based, financial, reputational, etc.
· Specifically, ensure compliance with the Charity Commission, Gambling Commission, Fundraising Regulator, Fundraising Preference Service, HMRC (Gift Aid) regulations and Information Governance requirements.
· Investigate thoroughly complaints made about any staff or volunteers in the IG team and report findings and learning points through the Hospice Quality and Governance Framework.
Health & Safety / · Be aware of own and the IG team’s obligations under Health & Safety legislation.
Continuous self-development / · Take responsibility for own professional development, identifying training and development needs to line manager.
· Keep up to date with skills and knowledge through reading journals, research articles and using the Hospice library facilities.
· Collaborate and contribute to hospice-wide networks relating to income generation to share good practice and ideas.
· Complete own annual electronic mandatory training.
· Attend specialist training and development activities within the Hospice.
Hospice philosophy / · Maintain high ethical standards at all times.
· Promote the core values of the Hospice i.e. compassion, respect, dignity, hospitality, justice and trust.
· Act in a non-discriminatory manner.
· Maintain confidentiality at all times.
· Act as a positive role model to the IG team and wider community.
· Recognise and value the diversity across our community and develop approaches to ensure inclusiveness.
· Undertake any other duties that are in keeping with the values of the Hospice that you have the skill and ability to carry out.
Person Specification
Essential / Desirable
Qualifications / Educated to degree level or equivalent.
Evidence of continuous professional development. / Professional qualification in fundraising or marketing.
Membership of relevant professional body.
Further training in a relevant discipline e.g. management, communications, events, sales etc.
Experience / Strong track record of leadership at a senior level.
Significant experience of working in field of charitable fundraising / income generation.
Proven track record in developing diverse income streams.
Experience of managing a number of teams delivering different services.
Experience of strategic planning.
Significant media / PR experience.
Experience of meeting financial targets, managing budgets and developing and delivering objectives.
Experience of performance management of team members. / First-hand experience of developing major donors and the corporate sector.
Experience of managing high profile campaigns.
Experience of event management.
Experience of retail and lottery development.
Experience of working with volunteers.
Skills & knowledge / Knowledge of charity and fundraising sectors.
Knowledge of the regulatory framework including the emerging fundraising regulations, Gambling Commission etc.
Understanding of Gift Aid regulations.
Excellent project management and problem solving skills.
Excellent communication skills with the ability to engage a wide range of audiences and inspire support.
Strong influencing and negotiating skills.
Ability to prioritise and organise workload and to delegate effectively.
Excellent IT skills with comprehensive knowledge of Microsoft suite of programs.
Excellent report writing and presentation skills. / Management of donor databases.
Understanding of hospice sector; the services it provides and its resource requirements.
Aptitudes & personal characteristics / Ability to inspire, support and motivate team members, volunteers and the wider public.
Ability and confidence to network across a wide range of sectors.
Creative and innovative with the ability to grasp new opportunities.
Ability to manage change.
Ability to work in a pressurised environment and to meet financial targets.
Excellent interpersonal qualities.
Highly motivated.
Ability to be both a team player and an inspirational leader.
Empathy for Hospice values.
Personal / Ability to work flexibly as the role demands.
Full UK driving licence with vehicle.
Commitment to anti-discriminatory practices and equal opportunities.
Prepared to undertake any further training and development which may become necessary for the role.
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