Status: Closed - Another successful assignment for Oakleigh Resourcing
Role: Private Sector Partnership and Business Development Consultant
Client: British Council
Department: Partnership and Business Development
Location: British Council Offices, Spring Gardens, London SW1A
Duration of job: Permanent
Remuneration: Up to £65,000 (depending on experience) plus London Weighting Allowance, Pension, 32 days holiday and impressive family friendly policies
Purpose of job:
- Account manage a small number of existing and potential corporate partnerships, maximising the benefits in terms of income, impact, influence and innovation (50%).
- Provide coaching, mentoring and consultancy to our network of global partnership staff in managing relationships with corporates globally (30%).
- With the wider Partnerships and Business Development team, help plan and embed a more professional approach to corporate partnerships throughout the organisation, including market insight, cultivation, account management and relationship management database (20%).
Context and environment:
Two years ago, the British Council set out a vision to be a partnering organisation in everything that we do. Our plan is to double our partnership income by 2014/2015 to over £60m and become much less dependent on the HMG grant. We are looking to establish genuine and transformational partnerships - we see the benefits of partnering in terms of income, impact, innovation and influence.
We already have partnerships with some world-class organisations, including the Premier League, HSBC, Nokia and Microsoft. However, to achieve our targets we will need a step-change in our culture and ways of working which puts partners' needs first. We also need to make sure we develop attractive product and service portfolios which are commercially viable and attractive for partnerships.
The role of the central Partnership and Business Development team is to drive this change through the organisation and specifically to:
- Set the organisational strategy and framework for partnerships.
- Incubate a business development approach for UK trusts, Arts sponsorship, and some UK based global partners.
- Support partnerships work in the network and Strategic Business Units (SBUs) by providing tools, collateral, research and consultancy, with a particular focus on the top 30 global partners.
- Drive a step-change in the global partnerships team and in the organisation's partnering culture and capability.
This role will work closely with others in the core team that lead on capabilities, internal communications, external communications and cultivation and market research.
Accountabilities, responsibilities and main duties:
Account manage a small number of existing and potential corporate partnerships, maximising the benefits in terms of income, impact, influence and innovation (50%)
- Build systematic relationships with the top management of global organisations, and work closely with partners to understand the current and future business needs, their strategic business plans and objectives and grow new and existing projects.
- Set and report against business development KPIs, including accountability for delivering against personal income targets in the region of £330k pa.
- Provide sector specific knowledge and expertise, and maintain an overview of key sector news and trends and competitor activity.
- Develop and implement account management plans to deepen existing realtionships and maximise their value to the organisation, convening and securing buy-in from senior stakeholders across the British Council.
- Work with the HQ and regional leads to develop compelling, commercial partnership propositions aligned with the British Council's programme activity.
- Write and pitch proposals, and negotiate and close deals worth £100k+ with corporate partners.
- Maintain an overview of British Council's activity with key accounts, providing a single, professional point of contact for partners.
Provide coaching, mentoring and consultancy to our network of global partnership staff in managing relationships with corporates globally (30%)
- Provide consultancy support as needed on strategic reviews of key accounts and of significant global opportunities.
- Work with the account managers for our top 30 partnerships globally, and their line managers, to ensure they have clear personal deliverables and ambitious, active account management plans.
- Participate in and/or lead regular telecons of partnerships leads globally.
- Provide advice and online tools on business development and account management.
Help plan and embed a more professional approach to corporate partnerships throughout the organisation, including market insight, cultivation, account management and CRM (20%)
- Provide internal leadership and strategy on corporate partnerships, driving the organisation to be best in its peer group.
- Champion the online account management 'wiki' pages for recording and sharing account information, and representing the Partnerships and Business Development department in the planned testing and roll out of an organisation-wide Customer Relationship Management tool.
- Identify areas for potential in-depth sector research, act as the internal customer, and help disseminate key insights to the partnerships network.
- Work with colleagues on opportunities to use British Council events, publications and thought leadership activities for cultivation and stewardship of key (UK-based) partners.
- Work with collegues to adapt/develop communications tools for partnerships which align with the brand and promote the value of the British Council to external partners.
Other important requirements of the job
- Occasional travel may be required across the regions.
- The postholder must have the right to work in the UK.
Behaviours (the Behaviours Dictionary can be viewed on the British Council website)
- Creating shared purpose
- Connecting with others
- Making it happen
- Working together
- Being accountable
- Shaping the future
Skills and Knowledge:
Commercial insight and networks
- Advanced understanding of a range of commercial sectors, and best practice in cross-sector collaboration.
Business Management and Development opportunities
- Generating leads and developing proposals.
- Pitching, negotiating and successfully closing commercial partnerships.
- Generating income.
- An excellent understanding of CRM.
- Proven ability to identify, develop and manage relationships with partners across a range of sectors and industries.
- Able to identify and leverage the assets of the British Council.
- A proven track record of identifying business development opportunities and securing partnership funding, including individual opportunities worth £100k+ and total income £300k+.
- Experience of influencing and securing buy-in from senior colleagues in a large, complex organisation.
- This role would particularly suit someone with either a background in corporate fundraising or in a large corporate managing external partnerships.
The Assessment Process
The assessment process provides both parties with the opportunities to assess the cultural and team fit, individual and organisation aspirations, and details of key objectives and priorities for the role. Elaine Rippon is the retained consultant for this assignment.