Business Development Manager – Government Services

UK Hydrographic Office

Apply before 11:55 pm on Sunday 4th July 2021

 

Reference number

126377

Salary

£53,721

Grade

Grade 7

Contract type

Permanent

Business area

UKHO - Customer

Type of role

Business Management and Improvement
Communications / Marketing
Market Research

Working pattern

Flexible working, Full-time, Job share, Part-time

Number of posts

1

Location

Taunton, Somerset, South West

About the job

Summary

Are you looking for an opportunity to transform and lead change within a business? If so, this could be the job for you.

We are a rapidly evolving organisation that has enjoyed substantial success in our existing markets. This is an exciting opportunity to play an influential role in helping UKHO to be a world leading Marine Geospatial Information Agency within the "Blue Economy" - an emerging concept encouraging sustainable use of ocean or "Blue" resources for economic growth, improved livelihoods, and jobs while preserving the health of ocean ecosystems. As we move towards the UN Decade of Ocean Science (2021) this is an exciting time to both join UKHO and take on the challenge of bringing ‘data for decisions you can depend upon’ to a new market.

We are looking for a Business Development Manager who will play an integral role in identifying opportunities for new business. They will join two existing Business Development Managers specialising in Ecosystem Services and Finance & Insurance, to complete a team of three, directly managed by the Head of International Sales.

Highly ambitious and entrepreneurial, the Business Manager – Government services will own the future of marine geospatial data for UK Hydrographic Office within the Government services market. Developing a portfolio of business within Government services the Business Development Manager will identify gaps in the market, mapping and engaging potential platform Partners (contributors) to enhance and develop the platform offer, while opening-up conversations and links with platform Participants (Our Customer) who will benefit from utilising Costal Flooding Inundation Zones ‘Blue’ geospatial data, information and knowledge, tidal and sea levels including climate change impact into products and services.

This role sits within the Customer Division.

The Customer Division represents the external facing activities of the organisation, providing engagement with and delivery to our markets and Customers. Our work is varied and includes determining and producing product and services, championing our brand and developing external marketing communication, building key strategic relationships and supporting our partners, delivering an industry best customer service, managing ours (and others) Intellectual Property Rights, and identifying opportunities to provide solutions using our data, either for existing customers and/or new markets.

The Customer Division hosts a broad range of skills and expertise. Teams within the Customer Division include: Production, Products and Services, Marketing and Communications, Sales, Channel and Customer Services, Defence, IC-ENC, Intellectual Property and Research, Innovation & Integration.

Job description

The UK Hydrographic Office (UKHO) is a world leading centre for hydrography, specialising in marine geospatial data to support safe, secure, and thriving oceans.

As a trading fund of the Ministry of Defence, we support defence, safe maritime navigation, and marine development around the UK and worldwide. Working with a wide range of partners, we source, process, and provide access to data ranging from seabed to surface. We make this data available through our ADMIRALTY Maritime Data Solutions – a portfolio of world leading charts, publications and data sets, found on over 90% of ships trading internationally.

Everything we do is underpinned by our core values: together, responsibility, excellence and discovery. These are the guiding principles that help us work together to achieve our goals.

You will be responsible for:
• Leading, managing and developing the Government Customers market, striving for excellence in Partner management, and Customer engagement
• Securing, developing and growing current and new business Partner and Customer accounts
• Partner Plan management and Global Account Management Plan collaboration including use of tools i.e. CRM
• Proactive day-to-day Partner management including target measurement, identification of potential issues and initiating appropriate corrective action
• Holding regular meetings to drive performance and motivate Partners
• Monitoring performance to achieve or exceed targets
• Providing access/routes to training to support Partner technical development and sales activities including identifying unique needs and collaborating across the organisation to develop appropriate training
• Initiating and/or participating in Sales and/or Marketing initiatives in liaison with marketing, product management, customer service and channel colleagues in the UKHO to identify needs and opportunities
• Analysing market statistics, sales forecasts and sales figures
• Setting sales targets for sectors, campaigns and Partners in line with the divisional business plan and in support of the Corporate Plan
• Regular and ad hoc reporting to senior managers
• Using market intelligence, develop a business strategy to deliver against commercial targets
• Developing the market entry strategy and setting targets for sectors, campaigns and Partners
• Supporting and contributing to corporate strategy and planning
• Collecting Partner and Customer feedback, defining market research requirements and proposing follow through from resulting output
• Achieving market thought-leadership, keeping up to date with market insight, use cases, products, services and competitors

You will:
• Identify, manage and nurture business relationships across the Ecosystem Services/ Finance and Insurance / International Development and Aid market to generate growth
• Develop and nurture business relationships with Partners and Our Customer to ensure long term success.
• Engagement with the Channel & Partner Manager and Customer Services Manager
• Identify opportunities to improve the experience of Partners, Our Customers and stakeholders including support, information, processes and practices
• Manage resource plans and control including forecast financial spend against the budget in line with UKHO governance
• Manage the Sales budget, monitoring the expenditures and costs ensuring benefits are measured and realised
• Drive innovation and commercialisation through collaborative working with the Research, Innovation & Innovation and technical teams (Product & Services, Technical and Operations – Data & Content) delivering new offerings to market
• Work with Brand & Marcomms to determine support requirements and delivery

Responsibilities

This role will be responsible for defining and create the Ecosystem Services business / Finance and Insurance business/ International Development and Aid business – creating the market proposition for ‘Blue’ geospatial data within the market and its subsidiary sectors.

Working in a matrix management environment with colleagues operating out of other locations in the UK and global offices outside the UK, you will have the opportunity to develop business cases for and influencing of Research, Innovation & Integration, and One Programme resource in the development of new products and service offerings.

Working to resolve conflicts and dilemmas where there is no clear right/wrong answer and in particular where direction is being set for the first time, the post holder will make judgements to overcome this. Key to success will be being responsible for identifying all credible options with an appreciation for the the interests of all stakeholders including demonstrating an appreciation for Partners and the environments they operate in i.e. B2B, markets and cultural.

The post holder will be personally responsible for the control of account management operational activity, processes and practice ensuring best value for money by demonstrating sound commercial and financial acumen in their decision making and their budgetary control.

Problem solving in this role will require a high degree of influencing, leveraging personal credibility, with the ability to negotiate and persuade a wide range of both internal and external stakeholders.


Person Specification

Full brief of the Behaviours, strengths, ability, knowledge, skills and experience required. Please note that we will only score against the sift and interview criteria and not the essential and desirable information below.

Experience:
Essential:
• Experienced Business Professional with significant new business development experience.
• Commercial experience including revenue generation.
• Proven success in working with complex (ie science, data or technical) market
• Proven track record of sales and/or business development within a B2B environment.
• Evidence of understanding of multi layered relationships and their operation in various cultures internationally
• Experience translating Partner and/or Customer requirements to technical staff, and translating complex technical topics to customers.
• Experience of working collaboratively across an organisation to achieve results.

Desirable:
• Experience of working in the market relevant to the role: Ecosystems Services or Finance and Insurance or International Development and Aid market.


Technical:
Essential:
• Business or relevant degree or equivalent vocational experience.
• Confident and effective presenter at all levels and in different cultural environments.
• Good IT, budget and reporting skills – Ability to interrogate and analyse data and translate into meaningful management and performance reports.

Desirable:
• Understanding of innovation.
• Understanding of brand.
• Foreign language skills.


Civil Service Behaviours (Level 4):
Essential:
• Communicating and Influencing
• Working Together
• Managing a Quality Service


Things you need to know:
• This role is open to full time, part time, job share. The UKHO will consider flexible working or workplace adjustments, where appropriate.
• Security – successful candidates must pass a disclosure and barring security check.
• The successful candidate must be able to travel as required, both nationally and internationally. It is anticipated up to 60% of time will be spent travelling.

Nationality Statement:
Candidates will be subject to UK immigration requirements as well as Civil Service nationality rules. If you’re applying for a role requiring security clearance, please be aware that foreign or dual nationality is not an automatic bar. However certain posts may have restrictions which could affect those who do not have sole British nationality or who have personal connections with certain countries outside the UK.

Behaviours

We'll assess you against these behaviours during the selection process:

  • Communicating and Influencing
  • Working Together
  • Managing a Quality Service

Technical skills

We'll assess you against these technical skills during the selection process:

  • Business or relevant degree or equivalent vocational experience
  • Experienced Business Professional with significant new business development experience
  • Commercial experience including revenue generation
  • Proven success in working with complex (ie science, data or technical) market
  • Proven track record of sales and/or business development within a B2B environment

Benefits

We offer a range of benefits to support your lifestyle, including generous leave allowances, flexible working hours, a lift-share scheme and regular training and development opportunities.

Working for UKHO, you could enjoy the following range of benefits: 26.5 days annual leave, increasing after five years service.

Flexible working options include: Flexible working hours scheme, that includes up to two days per month Flexi leave, remote working, part-time working, job sharing, paid special leave, career breaks and unpaid leave.

We offer maternity, adoption and or shared parental leave of up to 26 weeks full pay, followed by 13 weeks statutory pay and a further 13 weeks unpaid leave; plus paternity leave of up to two weeks full pay, subject to certain qualifying criteria.

We also offer a brand new state of art award-winning building.

Things you need to know

Security

Successful candidates must pass a disclosure and barring security check.
Successful candidates must meet the security requirements before they can be appointed. The level of security needed is security check.

See our vetting charter.
People working with government assets must complete basic personnel security standard checks.

Selection process details

This vacancy is using Success Profiles, and will assess your Behaviours, Experience and Technical skills.
The selection process will be designed specifically for the role. As a result, your assessment could include:
• An interview with one or more exercises that may include a presentation.

Short-list Criteria

You will be short-listed against the following criteria:
Experience:
• Experienced Business Professional with significant new business development experience.
• Commercial experience including revenue generation.
• Proven success in working with complex (ie science, data or technical) market
• Proven track record of sales and/or business development within a B2B environment.

Technical
• Business or relevant degree or equivalent vocational experience.

Interview Criteria

You will be interviewed against the following criteria:

Experience:
• Experienced Business Professional with significant new business development experience.
• Commercial experience including revenue generation.
• Proven success in working with complex (ie science, data or technical) market
• Proven track record of sales and/or business development within a B2B environment.

Behaviours (level 4):
• Communicating and Influencing
• Working Together
• Managing a Quality Service

As an important aspect of this role involves regular spoken interaction with members of the public, the ability to converse at ease with members of the public and provide advice in accurate spoken English is essential to be successful for the post. You will be tested on this at interview.


Further Information

As an employer committed to equality of opportunity, we short-list solely using information relevant to the assessment process.

We have adopted anonymised recruitment. This means that your name, date of birth and other personal details will not be seen by the sift panel.

Disability Confident – Guaranteed Interview

UKHO embraces diversity and promotes inclusion and equality of opportunity. We are a Disability Confident employer, which includes offering a guaranteed interview to candidates with disabilities, providing they meet the minimum selection criteria.

By ‘minimum selection criteria’ we mean that the evidence you provide in your application must demonstrate that you meet the minimum pass mark, set by the short-list panel, for each criteria listed in the ‘short-list’ section, above. The short-list panel will not be made aware of any disability you may choose to declare; this information will be processed solely by HR, in accordance with Data Protection legislation.

If you are a disabled candidate, please ensure you complete the Equality and Diversity form or inform our HR department, at recruitment.queries@ukho.gov.uk, if you wish to be considered under the Disability Confident guaranteed interview scheme.

Feedback will only be provided if you attend an interview or assessment.

Nationality requirements

This job is broadly open to the following groups:

  • UK nationals
  • nationals of Commonwealth countries who have the right to work in the UK
  • nationals of the Republic of Ireland
  • nationals from the EU, EEA or Switzerland with (or eligible for) status under the European Union Settlement Scheme (EUSS)
  • relevant EU, EEA, Swiss or Turkish nationals working in the Civil Service
  • relevant EU, EEA, Swiss or Turkish nationals who have built up the right to work in the Civil Service
  • certain family members of the relevant EU, EEA, Swiss or Turkish nationals
Further information on nationality requirements

Working for the Civil Service

The Civil Service Code sets out the standards of behaviour expected of civil servants.

We recruit by merit on the basis of fair and open competition, as outlined in the Civil Service Commission's recruitment principles.
The Civil Service embraces diversity and promotes equal opportunities. As such, we run a Disability Confident Scheme (DCS) for candidates with disabilities who meet the minimum selection criteria.

Apply and further information

Once this job has closed, the job advert will no longer be available. You may want to save a copy for your records.

Contact point for applicants

Job contact :
Name :  recruitment.queries@ukho.gov.uk
Email :  recruitment.queries@ukho.gov.uk
 
Recruitment team :
Email :  recruitment.queries@ukho.gov.uk

Further information

The Department’s recruitment processes are underpinned by the requirement of selection for appointment based on merit, open and fair competition as outlined in the Civil Service Commissioners’ Recruitment Principles, details of which can be found at http://civilservicecommission.independent.gov.uk If you feel your application has not been treated in accordance with the Recruitment Principles and you wish to make a complaint, you should contact the UKHO’s Recruitment Team, Human Resources, Admiralty Way, Taunton, Somerset TA1 2DN or email recruitment.queries@ukho.gov.uk , in the first instance. If you are not satisfied with the response you receive you can further contact the Civil Service Commission at: Email: civilservicecommission.independent.gov.uk or in writing to: Civil Service Commission, Room G/8, 1 Horse Guards Road, London SW1A 2HQ

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