Manchester Growth Company
Role Profile
Job Title: Head of Inward Investment – Financial & Business Services Date: July 2015
Reporting Line: Executive Director
Business Area: MIDAS
JOB PURPOSE
Lead the business development function of MIDAS for the Financial & Business Services (FBS) sector,
driving the attraction of FBS businesses to Greater Manchester (GM) and the expansion of existing GM
businesses to deliver new investment and job creation. Work in an integrated way with other FBS
services within MGC, in order to co-ordinate sector engagement and identify growth opportunities for
wider Group services.
KEY RESPONSIBILITIES
 Develop a formal business development strategy for the sector in GM.
 Work closely with the Group lead for FBS and Business Finance Solutions within MGC, to make sure
that areas such as account management, aftercare and supply chain analysis are fully integrated
with other MGC services in order to maximise collective impact.
 Achievement of an annual target of inward investment successes and associated job creation and
safeguarding, for both new direct investment and expansion within the existing investor base, with a
specific focus on foreign direct investment.
 Develop a strategic marketing campaign to promote Greater Manchester’s FBS offer, with both a
geographical and sector focus to raise the city region’s profile and deliver a pipeline of high quality
leads that delivers the inward investment success targets.
 Lead on the execution of marketing campaign activity, managing a pre-agreed MIDAS budget, and
influencing, leading and integrating, associated partner activity and budgets, where appropriate.
 Identify and focus on a target list of national and international companies, develop and build longterm strategic relationships with key-decision makers, typically at C-level, in tandem with other MGC
departments and within a range of global and fast-growing businesses, adopting a consultative sales
approach to raise profile, create and identify opportunities for new investment.
 Manage a small team of sector-focussed business development resource, providing line
management and allocating resource efficiently to achieve MIDAS and MGC objectives.
 Utilising team resource, manage individual investment enquiries, providing a bespoke service that
meets all client needs that may include research, stakeholder and network engagement, property
location, business support, facilitation with local government etc, driving them to a successful
conclusion.
 Direct the “after-care” service to new investors and account manage key existing investors at a
strategic level, utilising wider MGC expertise in the sector to co-ordinate activity and referring to
partners where appropriate, ensuring the business is deeply embedded in a sustainable way within
the GM ecosystem.
 Supporting the Group lead for FBS, act as a champion for the sector within the Manchester Growth
Company helping co-ordinate MGC’s response to challenges and opportunities available in the
market, affording expert insight and advice, adopting a co-operative and positive style of working and
generating opportunities to identify further commercial and investment opportunities.
 Develop a collaborative network of external stakeholders and “multipliers” such as the universities,
trade bodies, local authorities and the national agency UKTI to raise profile, identify new leads and
create opportunities for joint working to increase the size and value of the pipeline.
 Through a combination of client engagement, research and horizon scanning, identify new and
emerging trends and opportunities both within advanced manufacturing and complementary sectors
and work with MIDAS colleagues to continuously refresh propositions and marketing strategies to
meet those new opportunities.
 Support the ERDF-funded sector development and science and innovation programmes for MIDAS
and MGC, contributing to the programme deliverables against agreed outputs and milestones.
DIMENSIONS
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Oversight of sector budget of up to £150,000.
Deliver up to 500 jobs and 15 successful investment projects.
Account-manage circa 30 companies.
Line Management of supporting Business Development roles.
Deliver against ERDF targets and deliverables.
KNOWLEDGE, SKILLS AND EXPERIENCE
Essential Skills:
 Good understanding of the full sales cycle, from research and planning, to marketing and lead
generation; through to project management; closing the deal and aftercare.
 Experienced and skilled negotiator, able to influence at the most senior level.
 A team player, with experience of working with and through others to achieve results.
 Proven experience in project management, potentially involving the management of external
consultants; completing them on time and within budget.
Experience:
 At least 5 years of B2B “consultative” sales experience, within in a highly commercial environment,
and/or evidence of market and network development.
Knowledge:
 Strong commercial awareness to garner credibility among and influence senior business leaders
 Knowledge of Financial & Business Services sectors and ideally some knowledge of working in
markets such as the US, Europe, India, China, Japan and UAE
Personal Style:
 Ambitious, tenacious and focused - able to manage time effectively and efficiently, in order to
succeed in a target driven environment.
 Entrepreneurial, innovative and adaptable approach to generating ideas in order to sell and promote
Greater Manchester’s attributes to specific clients.
 A natural ability to inspire trust and confidence in potential partners, through a mature approach,
demonstrating an understanding of the bigger picture.
 Naturally inquisitive, with a desire to develop a thorough knowledge of subject matter.
CONTEXT
This role requires the individual to operate at a very senior level with international C-level contacts in
the public and private sector. The role is at its core a sales role, servicing a complex market place
and stakeholder group. International travel – 6-8 weeks per annum. Individual has to be highly
credible within a complex sector environment. National travel as when
required, typically London, one visit per month. This role is supported by
ERDF.
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