JOB DESCRIPTION
Job Title
Senior New Business Manager
Reporting to:
Head of New Business
Department/Team
Fundraising
Location
Unicef House, 30a Great Sutton Street, London, EC1V 0DU
Hours
35hrs per week (9.30am – 5.30pm)
Salary Band/Grade
Band 7 - £34,964 – £40,902, however, it is anticipated that an offer
will be made up to £42,000 for the successful candidate, dependent
on relevant skills and experience.
Duration
Permanent
Position in the organisation
Unicef UK's Fundraising team is responsible for raising funding (from non-statutory sources) in
the UK to deliver change for children in the UK and across the world.
The Corporate Fundraising team at Unicef UK has achieved significant growth in recent years:
securing, retaining and growing major six and seven figure partnership with companies including
BT, P&G, easyJet, Unilever, Barclays and M&S among others.
Currently, there are 32 people in the Corporate Fundraising team, including dedicated Account
Managers, New Business Fundraisers and support positions.
The New Business team currently has 8 positions, which will include 2 Senior New Business
Manager posts. The Senior New Business Managers will report into the Head of New Business.
The United Kingdom Committee for Unicef Company Limited by Guarantee
Registered Charity No. 1072612 England and Wales) and SC043677 (Scotland)
Registered Office: 30a Great Sutton Street London EC1V 0DU
President Lord Ashdown GCMG KBE PC
Executive Director David Bull
Head of New
Business
Senior New
Business M anager
Senior New
Business M anager
New Business
M anager
New Business
M anager
New Business Exec
Senior New
Business Exec
New Business
M anager, UK
Programmes
Purpose of Post
 To approach, negotiate and secure long term mutually beneficial six and seven figure
corporate partnerships in line with Unicef UK’s New Business strategy and deliver
agreed income targets
 To contribute to the New Business and wider Corporate Partnerships Team strategy
 To deputise for the Head of New Business as required
 To line manage 2 or more New Business Team members
Responsibilities
New Business Development
•
Initiate and secure long-term mutually beneficial six and seven figure corporate
partnerships from cold to agreed income targets, focusing on partnerships with a
minimum value of £250k per annum
•
Identify and develop major national and international new business opportunities and
prepare tactical approach plans
•
Secure meaningful meetings with companies across a range of sectors
•
Develop compelling proposals and presentations for prospective new partners that align
with core business issues, leading meetings with a range of corporate contacts
•
Develop and lead engagement plans to reach senior decision makers at a range of
prospects, utilising senior volunteers where appropriate.
•
Effectively negotiate UK, international and global partnerships for Unicef UK, including
managing the contracting process.
•
Proactively approach corporate prospects, maximising the support we receive from the
business community in the event of humanitarian emergencies.
•
Liaise with fundraising departments in other Unicef offices globally to co-ordinate
approaches to national and international companies including Unicef in New York and
Geneva
•
Work within Unicef’s International Corporate screening policy and processes for
corporate partnerships
Strategy
•
Research, communicate and update relevant Unicef UK business sector strategies,
taking responsibility for driving these strategies forward in line with New Business
Development Strategy
•
Identify and develop strategic initiatives for corporate funding, working closely with
Unicef UK programme teams and Unicef International field offices
•
Proactively identify and develop opportunities which will input into the new business and
wider corporate team strategy
Management
•
Line manage and develop a minimum of two new business team members
Relationships
•
Effectively engage and influence senior level (CEO/Chairman/Board) influencers in order
to secure long term, high value partnerships
•
Network and build strong, effective working relationships across Unicef UK, National
Committees and the wider Unicef family in order to aid delivery of the Unicef UK
Corporate Strategy and contribute to the wider Unicef UK Fundraising Plan
Other
•
•
•
•
•
Carry out additional tasks as required by the Head of New Business or the Corporate
Partnerships Director
Deputise for the Head of New Business as required
Represent the New Business team or Corporate Partnerships team on organisational
project groups as required
Provide support on specific New Business team activities including monthly accounting,
reforecasts and contracts
Represent Unicef to external audiences, including speaking at events.
PERSON SPECIFICATION
This section details the skills, behaviours and experience required for the role. All criteria in the
Person Specification are essential.
Effective Behaviours
Good management
Communication
Negotiating and influencing
Resilience
Results focused
Efficiency and effectiveness
Ability to…
Provides strategic direction, sets clear objectives, and clarifies
expectations and accountability. Uses a flexible management
approach: coaching, supporting or guiding for best results
Uses a range of approaches and conveys complex ideas to
engage an audience and win understanding and support.
Maintains a win-win approach by balancing achievement of
both Unicef UK’s and our external partners’ objectives. Ability
to operate and negotiate with confidence with new and existing
contacts at a senior level
Remains positive and quickly recovers from set-backs, keeping
problems in perspective and taking a solution focused
approach.
Prioritises and sustains focus that has the greatest impact and
anticipates internal/external challenges that could impact Unicef
UK’s work and adapts accordingly. Reviews results and
extracts learning to optimise future performance
Manages conflicting priorities to ensure that objectives are
achieved and deadlines met. Anticipates risks and puts plans
in place to minimise their impact and responds flexibly to
unforeseen events such as emergency responses.
Relevant Experience
Line management experience, demonstrating an ability to recruit, retain and develop individuals;
and ability to support and motivate individuals to meet their income targets
Significant experience of Corporate Fundraising, including a proven track record of winning,
negotiating and delivering six figure new business partnerships.
Experience of strategic planning, developing and monitoring budgets
Specific Skills
Specific Knowledge
Detailed understanding of Corporate
Responsibility plus strong commercial
understanding including value of IP and
Trademarks.