Corporate Partnerships Manager (New Business) impact that our work ... Some children want to meet...

Corporate Partnerships Manager (New Business)

Candidate Application Pack October 2016

Contents

Introduction from Director of Fundraising & Marketing

1

Background Information 3

Job Description and Person Specification

4

Recruitment Process and Timetable

7

Terms and Conditions

8

How to Apply

9

Advertisement

10

Equal Opportunities Monitoring Form

11

Dreams Come True Corporate Partnerships Manager - Candidate Application Pack (October 2016) 1 of 12

Introduction from Helen Brownstone, Director of Fundraising & Marketing

Dear Applicant, At Dreams Come True we’re passionate about enabling life threatened and life limited children and young people to achieve a dream; we believe that the power of dreams can help them to get through dark and difficult times and can provide them and their families with hope, strength and joy. We are a national organisation with a growing reputation as the gold standard for dream delivery - a reputation we are determined to reinforce. We are unique in being the only dream/wish charity to fulfil dreams for young people aged up to 21 years of age. Without Dreams Come True they would have nowhere else to go. Our mission: to bring joy to terminally and seriously ill children and young people by making their dreams come true. Our vision: that every terminally and seriously ill child with a dream has the opportunity for that dream to come true. Our commitments:

to excel at fulfilling dreams and at creating the resources to fulfil them

to recognize that every child is unique and every dream is unique

to treat all children and their families with respect, care, compassion and empathy

to recognize the importance of everyone in the organisation to fulfilling our mission

to celebrate the contribution made by all who work in and on behalf of Dreams Come True, all our hard working volunteer fundraisers and each and every donor to the Charity

In order to identify children who would benefit from a dream, we develop close relationships with hospitals and hospices, paediatric palliative care networks, residential centres, schools and colleges, family support charities and individual families. Through our team of professional dream coordinators we establish day to day contact with children and families affected by serious or life shortening conditions developing a clear understanding of the child’s unique dream. We then work to bring that dream to fruition, ensuring that the associated memories are captured and treasured. We call this the power of dreams. Delivering dreams, whether arranging for a child to meet Lewis Hamilton, or to experience zero gravity, requires skill, ingenuity, persistence and nerve, as well as compassion, sensitivity and complete reliability. We work with stars and their agents and minders, with travel and leisure companies, PR agencies, insurance companies, and a host of specific individuals and organisations whose help we need in order to make a particular dream come true. We stop at nothing and never take no for an answer when working on a dream. In partnership with the University of Stirling, in 2012 we engaged in a programme of research, the Power of Dreams Study, which has gained the endorsement of high level experts in the paediatric palliative care sector. Phase 1 of this programme, a 3 year PhD study, is completed and the final report has been submitted. This study contains powerful


findings that will strengthen our ability to communicate to a range of audiences including donors and supporters, paediatric palliative care sector professionals and families. Our Fundraising and Marketing Team plays a critical role in delivering the aims of the organisation. Motivated by the significant level of unmet need in our sector, and by the enormous impact that our work delivers, we are determined to grow our income and our impact. Corporate income has grown steadily over the past few years. Once secured, Dreams Come True has been successful in retaining partners over multiple years and building fundraised revenue, though high quality stewardship. Dreams Come True’s corporate potential is strong – we offer a value proposition that is simple, aligns with a wide range of brands; and which resonates strongly with staff and customers. We have mass market appeal and a strong partnership offering including challenges and events, staff volunteering opportunities and opportunities to meet Dream families. Geographically, we are able to make connections between dream children and families and a particular company’s operations. We have the potential to grow our income from corporates significantly over the coming 5 years through a strong prospect pipeline. A newly established Fundraising Board also offers opportunities to progress our corporate new business. It is our ambition to pitch for and manage strategic partnerships that have real step change potential for our income and brand profile.

I am looking for an outstanding person to drive and develop new fundraising from

companies. The successful candidate will be n experienced relationship manager, confident building strong relationships at the most senior levels, highly resourceful, target focused,

and comfortable pitching to companies and making the ‘ask’. This is a substantial role and one which will make a lasting impact on our growing organisation.

If this is you, please get in touch. I would love to chat to you if you would like to find out more about the charity and the role before submitting and application. My number is 01428 726330. Helen Brownstone Director of Fundraising & Marketing


BACKGROUND INFORMATION Who we are Dreams Come True is a children's charity serving the whole of the UK. Our mission is quite simply to bring joy to seriously ill children and young people across the country by making their dreams come true. Founded in 1988, over the last 27 years we have brought happiness and joy to more than 5,000 children and young people as well as their friends, family and carers. What we do Dreams Come True helps children and young people who have a serious or life-limiting medical condition. We operate with complete integrity and dependability – liaising, coordinating, organising, funding and often accompanying the Dream children – to ensure that each child has an unforgettable experience fulfilling their dream, with long lasting memories to share with families, loved ones and friends. Each dream is unique. Some children want to meet their celebrity hero or favourite Disney character while others want to visit their grandparents abroad, ride a unicorn, swim with dolphins or work on a fashion magazine. Many want help with their everyday lives and Dreams Come True is delighted to provide vital sensory equipment, wheelchairs or specially adapted bicycles as well. Why we do it Dream Children often have to cope with endless rounds of hospital visits, painful treatments and the prospect of living with a long term debilitating disease. These very brave youngsters can become depressed and frustrated, yet they all dream of things they want to do and achieve. Fulfilling a dream provides a positive focus empowering both them and their families with new enthusiasm and strength to deal with ongoing daily struggles of illness, gruelling hospital treatment and sometimes sad loss. It is a legacy of hope and well being that is poignantly expressed in many hundreds of thank you letters we receive from Dream Children and their families.


JOB DESCRIPTION & PERSON SPECIFICATION Job Title: Corporate Partnerships Manager (New Business) Reports to: Director Fundraising and Marketing Manages: Matrix management of Corporate Partnership & Research Officer Location: Based at our Liphook office but able to travel Salary: c£30k (depending on experience) plus benefits Contract: Permanent Background and overall purpose of the job: The Corporate Partnerships Team at Dreams Come True is responsible for securing income from companies and their employees. The Corporate Partnerships Manager for New Business will play a significant part in contributing to the high performing fundraising team. You will work strategically to attract and secure new corporate partnerships, delivering income targets through activities including sponsorship, corporate donations, cause-related marketing, staff engagement and fundraising. You will work closely with the Director of Fundraising and Marketing to research, develop and nurture new relationships with prospective corporate partners. Once secured, the Corporate Partnerships Manager will manage the transition of new partnership agreements from new business to account management. Key responsibilities

Strategy, budgets and targets 1. Develop, and deliver a strategy for attracting and securing new corporate partners that

feeds into the overall fundraising strategy.

2. Set appropriate financial targets for corporate fundraising, increasing funding through sponsorship, corporate donations, cause-related marketing, staff engagement and fundraising and by generating funds through high value events and fundraising boards in conjunction with the Director and the Corporate Partnerships Manager (Accounts).

3. Monitor income targets and report on a regular basis, taking remedial action where

necessary to ensure targets are met.

Prospect identification and management, and supporting senior volunteers

4. Design and deliver a range of innovative and scalable approaches, products, and events to engage a wide range of corporate prospects, to include where appropriate, volunteer fundraising committees, peer to peer cultivation, giving circles, events, employee


fundraising, donations, pro bono support, brand partnerships, sponsorship products and Charity of the Year.

5. Use internal and external research, working with Board Members and other volunteers,

to identify and develop new corporate relationships and build up knowledge and understanding of prospects.

6. Drive the pipeline for the corporate partnerships income stream 7. Ensure every corporate prospect has a solicitation plan in place which is regularly

reviewed to move the prospect through the prospect pipeline. 8. Ensure that all new partnerships are appropriately agreed, contracted, and recognised

and provide high quality account management and stewardship. 9. Support and assist senior fundraising volunteers in order to develop new relationships

for Dreams Come True and coaching them in high-level major gift techniques.

Budgeting, finance and delivery

10. Report on a regular basis, as required by the Director of Fundraising and Marketing on progress of annual planned income and expenditure and other key performance indicators, actively managing variances.

11. Ensure that Dreams Come True’s CRM is utilised to best effect, recording all prospects,

accounts, meeting notes and status, to enable comprehensive reports to be run, to monitor, evaluate and drive the business.

Communications and networking 12. Work with the Dream Team, Marketing and other Fundraising colleagues to prepare and

present high quality proposals, presentations and collateral for corporates. 13. Support the development of Dreams Come True celebrity and ambassador portfolio and

liaison 14. Attend high level relevant cultivation events/meetings, representing Dreams Come True

with passion and inspiration, securing new potential corporate relationships for Dreams Come True.

Other duties

15. Stay abreast of competitor activity, particularly in your designated area, to inform strategy.

16. Undertake any other relevant duties and projects delegated by the Director of Fundraising & Marketing in line with the responsibilities of the post.


Person specification Essential knowledge and experience

Knowledge of the principles of corporate fundraising within the voluntary sector

Substantial experience in corporate fundraising within the voluntary sector, or senior level experience in a relevant corporate setting.

Deep experience of partnership or account management.

Experience of developing and implementing a strategic plan in relation to securing new partnerships or accounts

Proven track record in exceeding income generation and other targets in a corporate context

Experience of preparing substantive proposals, presentations and of undertaking pitches to secure corporate support.

Experience in creating and managing Fundraising Development Boards.

Experience of undertaking face-to-face ‘asks’, securing significant funding and support

Extensive experience in account and project management

Experience of carrying out research into prospects Skills and abilities

Proven ability to build strong, and lasting relationships with a range of external supporters and influence and negotiate with senior external stakeholders to achieve positive outcomes for Dreams Come True

Ease in maintaining good, positive working relations with colleagues and comfortable and confident operating at senior levels externally

Ability to present information verbally including progress reports, project updates and briefings to a range of audiences in a clear, accurate and confident manner

Understanding of UK Charitable fundraising sector

Solid understanding of current voluntary sector issues and an understanding of, and commitment to, Dreams Come True’s aims

Willing and able to work occasional unsocial hours and travel when required


RECRUITMENT PROCESS AND TIMETABLE All applications will be acknowledged. Deadline for applications is 12.00 on Monday 7 November 2016 Candidates who have been short-listed will be informed by telephone. Those who have not been short-listed will be notified by email. Interviews will be held in the period 10-11 November 2016 at Dreams Come True’s Liphook offices. If you have any queries on any aspect of the appointment process, need additional information or wish to have an informal discussion, please contact Helen Brownstone on 01428 726330

DEADLINE FOR APPLICATIONS IS 12.00 ON MONDAY 7 NOVEMBER 2016


TERMS AND CONDITIONS

Salary c£30k (dependent on skills and experience) Holiday 25 days p.a. plus public holidays. Pension Contributory group pension with personal contributions being matched up to a maximum of 6% of gross salary. Other Private health insurance


HOW TO APPLY

If you are interested in being considered for this position, please examine the job description and person specification carefully in assessing the suitability of your candidature.

If you wish to apply, submit a CV and supporting statement which should state how you meet the listed criteria in the job description and person specification and how you would tackle the challenges.

You should give the names, positions, organisations and telephone contact numbers of three referees, one of whom should be your current/most recent employer. Referees will not be contacted without your prior approval.

You are invited to complete and return the enclosed monitoring information form. This will help us to follow the recommendations of the Equality and Human Rights Commission, that employers should monitor selection decisions to assess whether equality of opportunity is being achieved. The information on the form will be treated as confidential and used for statistical purposes. The form will not be treated as part of your application.

Any person with a disability, whose application clearly shows that they meet the essential requirements in the person specification, will be invited for interview.

Finally, please ensure that you have included mobile and home telephone numbers. Applications should be either emailed to [email protected], or if preferred, marked “Private and Confidential” and posted to: Jobs - Corporate Partnerships Manager (New Business) Dreams Come True Charity Exchange House 33 Station Road Liphook Hampshire GU30 7DW


Advertisement

Corporate Partnerships Manager (New Business) With a background and demonstrable track record in new business development in the charity or commercial sectors, the Corporate Partnerships Manager for New Business will play a significant part in contributing to the high performing fundraising team. You will work strategically to attract and secure new corporate partnerships, delivering income targets through activities including sponsorship, corporate donations, cause-related marketing, staff engagement and fundraising. You will work closely with the Director of Fundraising and Marketing to research, develop and nurture new relationships with prospective corporate partners. Once secured, the Corporate Partnerships Manager will ensure the successful the transition of new partnership agreements from new business to account management.

Full details of the role and how to apply are contained in the Candidate Application Pack. If you would like to discuss the role feel free to contact Helen Brownstone, our Director of Fundraising & Marketing, on [email protected] or 01428 726330.

DEADLINE FOR APPLICATIONS: 12.00 ON 7 NOVEMBER 2016


EQUAL OPPORTUNITIES MONITORING FORM (please separate out this form from the Application Pack, complete it and return it with your CV and supporting statement) Dreams Come True’s commitment to equal opportunities stems from our values and commitments. Collecting information from job applicants helps us to review and improve our procedures in the long term. Please help us by completing this form and sending it with your application documents. Completion of this form is voluntary. The information will be recorded anonymously and will not be attached to your application. What is your ethnic group? Choose ONE section from A to E and tick the appropriate box. A White

British

English

Scottish

Welsh

Northern Irish

Other, please write in

Irish

Any other White background, please write in

B Mixed

White and Black Caribbean

White and Black African

White and Asian

Any other Mixed background, please write in

C Asian or Asian British

Indian

Pakistani

Bangladeshi


D Black or Black British

Caribbean

African

Any other Black background, please write in

E Chinese or other ethnic group

Chinese

Any other, please write in

Disability

The Equality Act 2010 defines a person as disabled if they have a physical or mental impairment which has a substantial and long term adverse effect on their ability to carry out normal day-to-day activities. Do you consider yourself to be a disabled person?

Yes No

Gender Female Male

Sexual Orientation

Bisexual Gay Man

Gay woman/Lesbian Heterosexual

Any other, please write in

Age

16-24 25-34 35-44 45-54 55-64 65+

For our own monitoring purposes, we would also be interested to know where you saw this

post advertised:

Corporate Partnerships Manager (New Business) impact that our work ... Some children want to meet...

Documents

Transcript of Corporate Partnerships Manager (New Business) impact that our work ... Some children want to meet...