Business Development Manager

Diversity is a reality. Inclusion is a choice.™   

Company

Included is a consultancy that brings together smart people who care about diversity and inclusion in order to establish more inclusive organisations.

Included builds inclusive cultures through developing leadership and re-engineering systems and processes. We positively disrupt the Boardroom in corporations, academia, media and government. We achieve measurable change - greater representation (diversity) and more conscious decision-making (inclusion) to benefit individuals, organisations and the world at large.

Our work covers five areas:  

• 1. Strategy: we work directly with CEOs and HRDs to make D&I part of corporate strategy  

• 2. Data: we design, model and measure inclusion to permit more accurate interventions  

• 3. Governance: we observe and improve corporate decision making from Board to shop floor 

• 4. Leadership: we deliver keynotes, coaching and our full Inclusive Leadership programme to reframe inclusion as a personal leadership responsibility 

• 5. Systems: we de-bias critical business processes such as recruitment and procurement

Included has world-class capabilities in designing and implementing programmes in the public, private and third sectors. Founded as a legacy of the London 2012 Olympics and Paralympics, we are passionate about benefitting the clients we work with. They range from world-renowned tech and finance companies to universities, charities and TV companies. Whilst a significant proportion of our clientele are based in London and the UK, we work internationally. Included creates real impact - we are a scale-up with big ambition and want to achieve even more. See more about us and our work at www.included.com.

Role

This is not a typical business development role. It’s commercial but with a profound purpose - promoting our services that change mindsets and behaviours, that drive organisational change, and ultimately positively impact the wider world.

The Business Development Manager is responsible for supporting and executing business development strategies to deliver against revenue targets and ultimately business growth for Included. Reporting to the Senior Business Development Manager, you will run the CRM and be central to the company’s business development activity across the UK, US and Europe. This includes proactively building our client base in key target sectors, converting opportunities into deals, preparing pitches and responding to tenders. Comfortably switching between sales strategy and day-to-day tactics, you will build and develop strong relationships with clients across multiple industries and sectors, helping to achieve our strategic priorities.

Responsibilities 

• Business development function: Execute and lead daily Business Development activities, run the CRM system and line manage junior team members.

• Commercial strategy: Support our Impact strategy by delivering our commercial plans

• Business development: Deliver against monthly, quarterly and annual targets, contributing to company revenue targets

• Growth: Support client acquisition and retention, setting clear goals for performance and growth aligned to our priority areas

• Sales Pipeline: Support the sales pipeline process, from start to finish, establish key contacts across target sectors, oversee the CRM system and contribute to weekly business development meetings

• Pitches: Support, develop and create bespoke tenders, proposals and pitches. Review contracts and make commercial recommendations

• Marketing: Contribute to all aspects from PR agency to digital and social media operations (LinkedIn, Facebook, Twitter, others) - involving/in collaboration with others as necessary

• Partnerships: identifying and leading on partnerships with like-minded high-growth orgs to drive opportunity and recurring revenue

• Team leadership: working closely with, empowering and developing junior BD team members to identify, drive and deliver long-lasting, impact-driven opportunities

• Collaboration: work closely with the Consulting and Client Success teams to ensure seamless account management and growth. 

• Stakeholders: Maintain excellent and mutually beneficial relationships with all stakeholders, including colleagues, clients, Board, JV partners, professional organisations and suppliers

• Expertise: Be plugged in and represent Included at industry events and forums. Develop a deep understanding of the competitive landscape and trends in order to react strategically

Candidate

• Proven track record in business development, delivery, pipeline growth and overachieving against revenue targets

• Confident in business development knowledge including the nuts and bolts of pipeline management. JV and partnerships experience desirable

• Strategic mindset with exceptional clarity of thought and experience of corporate strategy – adopt a business-wide approach, not just on business development alone

• Evidence of having managed, maintained and leveraged a CRM system

• Outstanding client communications - proposals, tenders, pitches and presentation skills – expertise with presentation software such as PowerPoint, Keynote and the latest multi-media technology

• Excellent client management skills to deepen existing client relationships and build new ones - ability to handle difficult, even unfriendly, situations in a calm manner. Consulting experience desirable

• Evidence of having conducted and acted upon competitor and product analysis as well as client surveys and feedback

• Experience of people management, combining performance management, structure and process.  An empathetic team player who elevates colleagues and clients through their approach. Ability to work collaboratively and cross-functionally with all levels of management, both internally and externally 

• Honest and direct - a willingness to listen, learn and adapt to the Included brand where we speak truth unto power

• Ability to challenge and hold your ground in an empathetic and non-defensive manner.  Value and demonstrate humour and humility in approach

• Impact/results focused, a passion for inclusion and meritocracy and an appreciation of the value D&I can bring to organisations and the wider world

• Committed to creative and innovative solutions with proven experience of new technology

• Prepared to travel overseas on occasion

• Foreign language skills preferred

Why you should apply

• We genuinely live our values - Courage to be disruptive (Speak truth unto power), Restless and tenacious (Achieve the highest standards) and Dare to be different (Be yourself, flex your role, have fun)

• We provide a flexible work environment to allow all employees to perform at their best – Included is a virtual team and all benefit by working from home and at our flexible workspaces around London and the UK.  This offers flexibility, minimal travel costs and a chance to work your contracted hours around your lifestyle

• Collaborative Included support and accelerated professional development.  We are in touch daily, meet regularly via MS Teams, and hold regular team meetings and socials, both virtually and in person

• We offer the opportunity to work with world-class clients at a senior level and to impact executive decision-making

• Be part of the management team of a truly unique impact-led business in growth phase

We believe in inclusion and actively work towards being an inclusive employer

Given our purpose and the nature of our work, we are as passionate about creating a diverse and inclusive environment for our own people as we are for our clients. This means creating a space in which every member of our team is psychologically safe to challenge productively and positively, and to bring their unique lived experience, expertise and talent to work each day. 

We actively recruit from as wide a pool as possible, particularly welcoming applicants from marginalised communities. We think and care deeply about social background, race and ethnicity, sexual orientation, disability, gender identity, and other forms of diversity.

How to apply

We are committed to equitable, de-biased recruitment and selection therefore applications will only be received via the BeApplied platform.