Head of Business Development

Included

Location London with client travel. We are a virtual team and all benefit by working remotely with access to flexible workspace.
Salary £75,000 per annum plus performance related bonus and benefits
  • Closing: 11:59pm, 4th Apr 2022 BST

Job Description

Head of Business Development

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 Head of Business Development is responsible for creating and implementing business development strategies to deliver against revenue targets and ultimately business growth for Included. Reporting to the CEO, you will lead the company’s commercial strategy and run the BD function and team.  You will set and lead our targets across the UK, US and Europe, and oversee all business development activity, having overall accountability for our business development function. This includes proactively building our client base in key target sectors, overseeing deals and negotiations as well as tender responses and pitches.  Comfortably switching between high-level 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 leadership: overall responsibility and strategic oversight of Business Development function.

  • Commercial strategy: overall accountability to devise, implement and deliver against our global commercial plans

  • Revenue targets: deliver against monthly, quarterly and annual targets with overall accountability for revenue

  • Growth: pursue an outbound client acquisition and retention strategy, setting clear goals for performance and growth aligned to our priority areas

  • Client management: oversee the client management process from start to finish, establish key contacts across target sectors, oversee the CRM system and run weekly business development meetings

  • Pitches: oversee and/or lead tender responses, proposals and pitches. Review contracts and make commercial recommendations

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

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

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

  • Collaboration: work closely with our Head of Consulting and Head of Client Success 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 leadership, delivery, pipeline growth and overachieving against revenue targets

  • Confident in business development knowledge, including strategy such as brand positioning, as well as 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

  • Deep experience in managing, maintaining and leveraging a CRM system with evidence of success

  • 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 managing teams and individuals, 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.

Removing bias from the hiring process

Applications closed Mon 4th Apr 2022

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Removing bias from the hiring process

  • Your application will be anonymously reviewed by our hiring team to ensure fairness
  • You’ll need a CV/résumé, but it’ll only be considered if you score well on the anonymous review

Applications closed Mon 4th Apr 2022