Business Development Lead

Job description

Role purpose

The role sits within the Partnerships department which is focused on securing partnerships generating impact, reach and income for Scope

An externally facing, customer-led role, prospecting, developing, securing relationships across a broad range of partnership types to achieve Scope’s goals.

Identifying opportunities for positive impact on disabled people’s lives, widening the reach of Scope’s message and brand, and generating income for Scope.

Engaging with companies through direct funding of services, in-kind support, and marketing / brand campaigns. To build strong, sustainable prospect pipelines, leading to innovative and impactful partnerships, proactively opening-up and optimising routes for co-creation and innovation.

Collaborating with colleagues within Fundraising and with other Directorates, creating partnerships that support Scope as a whole.

This role will sit within the Corporate partnerships in the Fundraising directorate, which consists of our new relationships and account management functions.

Main responsibilities

• Operate effectively in an entrepreneurial, ambitious and focussed team, delivering to a financial budget and target, and implementing corrective action where required
• Development of the pipeline, focusing on strategic alignment with Scope’s goals
• Maintain the pipeline ensuring that prospects are stewarded and developed to move through the partnership lifecycle
• Working to the Partnerships strategy, proactively reach out into, identify and forge strong relationships with prospective partners to grow our impact, income, and reach.
• Hold key relationships in partnerships, working at a senior level and fully articulating the Scope strategy and ambitions.
• Internally co-create, optimise and implement solutions to support external partners to deliver with us against our goals, using an approach of ‘do, enable, deliver’ to best extend opportunity and impact
• Work with internal teams to build compelling strategic propositions to take to market
• Work with internal and external partners to oversee the creation of compelling deliverables and assets that deliver against the shared goals
• Comply with the appropriate governance structures, continually assessing performance against resource and impact
• Work with counterpart to ensure effective management of pipeline and asks submitted to prospects
• Provide regular reporting, commentary and context, overseeing and managing risk
• Comply with Scope’s policy and procedures, and external compliance such as GDPR, complaints, and best fundraising practice
• Negotiate and manage internal and external stakeholders to ensure optimal performance

Internal contacts

All stakeholders across the organisation especially:

• Department Managers

External contacts

• A wide variety of external relationships in the commercial and third party partnership sectors

Person specification

Relevant experience of:

• Building, leading and managing relationships internally and externally to successful outcomes
• Extensive experience in developing and maintaining a new business pipeline – Classic partnerships among others
• Track record of winning six-figure partnerships
• Entrepreneurship with external partners in business collaborations
• Financial management
• Business development: scaling and delivering key work programmes
• Establishing governance and matrix structures, leading and working within these effectively.

Skills

Essential

• Creativity – can take a creative approach to solutions to optimise scale and impact, in addition to commercial opportunities.
• Strategic thinking - using data, knowledge and instinct to develop a strategic vision, underpinned by a compelling, credible and focused narrative to win hearts and minds.
• Commercial awareness – ability to identify and deliver a commercially viable proposition, ensuring effective financial analysis, insight, culture, management and sustainability.
• Resilience – being determined to see things through and find ways around problems, making “course corrections” as necessary to achieve required goals.
• Learning & Flexibility – be adaptive and flexible to new situations, be active in extracting learnings in terms of what works and what needs to change over time.
• Be adept at taking a balanced approach to risk taking.