Director of Income Generation job description and person specification

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1 Director of Income Generation job description and person specification Job title Reporting to Key relationships Responsible for Director of Income Generation Chief Executive Internal: CEO, Executive Strategy Group (ESG), all fundraising teams, finance team, Advertising and Sponsorship Manager, executive office especially Programme Development Manager and Head of Executive Office and Governance, Finance & Risk Committee, Board External: Trusts and foundations, individual supporters, corporate partners, fundraising agencies, hospice fundraisers and hospice CEOs. Head of Fundraising Hospice UK was founded in 1984 as Help the Hospices and is the national charity for hospice care. We represent and support our member hospices and work with them and other organisations to develop and improve hospice and palliative care throughout the UK and across the world. Our strategic priorities for are to: be the leading advocate for hospice care promote and support excellence in hospice care support those providing hospice care. Our values: we aspire to be supportive, professional, collaborative, creative and confident. Job description Purpose of role As part of Hospice UK s Executive Strategy Group (ESG) this role has a key part to play in helping the charity meet its strategic objectives by ensuring targets are developed and met for income generation. Developing, implementing and monitoring the income generation plan will be critical. Company Limited by Guarantee, Registered in England and Wales No , Charity registered in England and Wales No and in Scotland No. SC VAT No , registered office as above.

2 The role holder will provide a creative and dynamic external focus to identify and develop a range of income generation initiatives beyond the scope of existing fundraising activity. Building and utilising networks, developing long term relationships with high net worth individuals and forging new business opportunities will be integral to the role. The role will be accountable for the span of income generation within the charity and will ensure a coordinated and collaborative approach across the range of stakeholders. It will provide leadership around income generation, making sure this is located within the strategic framework and day to day thinking of Hospice UK. Whilst managing the Head of Fundraising, the role will provide the appropriate leadership to the fundraising team whilst remaining separate from day to day operations to develop and focus on the bigger picture. Key tasks and responsibilities 1. Internal cultural change and income generation focus: To bring about and imbed cultural change in the way that income generation and fundraising operates within the charity. To adopt a commercial focus to build income generation beyond established fundraising strands with sustainable, new and innovative ideas, testing new concepts and initiatives. To integrate thinking and plans related to income generation within the structure of the charity and present regular progress reports to the Finance and Risk Committee and the Board and keep ESG informed of ongoing activity and ensure all are aware of and involved in income generation activities. 2. External profile, voice and positioning: To work closely with ESG to refine the charity s fundraising case for support and communicate the charity s vision to internal and external audiences (including Hospice UK members). Work with colleagues to position the charity appropriately and in the best way to enhance income generation whilst aligning to our agreed voice. Capitalise and build on our recent rebrand and new website with specific focus on income generation. Work closely with the media and PR team to look at how income generation can be considered in media plans and input into media campaigns to ensure they align to the agreed income generation focus. Build a strong external profile for the role and work with fellow ESG members to make use of the contacts of Board members and ESG to the full. Focus on relationship building with ESG, the Board and other stakeholders to create an active network for identifying and building income streams. Develop long term relationships with high net worth individuals and forge new business opportunities.

3 Build strong relationships with member CEO s and directors of fundraising to ensure that we are able to build the broader Hospice UK brand across the country and capitalise on opportunities for joined up income generation opportunities. To personally manage a top prospect list drawn from high net worth individuals, corporate partners and grant making sources to lead from the front and have a measurable personal impact on fundraising goals. 3. Internal leadership Provide direction, expertise, guidance and leadership on all income generation activities. Create a new culture and joined up model for income generation across the charity with a new plan and development of new income streams. To lead the fundraising team and drive for full maximisation of income generation opportunities across direct response, corporate partnerships, events, grant making, major gift and legacy promotion activities. To provide appropriate leadership and vision to the fundraising team whilst working with the Head of Fundraising on implementing plans and monitoring progress against budgets and KPIs. Ensure a focus on the bigger picture is retained across the team and support the Head of Fundraising as they manage the detail of day to day operations. Ensure there is a collaborative and coordinated approach to income generation activity within the team and across the charity. This role profile is not exhaustive and is subject to review in conjunction with the post holder and according to future changes/developments in the service.

4 Person Specification Experience and knowledge A proven creative commercial approach to income generation activities backed up with a strong understanding of the market. Evidence of a range of innovative ideas and thinking related to income generation that complements but extends beyond traditional fundraising. An in-depth current knowledge of all aspects of fundraising and income generation. Significant experience in a fundraising or income generation leadership position at a senior level with engagement with a range of stakeholders including Boards and commercial partners. Proven leadership success with securing new business with a strategic approach to engaging the charity in the process of identifying and pursuing opportunities. Proven ability to establish and lead a joined up collaborative approach to income generation in the charity through a myriad of channels and structures across a complex range of internal teams and individuals, stakeholders and networks. Highly developed planning and financial modelling / budgeting experience within a complex and evolving environment. Skills and abilities Highly attuned and adaptable interpersonal skills with the ability to develop, foster, maintain and utilise a network of relationships. Able to build and implement a programme to identify and foster medium and long term contacts for future income generation opportunities. Strong negotiation and influencing skills with the ability to act in a diplomatic, credible and effective manner whilst representing Hospice UK. Able to earn the respect and confidence of a range of senior and influential contacts. Ability to think strategically and plan ahead, whilst also being flexible and reacting swiftly to changing needs and demanding situations. An excellent planning and project management approach with the ability to ensure varied activity is coordinated and coherent. To support others in this approach. Resilience and the ability to deal with high pressure and difficult situations whilst supporting and maintaining the confidence of others. Ability to identify problems and to work quickly to find long term, practical and diplomatic solutions. Ability to provide inspiring leadership with appropriate line management ability, ensuring clear delegation of day to day operations to the Head of Fundraising. Able to work at a strategic and visionary level but also manage detail and complexities if required without relinquishing and maintaining focus on the bigger picture. Ability to be a flexible and adaptable team player who can engage fully with their position on the senior team, and able to work transparently with peers, the Board and elated groups/committees. Sharing and promoting the aims of Hospice UK and our

5 vision for the future of hospice care. Acting as an appropriate champion for the charity in relation to the role and as a member of the senior team. Involvement in the corporate responsibility and decision making required as part of that team. Strong financial skills and numerical analysis with the ability to produce credible effective data or reports and discuss details with confidence. Highly developed and effective verbal, presentation and written skills. An approach that matches our values: supportive, professional, collaborative, creative and confident.

6 Terms and Conditions of appointment Contract Salary Probation period Notice period Work Pattern Pension Life Assurance Simplyhealth Scheme Childcare vouchers Cycle to work scheme Season ticket loan Holiday Location Permanent 83,600 per annum The probationary period is six months Three months Full time, 35 hours per week You will be auto enrolled into our pension scheme which is at 4%. Further contributions can be made to the scheme and Hospice UK will match contributions of up to 7% of your gross salary Is provided upon start date at three times salary, subject to acceptance by our insurers A cash plan scheme, which provides payments towards everyday healthcare treatments for example dental, optical etc. up to a policy limit. All employees will be covered under level two of the scheme We offer childcare vouchers Loaning of a cycle via a salary sacrifice scheme An interest free loan is available 30 days per year. The leave year runs from 1 January to 31 December The post holder will be based at Hospice House, Britannia Street, London, WC1X 9JG

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