Corporate Development Manager April 2015

Corporate Development Manager Job description and person specification April 2015

Accountable to: Head of Development Location: 21 Albemarle Street, London Contract type: Permanent Salary: Circa ?32,000 to ?37,500

The Royal Institution (Ri) is the home of science and we have been encouraging people to think more deeply about the wonders and applications of science since 1799. Over 200 years on, the Ri is a charity dedicated to educating, entertaining and enthusing people of all ages about science. From our world famous CHRISTMAS LECTURES?, our annual public lecture programme, to our immersive Maths, Engineering and Computer Science Masterclasses, which inspire thousands of talented young people to pursue STEM subjects further. The Ri continues to lead the way with the Ri Channel which brings the best science videos to millions of people around the world.

At its home on Albemarle Street in Mayfair, the Ri is where scientists such as Humphry Davy, Michael Faraday, James Dewar, William and Lawrence Bragg and George Porter discovered 10 chemical elements, won 15 Nobel Prizes, made world-changing discoveries in the laws of electromagnetism and molecular biology, and pioneered public science lectures and science events for children.

Find out more at and .

Job Purpose

The Royal Institution is looking to recruit an experienced Corporate Development Manager who is a self-starter with a proven track record in raising funds from companies and/or individuals. This is a fantastic opportunity for someone who is looking to make their mark working for a reputable science organisation dedicated to engaging the public with science.

Working closely with the Head of Development and the Ri's Programme Managers you will be responsible for identifying, creating, negotiating, securing and managing sponsorship for all programmatic activity as well as overseeing the management and growth of the Ri's corporate membership club for finance professionals. This role will be pivotal in devising a cohesive corporate fundraising strategy to maximise net income, as well as lay the foundations for a strong donor base of support from existing, dormant and new corporate relationships.

The candidate must be comfortable working with a small team but also successful in working with sponsors in a corporate setting. Candidates should also be able to identify and meet sponsor needs, drawing on creativity and problem solving skills to offer tailored sponsorship packages. Strong presentation and communication skills are a must. This position will report to the Head of Development.

The Development Department

The Development Department raises ?700,000 per year from trusts and foundations, companies and individuals in order to help the Ri fulfil its charitable ambitions. The Department consists of two full-time members of staff with plans in place to grow the team. The Department fosters a relationship-based fundraising approach, where the nurturing of relationships with individuals, companies and trusts, Trustees and committee members is at the heart of the fundraising strategy. Successes over recent years have included a ?500,000 gift to develop a Computer Science Masterclass programme, a number of new long-term trust and foundation partnerships to support the Ri's Masterclass programme and a number of warm corporate prospect leads.

Main duties of the role

1. Acquire & retain corporate sponsors for the Ri's education programmes

Working with the Head of Development, develop and implement a corporate fundraising strategy to grow income from new and existing corporate relationships

Build and maintain strong external relationships with current and prospective sponsors through extensive telephone work, face to face meetings and securing and leading new business meetings

Develop a comprehensive system for engaging and managing corporate prospects Review all sponsorship materials and develop high quality bespoke sponsorship

packages using compelling stories and images. Research and Prospecting Adopt a consultative sales approach (both cold calling and with existing contacts) to

proactively identify new opportunities Help to identify new prospects - from the UK and abroad ? and bring these to the

attention of the Ri team through building company research profiles and cultivation and solicitation plans that can lead to informed engagement. Stewardship Ensure sponsor relationships are well managed and stewarded with regular contact, updates and communication Liaise with sponsors to deliver and service benefits according to the terms defined in the sponsorship contract; in particular to supervise and organise the sponsor's hospitality arrangements and marketing and PR benefits, by liaising with Ri departments including, Programmes team, Press, Heritage & Collections team, Venue Hire, Catering and FOH Work with the Marketing and Communications team to develop and maintain up-todate promotional materials for sponsors Cultivation events Nominate key prospects for Development-led cultivation events and work with Development Officer to send appropriate invitations and follow up Attend all Development-led cultivation events and be the main point of contact for corporate prospects and donors Liaise with various external stakeholders to encourage attendance at Ri cultivation and programmatic events Ensure donors are thanked and stewarded properly post events and an appropriate follow up is made Working with the Development Officer, produce briefing notes for cultivation events and circulate to key internal hosts prior to events

2. Manage and grow income from the Ri's 14-10 Corporate Membership Club Manage, retain and grow 14-10 Club individual and corporate membership on an annual basis working to a personal target working closely with the Programme Manager and Development team Maintain regular contact with members through face to face, email, social media and direct mail Invite members to Ri cultivation and stewardship events as and when appropriate Review and refine marketing materials and implement a marketing plan to engage and recruit new members Work alongside the Head of Development and Programme Manager to identify sponsor prospects from this group and develop a solicitation plan to engage them further with the Ri's work

Liaise with the Programme Manager to market the 14-10 Club scheme and cross-sell to Ri members

Liaise with the Programme Manager to ensure all logistics including programme, speakers, AV and catering are confirmed

3. Corporate Membership Programme Be the main point of contact for the Ri's existing Gold and Silver Corporate members' programme. Deliver all programme benefits and engage members with all aspects of the Ri's work Conduct a corporate membership review in line with the 14-10 Club membership to ensure Ri corporate offer represents value for money and is competitive with other cultural organisations

4. Finance and Administration Manage budgets which will be set and agreed in liaison with the Head of Development Prepare sponsorship contracts and letters of agreement for clients. Lead on the preparation of sponsorship reports working alongside the relevant Programme Manager Ensure that all database (Salesforce) records are up to date for corporate sponsors and prospects, with accurate gift information, membership renewal information, events attendance and personal data. Draft all thank you letters for Directorate and other correspondence as required for Sponsors. Ensure the CEO, Director of Science and Education, Trustees and Head of Development are properly briefed and prepared for any meetings with prospective sponsors Undertake other tasks as necessary to contribute to the Ri Development Team's objectives. Provide timely and appropriate reports on area of responsibility.

5. General Understanding and supporting the vision, mission and aims of the Ri Maintaining awareness of your own and others' Health and Safety, and comply with the Ri's Health and Safety policy Attend corporate member and sponsor events and manage sponsor relations as and when required

This is not meant to be an exhaustive list of duties. The need for flexibility is required and the post holder is expected to carry out any other related duties that are within the employee's skills and abilities whenever reasonably instructed

Person specification Skills, experience and knowledge

Essential (E) Desirable (D)

Entrepreneurial and creative approach to fundraising

E

Outstanding relationship builder and networker both E

internally and externally, with excellent account

management skills.

Demonstrable experience of maximising opportunities from E

researching prospects to generating meetings, and securing

income to achieve sales targets

Thorough working knowledge of Microsoft Office E

(particularly Outlook, Word, Excel and PowerPoint) and

good, accurate typing skills

Excellent telephone manner and able to communicate E

effectively with a range of callers

An strong understanding of corporate fundraising practices E

and principles

Able to tackle challenges constructively, and find creative E

ways forward

Qualifications

Degree or equivalent

E

Work Experience 3-5 years' fundraising experience with a successful track E record in securing and delivering corporate income.

Personal attributes

Highly self-motivated

E

Absolute attention to detail

E

Excellent influencing and negotiation skills

E

Tactful and assertive, with the ability to communicate at all E

levels in a complex environment.

A high level of practical and organisational skills

E

Good social skills

E

The ability to organise and manage events

D

Strong oral and written communication skills

E

Ability to work on your own initiative

E

Ability to work as part of a team and to support colleagues E

Absolute discretion and ability to maintain confidentiality E

Willingness to learn new skills

E

Ability to work in a changing and flexible organisation

E

Willingness to work occasional evenings and weekends

E

Demonstrated at Application (A) Interview (I) Selection Test (T)

I

I

I

A

I / T

A/I/T

I

A

A

I A I I

A I A I/T I I A/I I I A/I

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