Role Summary
Unique Venues Birmingham (UVB) was created in 2017, a joint venture between Birmingham Repertory Theatre (the Rep) and the Library of Birmingham (LoB) to provide an excellent conference and hospitality events venue within two iconic venues located within the shared building on Centenary Square in the centre of the city. UVB has established itself within the city as a leading conference and events venue, and the role of the Business Development Manager will be to continue to develop and grow the commercial opportunities for UVB by introducing new venues into the commercial portfolio and working with the Managing Director and Operations Manager to deliver outstanding customer experience. As Business Development Manager, you will lead the sales team, managing day to day sales activity and expand the company’s commercial activities to generate revenues and promote sustainable growth for UVB. Working closely with the Managing Director, the person in this role will deliver the sales strategies for UVB, capitalising on commercial opportunities to drive business growth and profit. The role will lead the Birmingham Unique Network (B.U.N) networking; a monthly networking event for businesses within Birmingham to meet, share ideas and network. Unique Venues Birmingham Solutions (UVBS), the company’s accommodation and venue finding service will be managed by the Business Development Manager in rate and commission negotiation with Birmingham hotels, for both the Rep production requirements and residential conference and events. The BDM will have a commercial orientation to give UVB a competitive edge within the marketplace, with great leadership skills and an entrepreneurial mindset. In addition, the role will work closely with the Managing Director to seek out new opportunities for venues within the Birmingham surrounds to join the UVB brand and become part of the successful commercial portfolio of venues. The role is a Senior Management role within UVB.
Main Duties and Responsibilities
* To be instrumental in the delivery of Sales, Revenue, Yield Management and Profit.
* Lead the team to drive business growth, maximising income and profitability for UVB.
* Develop new commercial opportunities across both UVB and improve revenue generation from conferences and events.
* To work in collaboration with the Managing Director to create the Business Plan, Sales and Marketing Plan and Annual Budgets.
* Develop new business opportunities and to collaborate with the Managing Director to introduce new venues into the commercial portfolio.
* Be agile to changes in hospitality to realign the business to new avenues and sources of income.
* On occasions you may be asked to attend UVB board meetings from time-to-time preparing Reports for each board member.
* Lead the sales and events team to develop an ethos of high quality of service, customer loyalty and retention, ensuring everyone is clear on what is expected of them including the importance of contributing to revenue streams through business.
* To work in collaboration with the Catering Operations Team to consistently deliver an exceptional customer experience across all entities.
* Work in partnership with the Managing Director to ensure the selling prices reflect the operational delivery costs to ensure that the profit expectations are delivered.
* To demonstrate and raise the brand profile of UVB.
* Implement commercial strategies in line with company objectives to accelerate growth, developing the UVB Business Plan with the Managing Director, Sales and Marketing Plan and delivering on the appropriate company KPI’s.
* Manage your own key accounts, researching new areas to diversify business to secure future revenue streams.
* Lead the sales team in the day-to-day delivery of the sales and marketing plans, reporting on the monthly sales activity plans of team members.
* Be instrumental in maintaining Business Intelligence relating to market trends and conditions to be able to adapt effectively and efficiently sales activities.
* Implement with the team members regular competitor benchmarking to ensure UVB is in line with key competitors.
* Manage the forecasting process to provide accurate monthly forecasting, comparison to budget and reforecasting to control the income streams liaising with the Managing Director.
* Maintain the Cost and Price Matrix to maximise the profit levels providing the commercial selling prices for the UVB team.
* Maintain an understanding of the UVB finance systems to enable as required assistance to the Finance Co-ordinator.
* Be responsible for regular checks to the ‘business on the books’ to manage the space utilisation, yield and revenue for UVB. This will include liaising directly with the REP in relation to securing space and changes to availability due to theatre productions.
* Ensure all weekend/monthly reporting is delivered on time by team members to enable the coordination of Business Reports.
* Mentor and coach team members to proactively and positively research, source, identify and convert new business contacts.
* Implement with the team the client showround procedures for the venues and as required carry out showrounds for potential business.
* Prepare and deliver presentations and pitches as required to secure business to the UVB portfolio.
* Maintain the UVB Property Management System Events 500 (PMS System), implement processes and procedures and train team members to ensure all enquiries, leads and business is reacted to in a timely manner and follow the UVB guidelines.
* Oversee the development and ongoing maintenance of the CRM database within Events 500 and the databases for ZUBO to ensure that it is extensive, effective, current and meets strategic requirements. Adherence to GDPR guidelines will also be required.
* Lead the proactive and reactive sales team in client hospitality events and promotional activities such as open days, familiarisation trips, exhibitions and breakfast meetings, including the ongoing promotion and management of B.U.N.
* Support the Rep with Press Nights and Charitable Events relating to the theatre, inviting key UVB clients where appropriate.
* Plan, organise and attend promotional and networking events, utilising where appropriate these events to train and develop sales team members.
* Identify, create and manage direct marketing, advertising and social media opportunities.
* Be the UVB ambassador for all existing external partners, ensuring relationships are maintained, opportunities explored, and commercial business needs are met.
* Position UVB with key consortiums that reflect UVB values, uniqueness and excellence which will help position UVB as leading venues in Birmingham.
* In collaboration with the Managing Director, achieve and maintain key accreditations within the hospitality sector.
* Contribute to the compilation of Award entries for industry led awards for excellence and recognition within the hospitality sector.
* Work alongside external suppliers who supply services to UVB to ensure all activities are carried out timely and within the business plan objectives and to UVB standards.
* Team management including training, appraisals, recruitment and KPI’s.
General Responsibilities
* Adhere to and implement the guidelines, procedures and policies of the company as detailed in the staff policies.
* Play a role in the life of the company and work across departments to develop a positive and engaged organisational culture including playing active and positive roles in staff forums/committees.
* Complete all mandatory e-learning and training.
* Take ownership for the safety of the working environment for your teams by being fully compliant with the Health and Safety policies, rules and training for yourself and your team members including casual and freelancer staff.
* Ensure you and your team are fully compliant with all mandatory training and development.
* Be aware of, and comply with, rules and legislation pertaining to Health & Safety at work and abide by the procedures set out in the Health & Safety Policy.
* Be aware of, and comply with, rules and legislation pertaining to data security, and GDPR, at work and abide by the procedures set out in the Data Protection Policy.
* All staff are expected to demonstrate an understanding of, and adherence to, our safeguarding policy, including a duty to report any issues of concern.
Any Other Duties
The duties and responsibilities set out should not be regarded as exclusive or exhaustive. The post-holder may be required to undertake other reasonably determined duties and responsibilities within the organisation which are appropriate with the level of the role without changing the general character of the post. The post-holder may also be called upon to carry out duties that would not normally be associated with the post on a temporary basis where there is a strong organisational requirement for that to happen. The post-holder would be given appropriate training and equipment to carry out any duties of this kind.
Key Relationships
You will be responsible for managing Sales and Events Proactive and Reactive Team. You will be managed by the Managing Director.
Internal
* Members of the UVB senior management team.
* The Rep senior management team/heads of department.
External
* Birmingham City Council.
* Library of Birmingham.
* Vendors, suppliers and clients.
* Business partners and membership organisations.
* Key stakeholders and potential clients across the city and beyond.
Person Specification
You must have...
If you do not demonstrate that you meet all these criteria you may not be shortlisted.
* Extensive experience in management including; creating business plans, developing commercial strategies, delivering sales and achieving profit targets as well as budgetary management.
* A proven track record of delivering agreed profit levels.
* Role model to delivering outstanding levels of customer service.
* Identifies and nurtures new value add business opportunities.
* Track record of driving sales in a commercial enterprise.
* Competency in yield management and space utilisation to maximise revenue potential.
* Experience in managing marketing campaigns and social media platforms.
* Confidence in managing PMS and CRM systems and their integration in the business.
* Ability to lead, train, and develop others.
* Significant experience within the hospitality industry.
* Previous experience in the arts sector or similar.
* Knowledge of change management.
* Understanding of how to gain a competitor advantage through featuring the sustainability attributes of the business.
* Calm and reliable in challenging situations.
Terms and Conditions
Period of work: This is a permanent contract, subject to successful completion of a probationary period of 6 months.
Pay: Up to £45,000 per annum dependent on experience, plus a performance bonus will be negotiated as part of the package.
Hours: Full time role. 40 hours per week and additional hours as required. This role may include evening, weekend and occasional bank holiday working.
Holidays: 25 days per year plus bank holidays rising to 30 days plus bank holidays with continuous service. The holiday year runs from 1 September to 31 August each year.
Location of work: Your main place of work will be Unique Venues Birmingham, but you may be required to work permanently or temporarily at other locations locally.
Other benefits: Contributory staff pension, 5% employee and 3% employer.
Non-contractual benefits:
* A day off for your birthday.
* Free-to-use employee assistance service.
* Staff ticket discount.
* Staff discount in The Rep food and drink outlets (when available).
* Access to salary sacrifice schemes including Bike to Work scheme and Health Cash Plans.
* Numerous corporate discounts including 25% Season Ticket discount on parking at Q-Parks.
We actively encourage all staff to see shows as believe that being part of The Rep product enhances everyone’s experience as an employee and ambassador. To ensure everyone has a chance to attend shows, every staff member is invited to attend press night for all The Rep's own productions along with further complimentary tickets where possible as well as competitive discounts throughout the year.
There’s no such thing as perfection… At the Rep we don’t expect or look for the ‘perfect candidate’, instead we look for people who can positively contribute to our team. In return you will be given support, encouragement and all the right conditions to grow, succeed and be your best. We are committed to creating an inclusive workplace where difference is a strength and every unique voice and skill is recognised and valued.
For us, recruitment is more than a match against a job description, it’s about feeling excited to come to work every day and being proud of who you work with and for. We believe The Rep is for everyone, so however you identify, whatever your background, if you feel excited about this role then we urge you to please apply.
It’s important to us that The Rep reflects the communities we serve and therefore we particularly welcome applicants from the global majority and D/deaf & disabled communities as these groups are not as well represented as we want them to be. As part of our Ramps on the Moon legacy, we have experience in supporting individuals to Access to Work requests and encourage any and all staff who may benefit from the scheme to use it. We will always try to make the adjustments needed so that you can perform to the best of your ability and professionally thrive in a supportive and engaging environment. We want our Rep to be culturally informed and accessible to all, so we encourage you to celebrate and share your own cultural experience and knowledge of our city proudly in your application.
We guarantee to interview anyone from these under-represented groups whose application meets the minimum criteria for the post. By ‘minimum criteria’ we mean that you must provide us with evidence in your application form which demonstrates that you generally meet the level of competence required for each competence (or could with reasonable support), as well as meeting any of the qualifications, skills or experience defined as essential in the person specification.
Diversity Monitoring
Our ultimate aim is to have diversity of all kinds in every layer of the organisation and to help us keep track of our success we kindly ask you to complete an Equality and Diversity form alongside your application. Participation is voluntary but appreciated and your responses will be anonymous and not shared with the recruiting managers.
Environmental
As one of the largest producing houses in the midlands, we are aware that we have a responsibility to the environment beyond legal and regulatory requirements. As such, we are aiming to be carbon neutral within 10 years with sustainability at the forefront of our working practices and integrate climate aware work into our programme. We have committed to adopt the Green Book Sustainable Productions framework on a minimum of 2 productions a year. Our Environmental Working Group is comprised of staff from across organisation to become environmental champions and meet regularly to review and update our Environmental policy and plans. We are committed to exploring, trailing and renewing ways in which the organisation and staff can reduce their environmental impact and carbon footprint.
Flexible working
We know flexibility is everything and we foster a working environment which is focused on outcomes. For this role you will be required to work specific hours and be present in the building to help with the running of performances. We actively encourage applications for job shares and will make every effort to accommodate these requests.
Safeguarding
The Rep is committed to safeguarding, and operates an environment where all staff are expected to report any concerns about vulnerable people, or about the behaviour or practice of colleagues and other people they come into contact with.
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