Job Purpose:
To develop new business, seeking out opportunities to generate additional revenue and increase engagement through events, activity, marketing and promotion.

To manage and develop existing business relationships and established activity.

To meet the income targets set for this area.

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Reports to: Commercial Services Manager

Department: The Business Development Manager is part of the Commercial Services Department, which is responsible for all income generation within the Students’ Union. We provide good value, high quality services to students, social spaces and employment opportunities.

Duties and key responsibilities

New Business

• Seek out and explore new business opportunities to generate additional income and profit for Students’ Union University of Greenwich (SU)
• Develop and lead in the creation of medium to long term Business Development strategies and plans identifying trends and concerns.
• Maximise use of existing space and resources both physically and digitally, internally, externally and online, proposing how this may be increased and improved where relevant.
• Work with the Bars Development Manager to develop affiliations and relationships with other clubs, bars and venues.
• Assess all areas of the SU and University and make recommendations for income opportunities within them, and deliver that income.
• Develop business plans and proposals, including risk and reward for new revenue streams.

Managing and developing existing Business activity

• Sell advertising space and promotional stalls to a range of local clients and businesses, growing our market share.
• Promote other forms of media e.g. emails, newsletters, sponsorship etc. to external companies
• Sell physical and advertising space at Freshers fair and any other fairs throughout the year.
• Develop a realistic rate card for all types of external companies and charities.
• Liaise with media agencies regarding national companies and potential opportunities.
• Develop the sales strategy for NUS extra cards in order to maximise income.
• Explore opportunities for sponsorship of SU services.

Managing People

• Develop a culture where new ideas can be discussed and, where appropriate after assessment for risk and reward, trialled effectively without fear of failure.
• Support staff and colleagues to deliver excellent events, bookings and activity with satisfied clients internally and externally.
• Manage, support and develop relevant staff to maintain and further business development including marketing, media sales, events and space and resource management.
• Co-ordinate the work and monitor the workloads of direct reports, ensuring that staffing levels are adequate, efficient, and cost-efficient.
• Develop direct reports ensuring they meet their full potential.
• Set clear objectives and monitor individual delivery through monthly 1 to 1s, and appraisals in line with the union objectives.
• Provide management, direction, coaching and support for direct reports and set an example of being results-focused and aiming to achieve excellence.
• Assist in the development of direct reports and the team by encouraging a learning and development culture.
• Lead by example to ensure the team is motivated to deliver a customer focused, sales driven service.
• Working with the Commercial Services Manager propose a strategy for the recruitment, training and development of part time staff, ensuring that the best possible results are achieved.

Financial Management

• Be involved in the setting of all budgets for related areas, monitor performance and take appropriate action to rectify variances on a month by month basis.
• Generate purchase orders, track income and liaise with the finance team regarding raising invoices, contacting clients etc.
• Be commercially aware, constantly reviewing the student and external market and making changes to development plans, where necessary.
• Maximise profit through increasing sales, controlling costs, making efficiency gains and minimising waste.
• Maintain financial controls and ensure the Finance Department receives all relevant financial information promptly, in accordance with the SU’s financial procedures.

Compliance

• Ensure all activities fall within the policies and legislation set by, but not limited to: Licensing law, Environmental Health, Health and Safety Executive, Fire Regulations and SUUG policies and procedures.
• Ensure any incidents and accidents are recorded and reported to the Commercial Services Manager.

General Responsibilities

• Represent and be an ambassador for the SU
• Be flexible and carry out other associated duties as may arise, develop or be assigned in line with the broad remit of the position
• Maintain and improve competencies through continuous professional development
• Abide by organisational policies, codes of conduct and practices
• Support and promote diversity and equality of opportunity in the workplace
• Treat with confidentiality any personal, private or sensitive information about individual organisations and or clients or staff and Project data
• Any other duties commensurate with the accountabilities of the post

Person Specification:

Experience

• Proven sales, marketing and business development experience.
• Experience of delivering high quality service and demonstrating excellent customer service.
• Experience of meeting demanding targets in a busy environment.
• Experience in planning and executing a variety of different events and activities.
• A track record of working in and forging successful partnerships with a range of internal and external stakeholders.
• Demonstrable record of leading, motivating and inspiring teams to achieve results, individually and through effective staff management.
• Reputational management experience.

Skills and Abilities

• An excellent user of IT with the ability to use a wide range of applications.
• Sound judgement and the ability to calmly handle competing priorities.
• Excellent verbal and written communication skills, with the ability to relate to people at all levels.
• Ability to write a business proposal and present a business case to inform future strategic development.
• Excellent organisational and administrative skills with the ability to work effectively to deadlines, meet targets and achieve demonstrable results.
• Self-motivated with the confidence to work alone but can also work co-operatively and flexibly as part of a team

Knowledge

• Knowledge or experience of events and event organisation of varying scales and types.
• Understanding of the creation of effective business and enterprise.
• A thorough knowledge of the potential of social media and digital platforms to enhance what we do.

Education and Training

• No one specific qualification is required, but evidence of recent continuing professional development in a professional area relevant to the post is required.

Personal Attributes and Other Requirements

• Committed to continuing personal and professional development
• Committed to the principles and practice of equal opportunities
• A strong commitment to working in a student-led democratic environment
• An effective manager who is positive, energetic, determined, pro-active and resilient enough to cope with the demands of the role
• Highly professional attitude and work ethic
• Innovative and forward thinking approach to continued improvement
• Ability to work within the Vision, Values and environment of The Students’ Union
• Flexible approach to work
• Able to work some evenings and weekends and stay overnight where necessary