Job Description

This full time role within the BVCA is an excellent opportunity for an experienced commercial team head to lead a commercial team to deliver revenue growth. With an interest in private equity and venture capital you will have a proven track record of delivering strong growth in sales and delivering impact marketing strategies. The role is based in London and will include travel within the UK. Reporting into the Managing Director, Industry Development, you will work closely with the Director of Events and the Head of Training to determine recommended budgeted sales targets on an annual basis; and work with the Senior Marketing Manager to determine and deliver on marketing plans. Your leadership of the commercial team across different services (events and training) will ensure robust sales cycle timelines are implemented,. In addition to this, your proactive approach to pipeline management and horizon scanning will ensure that relationships, marketing and sales messages are planned and implemented well in advance, and that the team is agile to respond to changing circumstances.


The role includes account management, pipeline management, regular reporting on success and forecasting future income. It includes developing plans for future commercial growth, and requires a flexible and innovative approach to adapt to fast-changing requirements. In addition you will bring sales experience at a senior level, nurturing and developing relationships over time, and experience in developing tailored collateral to support sales. You will deepen engagement in market verticals and regions, and develop new business prospects.


You will be a strong relationship builder used to working in a matrix structure where collaboration is critical to your success.

Co-planning the commercial events and training team's contribution to the commercial success of the organisation. Plan the execution of commercial marketing activities for events and training. Work with key stakeholders to : + Determine additional KPIs for the events and training commercial team, including eg complimentary types of attendees at events that will drive paid-for attendees and sponsorship + Develop recommended strategies to commercially grow the events and training programmes. In line with the broader Industry Development team's account management strategy, plan and execute the commercial events and training team's account management. Develop pricing strategies of events and training, including the testing of pricing. Oversee, maintain and sustain pipelines across events and training to ensure sales are achieved. Manage and report on sales success against previously recorded sales cycles. Ensure the Industry Development team is abreast of the competitive environment and, work with the Events and Training service teams, to continuously adapt to maintain competitive advantage. Utilise industry databases and other sources to build new sales prospects Develop the commercial team's knowledge of the membership, industry and its external stakeholders to ensure commercial success. Ensure that the content needs of sponsors and delegates are met, working closely with the Events and Training production teams. Ensure that all client and potential client engagement is updated in the CRM across the team. Use the CRM and email marketing platform to report on engagement and inform decision-making. Work with the CRM data manager to champion accurate and up to date data collection. Explore new ways to improve sales and new revenue streams. Ensure commercial targets are achieved for events and training. Work with the Senior Marketing Manager and marketing team to regularly review and adapt the marketing strategy and schedule to ensure targets are achieved. Regularly review and adapt strategies and measurement. Oversee the management of core strategic target lists to significantly grow events and training, and engagement with those targets. Use analytics software to understand and track engagement Explore new ways to improve sales and new revenue streams. Explore new opportunities for non-member engagement working with stakeholders across the organisation, Ensure integrity of mailing lists based on CRM data.

Requirements

Strong Commercial sales and marketing experience at a senior level. Experience of developing strategic sales and marketing plans to drive revenue growth Strong track record of success in delivering and exceeding commercial targets 5 years Leadership experience of a commercial department Strong private equity/venture capital knowledge is preferable. Experience of working with firms within the industry, or with other large financial or professional services firms would be beneficial; A proven sales, business development or commercial relationship management track record is essential; A consultative sales style Excellent writing and presentation skills, with the ability to present ideas and concepts with impact to a broad set of audiences. The ability to review and coach more junior members of the team's work; Strong Word, Excel and PowerPoint skills are essential; Strong relationship building skills; A positive "can-do" attitude; Polite, persuasive and professional communication skills are essential; Collaborative and consultative approach, strong work ethic; Proficiency in the use of CRM, in particular Microsoft Dynamics.

Benefits

Why come work for the BVCA?

Be part of the leading trade body for the private capital industry in the UK, supporting the growth of the industry and deepening the understanding of external stakeholders to the benefit of the industry Experience a friendly, engaged, and passionate work environment (with regular social activities) with a supportive culture A competitive salary, reflecting the technical requirements and seniority of the role, and a performance-related discretionary bonus Enjoy important benefits: 25 days holiday in addition to Bank Holidays; a 10% non-contributory pension; non-contractual day off for your birthday Life and medical benefits: life assurance (4 times salary); private medical Insurance for you; health cash plan; critical Illness and income protection insurance; employee Assistance Programme - includes Mental Health support, Virtual GP, Nutrition advice and Financial wellbeing
Other benefits: interest free season ticket loan; corporate discounts; reimbursement of up to 2 relevant professional institutes; generous support for professional and personal development, Cycle to Work Scheme

The BVCA supports an environment that is based on merit and inclusiveness, where all employees can develop their full potential, irrespective of their race, gender, marital status, age, disability, religious belief, political opinion or sexual orientation.