Founded 60 years ago and representing some of the biggest names in business, household brands and globally traded corporations that employ people in all sectors and across every region and nation of the UK, the CBI is the voice of business. The CBI represents 850 members who themselves comprise 1,100 separate registered companies and 150,000 trade association members. Find out more about some of the businesses in membership here.
The CBI is committed to ensuring a safe, supportive and inclusive people-centric culture where our people can excel to achieve their full potential and be their best authentic selves in an environment where ethical values and respectful behaviours are at the very heart of who we are in our everyday interactions.
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Role Summary
We are looking for an experienced, confident and commercially-minded professional, who is adept at building relationships with senior business leaders, to join the CBI team. You will join us at an exciting time in our 60 year history, as the CBI builds its membership to strengthen the voice of business into Whitehall and to policymakers.
Based at our Cannon Street offices, within the CBI's London, South East and Financial Services membership team, this is an exciting opportunity to join a team tasked with driving the ambitious growth plans of the business. It will be your job to help develop our membership base by managing external relationships with existing CBI members and supporting the new income ambitions of the wider Commercial team.
As the primary focus of the role, you will have front-line responsibility for a portfolio of up to 35 high-value strategic CBI member relationships primarily located across London, the Thames Valley and the South East. You will also play a leadership role in the Commercial team, responsible for supporting more junior colleagues to perform their roles effectively.
As Senior Associate Director, you will be working with some of the most significant and influential FTSE and multinational organisations within the CBI's membership. This includes companies drawn across the UK's economy and will also provide the opportunity to develop deeper expertise in working with sectors such as tech, manufacturing and retail. You will liaise daily with the CBI's policy, campaigns, products, and events teams for up-to-date product information; build external relationships with existing members; and support both the recruitment and onboarding of new CBI members through collaboration with the CBI's Sales team.
This role is pay Band 3.
This is a fixed-term role for a period of nine months.
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Key Responsibilities
Managing CBI member relationships
Maintaining and deepening relationships with some of the largest, most complex and strategically significant CBI members in the London, Thames Valley and South East regions, ensuring they are kept informed of regional and national opportunities to shape CBI and government policy and participate in CBI activities. As Senior Associate Director, you will be directly responsible for a portfolio of up to 35 members, valued in excess of 1.5M.
Driving increased membership retention and satisfaction by delivering a compelling and efficient membership offer based on policy, networking and intelligence.
Developing a deep understanding of those issues impacting the competitiveness of member companies and being able to articulate how the CBI can influence these policies to the benefit of our members
Increasing the value of the membership portfolio with a strong focus on the delivery of high-quality account management, ongoing renewals of membership and uplifting membership values.
Maintaining accurate records by tracking activity on the CRM system and ensuring relevant information is shared with the appropriate stakeholders.
Providing Leadership and Guidance within the London and SE Team
Supporting the success of more junior colleagues in the Commercial team by providing practical guidance and support, demonstrating and embedding best practice
Identifying areas for performance improvement and professional development
Deputising for the Regional Director for London and South East as required.
Supporting new sales, sponsorship and products and services to members
Contributing to the London & South team's overall recruitment targets by supporting the sales activities of the wider Commercial team.
Assisting the sales process, drawing on member insight to both help identify potential targets and leading on these relationships where appropriate.
Cross-selling CBI's policy intelligence and events into a commercial offer to members within your portfolio, including flagship events and specialist policy products.
Developing specialist expertise to help deepen the CBI's member offer
Reflecting the composition of your membership portfolio and your policy interests, working with teams from across the CBI to gain greater experience and knowledge in your area of expertise.
Deploying this expertise to help improve the CBI's offer around either specific sectors of the economy or distinct policy areas. This can be through helping to influence policy agendas, sharing insight on new developments, and by providing access to new member networks.
Support member engagement and communications in key policy areas
Ensure that relevant updates and perspectives are made available to the teams driving member account management and communication.
Seek innovative ways to maximise our member service by leveraging the work the team does around fiscal events and the fiscal intelligence we gather.
Develop and deploy team capacity to support key members with communications related to policy concerns and perspectives.
Lead discussions and gather input from relevant Standing Committees and Councils as relevant for the areas of work.
Success Criteria
Level of retention of existing members meeting annual target of renewals and uplifts in subscription values in your portfolio.
Level of renewals and uplifts within the wider team in line with annual targets.
Positive and productive relationships with member companies and their senior representatives.
Successful on-boarding of new members, evidenced by renewal of membership at first-year anniversary.
Level of senior engagement in member companies.
Maintenance of the CBI's profile and authority within the London & South East region.
Consistently displaying high levels of leadership behaviours and collaboration with colleagues across the CBI.
Demonstrating and fostering good practice in account management administration including CRM use.
Knowledge and Experience
What an individual must know or understand to be able to fulfil the role's requirements:
Experience in strategic account management dealing with senior business people in large and complex organisations through long-term relationships.
Can demonstrate clear understanding of the principles and application of best practice relationship management
Experience of playing a leadership role within an organisation through line management or other leadership positions.
Strong relationship-building and networking skills
Strong interest in and awareness of the political and economic environment in the UK and the impact of the broader geo-political landscape.
Well-developed awareness and understanding of evolving opportunities and pressures within the business environment.
Additional role specific skills
The practical actions required to be able to fulfil the role's requirements:
Influencing skills.
Ability to take good judgement calls in fast-paced environments.
Strong oral and written communication skills.
Effective in dealing with senior stakeholders in business, government and the media.
Ability to develop exceptional working relationships, both internally and externally
Excellent planning, prioritisation and organisational skills.
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