We are currently recruiting a Business Development Manager for a Permanent contract.
This role is hybrid, both working from home and in one of our hubs in Edinburgh or Oxford and will require frequent UK travel.
We encourage our colleagues to work flexibly between home and the hub to suit their needs and preferences, in line with our hybrid working policy.
Colleagues are able to work their hours flexibly, in line with core business hours and requirements. We also offer formalised flexible working agreements.
The starting salary is £52,630.
To apply, please send a CV and cover letter to HRsupport@actuaries.org.uk by the closing date of 17 November.
Interviews will take place on 27 and 28 November.
Purpose of the job
Reporting to the Global Partnerships Lead, the primary purpose of this position is to deliver the IFoA business development strategy in the UK.
The main areas of responsibility for this position within the UK are:
- Lead on the delivery of the UK market plan, in particular relationships with employers and education providers (universities)
- Identify and engage with potential future employers of actuaries, including those operating in wider fields
- Understand members’ needs and seek to enhance member value by linking to opportunities that may emerge in our engagements with various stakeholders including but not limited to career, speaking, mentoring opportunities etc.
- Drive forward the acquisition strategy to develop recognition and demand for IFoA’s qualification, leading to a sustainable pipeline of new members in the region
- Support the Global Partnerships Lead in business development work
- Organise business development events, engagement and acquisition activities
- Lead the engagement and relationships of stakeholder accounts and seek to develop IFoA’s presence as a global actuarial body
- Develop relationships with senior decision makers (for example academics, Chief Actuaries, senior actuaries, members, HR, DEI and learning stakeholders) to build the brand of the profession
- Work with teams across the IFoA to monitor activity within the UK and gather information to inform wider activity and future initiatives in the UK
This role is key in building the voice and reputation of actuaries within the UK, building successful and sustainable relationships with a range of stakeholders and ensuring the effective delivery and execution of IFoA’s market strategy to deliver member value and global influence.
Key result areas
Key results fall into the following main areas:
Employers
- Supporting the employer strategy including the development and delivery of the employer proposition
- Lead the relation management of the key accounts for the priority employers in the UK. Identify potential and deliver account plans, activities and initiatives which deliver value to these relationships.
- Manage internal relationships, as part of a matrix team working to deliver the employer proposition for IFoA key UK employers
- Working with Market Heads, identify opportunities to expand employer relationships, identifying products and solutions to meet employers needs
- Support the Global Partnerships Lead to manage strategic and sensitive relationships, outside of identified high-profile multinational accounts
- Develop a compelling product and services which meet the needs of UK employers, formalise relationships and provide additional income
- Raise and maintain awareness of the importance of UK employers internally
- Share knowledge and insight of employers to maximise revenue and sponsorship income
- Based on insights, stimulate cross-organisational discussion and future thinking to identify opportunities and risks across IFoA’s UK employers
- Gather market intelligence to inform market planning, opportunities and risks within the UK employer and member market
The UK market
- Support the Global Partnerships Lead to develop and execute the UK Market Plan
- Supporting the university engagement strategy including building strong relationships and activating delivery plans
- Identify opportunities to engage with key stakeholders in the UK market, including working with relevant internal teams to align and coordinate activity
- Focus on and listen to our UK members, turning information into strategy and action
- Support the develop, deliver and embed our value proposition
- Support the develop and deliver our engagement strategy
Strategy
- Contribute to the development and delivery of the wider Partnerships strategy
- Deliver agreed strategies, in partnership with key internal stakeholders, ensuring mutual benefit to employers and IFoA
- Work with the Global Partnerships Lead to continue to develop and deliver the employer strategy for the UK.
Reputation and influence
- Increase global influence through engagement with UK employers
- Develop and manage a network of senior member/volunteers within target UK employers
- Create a stakeholder plan utilising senior stakeholders/volunteers/executives staff to build the brand of the profession and bring an actuarial voice to key events
- Awareness of the key policy issues and thought leadership trends, to engage with employers and the wider market
- Representing the IFoA on key industry bodies, related professional bodies and events
- Support public affairs activities in the UK, including liaising with industry bodies as appropriate
- A good understanding and appreciation of the differing political systems and potential tensions, ensuring that this is embedded as knowledge into the UK, as well as the wider global agenda.
Organisation
- Reports directly to the Global Partnerships Lead
- Liaise closely with colleagues in other business units, particularly marketing, member services, and education
- The position has a degree of autonomy, working within a team environment in the region
Main contacts
Internal:
- Director, Markets Development
- Regional General Manager, Asia Pacific
- Global Partnerships Lead
- Asia Pacific team
- Markets Development Group
- Member Services Unit
- Education & Learning
- Marketing and Corporate Communications
- Public Affairs & Research
External:
- Members
- Senior Volunteers (Presidential Team, Council etc.)
- Volunteers
- Tertiary education academics in actuarial / actuarial related faculties
- Employers
- Brand ambassadors
- Student association leaders
- Higher education careers professionals
- Graduate recruiters
- Corporate learning professionals
- Fresh graduates of actuarial / actuarial related tertiary qualifications
- Tertiary undergraduates
Complexity
The post-holder will need to demonstrate an understanding of UK political and regulatory environments, and support the Global Partnerships Lead in advising the Chief Executive, directors, Senior Management Group and senior volunteers as appropriate.
The incumbent will need to interface remotely and face to face with strategic level stakeholders externally.
This role will deliver responsibilities for UK employer within a matrix of interests and responsibilities across the IFoA.
Impact
The post-holder will have an impact on how the IFoA is perceived both by members and externally by key stakeholders and decision makers in priority markets, including in the IFoA. This role will play a significant part in shaping the IFoA’s future growth in international markets both geographic and sectoral and protecting IFoA’s market share. The role will be core to the delivery of the international strategy in the region and contributes to a sustainable membership model for IFoA.
Knowledge and experience
Qualifications
- Tertiary Qualification in Business, Education, or related discipline and/or substantial business development experience in a strategic account management setting
Language
- Proficient in written and spoken English
Essential
- A commercially astute and forward-thinking leader, with demonstrable business development leadership success in UK; the successful candidate will be an entrepreneurial team player
- Significant experience of delivering business development activity within of the UK Financial Services sector
- Demonstrable ability to build and manage effective, working relationships with C-level executives and the wider organisation
- Ability to represent the IFoA brand with the highest level of professionalism, expertise and enthusiasm
- Demonstrate strong influencing and negotiation skills
- Demonstrate excellent written and verbal communication skills with the ability to get to grips with complex technical information and to communicate this effectively to a range of audiences
- The ability to give excellent presentations, tailored to the relevant audience
- Ability to work to tight deadlines and effectively manage the contributions of others to ensure outputs are quality assured and delivered on time
- Ability to see projects through to completion ensuring accuracy and attention to detail
- Demonstrate integrity and professionalism in line with IFoA values and mission
- Flexibility - this is a new business area so the needs of this role will evolve over time
- Fluent spoken and written English
- Proficient in MS applications e.g. MS Word/Excel/PowerPoint
Desirable
- Prior knowledge of selling into and consulting with large organisations
- Ability to build on existing networks in the region to support the objectives of this role
- Understanding of the professional qualifications environment
IFoA’s values
The role holder must be an ambassador for and demonstrate the IFoA values in all aspects of their work.
- Member-focused: We put members at the heart of everything we do
- Action-oriented: We work hard, we work smart, and we take pride in getting things done, valuing action over perfection
- Forward- and outward-looking: We’re always looking to be bold and improve, innovate and take the next step
- Team-driven: We work in partnership, advancing together as one IFoA
Alternative format and adjustments
Please email the HR Team if you require:
- any information regarding our vacancies in an alternative format
- any adjustments to support you to fully participate in any part of the application and recruitment process
Any information shared will be used only to enable us to make reasonable adjustments to support candidates to participate in the recruitment process. It will not inform selection decisions.
You can reach us at HRsupport@actuaries.org.uk.
Diversity, equity, and inclusion
The IFoA encourages applicants from a variety of backgrounds and experience and welcomes diversity with regard not only to protected characteristics but also diversity of thought. Diversity, equity and inclusion are more than just words for us. That’s why we are committed to creating a culture where everyone feels included and respected, and where no one is unfairly discriminated against. Consequently, we promote diversity, equity and inclusion in all our policies, practices and procedures, and actively encourage applications from a diverse range of potential candidates. All applications for our roles are considered on merit alone, and if you don’t meet all the criteria but believe you have something to offer, we want to hear from you. For more information on our commitments, please see our DEI strategy page.
