Job Title: Senior Business Development & Partnerships Officer

Full/Part Time: Full Time

Location: Lambeth, SE11, Hybrid working.

Reports to: Head of Business Developments & Partnerships

Salary: £32,000 per annum.

 

This is a unique opportunity for an ambitious, proactive and target driven sales professional with a background in B2B learning and development, professional education, or experience of consultative business development from other sectors, to join the Suzy Lamplugh Trust at a key point in its expansion. The successful candidate will work across all departments to maximise income generation and diversification opportunities.

Reporting to the Head of Business Development & Partnerships, you will have at least 3 years of experience in income generation, with a track record of successfully achieving your sales targets. You will be responsible for generating new income, as well as securing repeat business through effective account management. You will be expected to work closely with a wide range of employers, police forces, public-sector bodies, and organisations across the public, private and charity sectors.

The primary purpose of this role is to generate vital income for a campaigning charity working to make a society in which people are safer and feel safer. This will be achieved through:

• Sales, networking and client relationship management to maximise sales of Suzy Lamplugh Trust products, including training courses, consultancy exercises, web-based provisions and resources to reach income and expenditure targets through excellent needs-matching and customer service.
• Working with the wider team to develop and implement an integrated marketing strategy for Suzy Lamplugh Trust products.
• Helping to advance product quality and bespoke product-development, through continuous and creative enhancement of Suzy Lamplugh Trust's products and services.

This role is initially home-based due to COVID, however, the successful candidate will be expected to attend the office on designated days post COVID.

 

Job Description

Income generation, Networking and Client Relationship Management

• Generate and diversify income from training and consultancy in personal safety and stalking awareness, and any other commercial products including web-based provisions.
• Ensure the effective use of the current CRM (Salesforce) to monitor development of customer relationships, sales pipeline development, planning, tracking, and forecasting income.
• Own the sales funnel and sales pipeline, identify sales-windows and adequately plan activities to increase and secure new leads. 
• Liaise with senior leaders and the wider commercial team on the progress of sales against budget and contribute to addressing challenges in a solution-oriented manner.
• Provide analysis of sales leads, and income and expenditure forecasts for the purposes of finance reconciliation, liaising regularly with the finance and the commercial teams.
• Ensure all clients are provided with excellent end-to-end service, taking responsibility for relationship management, and ensuring that key accounts are provided with incentives to grow and further develop their relationship with the organisation.
• Undertake the Suzy Lamplugh Trust Train-the-Trainer course, and where required, deliver personal safety training workshops and awareness raising talks to clients. 
• Work collegiately with the fundraising manager, identifying and supporting the pursuit of opportunities for corporate sponsorship.

Marketing

• Maintain and grow a robust understanding of Suzy Lamplugh Trust's marketplace.
• Understand the product range, marketing collateral and communication frameworks to help effectively position the Trust in potential markets.
• Represent Suzy Lamplugh Trust at marketing events including trade shows, networking events and conferences, presenting and speaking publicly about the Trust's training and consultancy offer as required.
• Identify and pursue opportunities for promotion of training and consultancy, tracking progress and impact of the marketing plan.
• Maintain oversight of all commercial aspects of Suzy Lamplugh Trust's website, ensuring that information on training and consultancy is relevant and up to date. 

Product Quality and Development

• Maintain and support a pool of high-quality training consultants, ensuring that the quality and consistency of the training and consultancy offer is maintained through regular quality assurance assessments. 
• Review as required, the recruitment process for new training consultants and take responsibility for ensuring that any new or existing training consultants are compliant with any insurance or contractual requirements.
• Work closely with the Suzy Lamplugh Trust policy team to ensure that the messages communicated in training and consultancy assignments are consistent with organisational policy and take responsibility for ensuring that any new or existing training consultants are fully briefed on this. 
• Manage the deployment of trainers to assignments and ensure that customer feedback is monitored and evaluated following each assignment.

 

(S) DENOTES SHORTLISTING CRITERIA WHICH MUST BE ADDRESSED IN THE COVERING LETTER

 

Candidate Specification

Essential Experience

• Planning and delivering marketing activities to promote B2B services (s)
• Managing a client 'pipeline', including analysing sales leads, tracking relationships with key customers, and using a customer relationship database (CRM) (s)
• Producing sales financial data and identifying and resolving discrepancies (s)
• Cross-functional working: experience of working across multiple teams, organisations or departments to achieve a common goal (s)
• Experience of consultative sales and key client management
• Proficiency in use of Microsoft packages and databases, particularly Excel

Desirable Experience

• Experience in the voluntary sector, in either an employed or a voluntary capacity
• Experience of digital marketing and communication, in particular social media marketing
• Experience of Salesforce

 

Skills and Abilities

Essential

• Ability to manage, nurture and support the sales team (s)
• Proven ability to hit sales targets (s)
• Strong communication skills, both written and verbal, including proven ability to draft convincing commercial consultancy proposals using excellent written English (s)
• Numeracy: ability to produce, manipulate and analyse financial data (s)
• Commercial acumen and an understanding of profit and loss
• Understanding and experience of marketing and selling paid-for goods and services
• Open, friendly and well-mannered, especially on the telephone
• Ability to organise own workload, set own priorities and adopt a problem-solving approach to the work to meet deadlines

Desirable

• Knowledge of personal safety
• Understanding of workplace learning

 

Personal Attributes

• Analytical and thorough: To be able to identify market trends, plan and execute ways of responding to those trends and analyse the effectiveness of our approach, adjusting as necessary (s)
• Attention to detail: Whether producing proposals for new businessor forecasting future income, the post holder will need to demonstrate a high level of accuracy (s)
• Committed to the aims and values of Suzy Lamplugh Trust: It is expected that all staff uphold and reflect the ethos of the Trust in all their work
• Hardworking: As a small charity, our success depends on the hard work of all our people
• Approachable: An open, friendly approach is critical to the team spirit
• Tactful and diplomatic: The post holder will need to be able to negotiate with internal and external stakeholders and customers alike
• Commited to equality and diversity.

 

To apply for this role, please send your CV and covering letter to [email protected]

Your covering letter must clearly indicate how you qualify for the following criteria. CV's that are not accompanied by a cover letter in the format indicated will automatically be rejected:

• Planning and delivering marketing activities to promote B2B services (s)
• Managing the sales 'pipeline', including analysing sales leads, income analysis, tracking relationships with key customers and using a customer relationship database (s)
• Cross-functional working: experience of coordinating the work of multiple teams, organisations, or departments to achieve a common goal (s)
• Proven ability to hit sales targets (s)
• Strong communication skills, both written and verbal, including proven ability to draft convincing commercial consultancy proposals using excellent written English (s)
• Numeracy: ability to produce, manipulate and analyse financial data (s)

 

The interview format will consist of a 10-minute presentation, followed by panel Q&A. You are expected to undertake thorough research early in the process to understand the work of the Trust, and its financial performance as per the last 3 years of published accounts and reports. Applicants must have and must be able to show their right to work in the UK.