Job Description
Job Title:
UK Business Development Manager
Reports to:
Head of Business Development
Accountable for:
UK BDM Team
Main Purpose of the Job
To drive business growth by leading the UK Business Development Team to effectively influence
customers and increase sales of IMI products and services leading to IMI Professional Registration
To define and deliver opportunities for IMI to develop new business to achieve agreed KPI’s for
sales of IMI products leading to increased IMI Professional Registrants in the UK market
To act as a champion and ambassador of IMI, its values, mission and market position with IMI
Awarding approved centres and also as the leading professional association working for the motor
industry and with key automotive stakeholders in UK territories.
Key Tasks & Responsibilities
Leadership
To provide leadership, day to day management and ongoing development of the UK Business
Development Team to create and support a highly motivated and high performing team
environment.
Business Generation and Support
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Develops and implements effective business development/sales plans and supports alignment
of marketing plans for the UK in conjunction with the Head of Business Development
Generates and develops high level relationships and business leads with UK industry
stakeholders
Supports strategic decision-making via both industry, customer and competitor intelligence
gathering and analysis
Identifies future requirements of customers, and advise the Head of Business Development and
internal departments to enable IMI to source and provide appropriate professional and
profitable end to end skills solutions.
Generates and delivers UK business growth via effective leadership and management of the UK
BDM Team
Evaluates and prioritises business opportunities to maximise IMI business growth through
extending the customer base and increasing sales of multiple products
Allocates specific specialist area or regional tasks to BDM team
Motivates the team, sets, monitors and reports on individual and team targets as agree with the
Head of Business Development
Ensures existing and potential customer client base needs are met, effectively monitored and
account managed
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Liaises with Awarding Operations and Product Development teams to ensure business process
and operations provide an end to end customer experience which is appropriate, positive and
within any customer charter requirements
Indentifies UK business opportunities or new tactics and develops into business proposals to
support strategic decision making and business growth
Supports international growth via deployment of appropriate BDM capability as identified by the
International Business Development Manager and Head of Business Development
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Provides research and business information on client requirements via the management and
delivery of industry steering groups
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Liaises directly with internal departments to help ensure that the IMI solutions meet the needs
of the retail motor industry and allied sectors
Communication and Reporting
 Compile, analyse and report on UK opportunities, prospects, pipeline and sales figures
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Lead weekly and monthly team meeting to support, motivate and develop the BDM
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Develops and maintains communication processes to ensure all IMI business functions are
kept well informed
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Represents IMI at presentations, award ceremonies, open days, industry conventions, evening
events as required
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Prepares business development presentations and proposals tailored to audience
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Provides feedback on potential new product development and operational needs back to the
appropriate departments to ensure customer needs are met.
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Captures, and reports both industry and competitor intelligence back to the Head of Business
Development to support strategic decision making and sustainable business growth
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Reports good news stories to ensure PR and marketing opportunities can be maximised
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Ensure all acquired information is entered into customer/prospect database
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Carries out high level customer negotiations, records and develops customer agreement
documentation to the point of handover to other departments
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Checks prior to and records engagement on the IMI databases to ensure departmental
collaboration provides resource efficiencies and provides customers with relevant product
information, eliminating risk of excessive communication overload
Marketing
 Supports Marketing & PR personnel to ensure marketing plans align to business development
needs and direction
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Contributes to the content and delivery of promotional literature as required
Limits of Authority
Before proceeding, the UK Business Development Manager must obtain the Head of Business
Development authorisation to utilise the resources and funds available and to agree budgets
Costs and expenditure must be agreed with the Head of Business Development or appropriate
Project Manager/sponsor
Knowledge, Skills & Abilities
Excellent understanding of effective motivational leadership, interpersonal and problem solving
skills
Skilled and experienced in leading diverse and high performing teams
Thorough knowledge of the motor industry including manufacturer operations, retailer operations,
training operations and industry bodies
Operating at a high level to qualify customer needs and close sales via third parties
Successful management of customer facing sales and business development teams to grow
market position
Thorough knowledge of providing business performance improvements via development of people
capability
A wide breath of industry knowledge in multiple automotive subsectors and operations within UK
nations
Knowledge of UK Government frameworks and recognition solutions including how Accreditation,
Qualifications, Quality Assured Awards, Professional Registration, IMI Membership are delivered
and awarded in the UK and international markets
A positive and proactive attitude aligned to the ability to work comfortably at any level
Strong communication skills – the ability to communicate effectively both orally and in writing
Confident and compelling presentation skills
Analysing and making sense of data and drawing conclusions to make effective decisions
Exceptional influencing skills
Qualifications
Minimum of HND/Degree or equivalent preferred
The candidate would ideally hold membership of the IMI at MIMI or FIMI level
Certificate in Education, business or management qualifications would be an advantage
Working Conditions:
Travel throughout the UK required as necessary with an annual business mileage of between
14,000 and 20,000 miles. It is also likely that travel will need to be completed outside of normal
office hours including some international travel, with occasional requirement for late return or
nights away from home.
Approval Signatures
Job Holder:
Immediate Manager:
Director:
This Job Description will be subject to review from time to time. Any amendments will be made in
consultation with the job holder(s).
January 2015