Head of Client Development

Responsible to: Deputy Managing Director
Location: London HQ with regular travel around UK
Grade and Salary: £75k + bonus + bens

Position Overview: 

The Head of Client Development will lead on developing and implementing the business development and client engagement strategy for the business. 

This will include:

1. how we research, identify and attract new client targets,
2. how we better nurture, develop and maximise existing client relationships, 
3. and providing a strategic planning approach that better leverages our people, services and assets.

The role is responsible for driving growth and fostering long-term client relationships; helping to ensure client satisfaction, identify new business opportunities, and expand market share through strategic partnerships and targeted sales activity.

The role will play a key part in developing and activating others around the business, and ensuring our overall sales process, systems and capabilities are central to future growth.
 

Primary Responsibilities:

Take the lead on developing and implementing the business development and client engagement strategy and plan(s), to include:

• Attracting new external relationships including construction employers, industry bodies / trade associations, strategic partners, developers, etc.
• Analysing existing external relationships to identify opportunities for cross / up-selling and driving increased revenues and broader engagement, nurturing contacts for referrals / multipliers, and improving the management of client relationships.
• Contributing to the review and development of our services / products, to ensure maximum alignment to client / market demand, and ‘softer’ opportunities for enhanced engagement.
• Monitoring competitor activity and the wider external environment, to identify trends, emerging opportunities, gaps and future sales messaging.
• Overseeing and implementing a new CRM, including developing the processes and training for successful internal adoption and compliance.
• Personally, leading on some client relationships, including heading up any pitches / presentations and taking care of their account management.
• Working closely with Head of Marketing to ensure effective alignment of campaigns, promotions and other marketing / communications tools to support sales development activity and consistency of messaging.
• Building relationships with Centre Directors to drive sales in regional areas, ensuring brand awareness through site-based visits and a strong local presence.
• Identifying / agreeing annual KPIs covering new sales targets, levels of engagement, client retention and development, and others.
• Routine reporting to both internal and external stakeholders.
• Being the ‘sales development’ subject lead across the business, identifying areas for improvement, and heading up training / development of teams as required.
• Taking an active role as part of the Senior Management Team; contributing to wider company development, issues management, working culture and success.
• Leading by example, demonstrating a commitment to excellence, ethical behaviour, and continuous improvement.
• In time, heading up a wider business development team / function.

Key Experience, Knowledge & Skills:

Essential

• High-level experience and excellent knowledge of the construction sector, likely in a management role
• Extensive experience of developing and managing sales / business development strategies and plans, account management, and of leading sales / business development teams
• A proven track record of setting and achieving targets; can demonstrate a strong ability in managing stakeholder relationships effectively
• Persuasive, with excellent presentation and communication skills
• Ability to drive sales / BD behaviours across various business units / functions
• Highly motivated, results-oriented, and proactive in identifying and pursuing opportunities
• Strong organisational skills, with the ability to manage multiple priorities and deadlines
• Level 5 qualification in a related area (eg. such as sales, commercial, business, management, etc.), or equivalent professional experience
• Full driving licence
• Experience of managing and maximising a sophisticated CRM system and related processes 
   

Desirable

• Experience of working in FE and / or training sector
• Track-record of working collaboratively in partnerships.
• Level 3+ construction / trade qualification

The Skills Centre is committed to safeguarding and promoting the welfare of children and safeguarding checks will take place. The role is exempt from the Rehabilitation of Offenders Act 1974, and the amendments to the exemption order 1975,2013,2020, but an enhanced DBS check for the successful candidate will be undertaken.
We aim to be an equal opportunities employer, and we are determined to ensure that no applicant or employee receives less favourable treatment on the grounds of gender, age, disability, religion, belief, sexual orientation, marital status, or race, or is disadvantaged by conditions or requirements, which cannot be shown to be justifiable.