Director of Business Development

​VMA GROUP is delighted to be partnering with the Institute of Directors (IoD) on an exclusive mandate for a Director of Business Development.

Overview

The Director of Business Development is a strategic leader responsible for shaping and delivering business growth aligned to the organisation’s charter objects and strategic priorities. Reporting to the Director General and operating as a key member of the Management team, they lead the business development and marketing functions ensuring integration across departments and influencing organisational direction through insight, innovation, and commercial acumen.

Responsibilities

• Act as a strategic partner to the Director General and Management team, contributing insight, challenge and leadership to the wider organisational agenda.

• Lead, inspire and motivate the Business Development and Marketing teams ensuring staff feel engaged and supported to give their best. Provide coaching/mentorship where required and identify areas for development

• Developing and implementing comprehensive business development and marketing plans which align with the wider company goals by translating market trends and customer insights into organisation-wide strategies that shape services, propositions and long-term growth

• Transform and further develop the IoD’s commercial strategy, setting up effective sales pipeline and corporate account management which is currently a larger area for improvement

• Managing the Business Development and marketing budget, allocating resources effectively and ensuring return on investment

• Set and monitor clear performance measures across all business development and marketing activities, using data to inform prioritisation and return on investment.

• Overseeing all aspects of business development with a focus on customer relationship management, working with other departments such as Professional Development, Content, Policy, Membership and finance, to ensure alignment and effective communication

• Working closely with the Director of Professional Development to scale up both B2B and B2C Professional Development activity with growth targets aligned to the PD Strategy

• Identifying and pursuing new business opportunities and expanding markets

• Building and maintaining strong relationships with customers and stakeholders

• Drive strategic marketing across the IoD setting the marketing strategy with the Head of Marketing for the IoD which will enable delivery of the IoD’s strategic goals across Membership, Professional Development and Pall Mall, ensuring a strong brand both internally and externally to the IoD.

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Key Goals

• Implement growth targets

• Scale up both B2B and B2C PD activity with growth targets aligned to the PD strategy, working with the Director of Professional Development

• Create a segmented go to market plan

• Work with the DG and the wider Management Team to develop and deliver a segmented business development and distribution methodology that will change the way the IoD delivers acquisition and retention specific to Professional Development

• Implement a process for key account management that includes account-based marketing, account retention strategies

• Deliver a scaled up corporate proposition

• Significantly develop the current b2b offering, creating a corporate package which incorporates membership and Professional Development leveraging our work with large Professional Development corporations to significantly increase membership focusing on opportunities which deliver value and/or purpose

• Develop a coherent and scalable approach to commercial partnerships

• Identify and deliver a framework for large scale and small-scale commercial partnerships that leverage the IoD brand and footprint, giving enhanced member benefits

• Lead the implementation of digital technologies that support the acquisition of new members

• Work with the in-house tech team and external vendors to develop the technology/digital solutions to support the commercial strategy.

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Qualifications and Experience

• Currently in a business development leadership role at a major organisation that delivers a segmented value proposition or rewards programme or at a high-profile charity/not for profit organisation with a commercial capability across b2b and b2c. Equally, could be working in a major b2b firm in financial or professional services with over 8 years’ experience in a senior business development leadership role.

• A track record of building strong b2b relationships at a senior level in major organisations that deliver strong commercial growth with a focus on profitability

• Recent experience of leading business development led digital transformation projects that support customer acquisition objectives

• Highly accomplished at working with multiple stakeholders internally and externally

• A demonstrable affinity with a cause and purpose driven organisation that seeks to make a societal impact

• Proven track record and experience of leading and managing disparate teams working flexibly and capable of motivating and inspiring teams.

• Experience of delivering high quality marketing and communications

• Experience of being a member of a senior management team.

• Experience of operating internationally

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Personal Attributes

• Expertise in negotiation, securing favourable deals, and building partnerships

• Operates at the highest levels of personal integrity and independence

• Credibility and confidence to operate at Board and senior stakeholder level, internally and externally.

• Must have a “can do” attitude and a thirst for identifying and solving problems

• Strategic thinker, commercially astute with a system-thinking mindset and ability to connect departmental activity to wider organisational strategy.

• Demonstrates a High-Performance focus

• Focus on continual improvement; analysing successes and shortfalls and taking action

• Strong interpersonal skills and commitment to high levels of customer service.

• Excellent communicator who interacts and influence stakeholders and staff at all levels be it orally or in the written word.

• Collaborative, high energy, adaptable, positive and numerate.

• Takes personal responsibility for actions and projects.

• Flexible and comfortable with change and able to adapt to new ways of working quickly and efficiently.

• Team player.

• Open and honest.

• Demonstrates behaviour in accordance with the IoD’s values; Agility, Leadership, Respect & Teamwork

• Understands what high performance looks like and passionate about working within a high-performance culture

• Be able to travel in the UK and with the potential for limited overseas travel if needed

• A strong business network within the relevant industry and/or business sector