You will be audience focused, target driven and provide exemplary creativity, entrepreneurial leadership and management skills.

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1 JOB DESCRIPTION JOB TITLE: Head of Business Development REPORTS TO: Deputy Director DATE PREPARED: April JOB PURPOSE This post is responsible for growing income from commercial activity and new business opportunities. You will foster a more entrepreneurial approach to generating income in the gallery, in order to develop our future financial resilience. In particular you will be responsible for growing the Café offer, the Retail business, the Venue Hire business and new opportunities including, but not limited to, Group Visits, Adult learning, Publishing, Limited Editions and external catering. Working closely with the Communications and Development team, you will devise marketing campaigns to support the development of the new business and identify ways in which these can also benefit the fundraising ambitions for the organization. In identifying new areas of potential income growth, you will also develop the feasibility study and business plan to ensure the business lines are delivered successfully. You will be audience focused, target driven and provide exemplary creativity, entrepreneurial leadership and management skills. 2 THE HEPWORTH WAKEFIELD The Hepworth Wakefield comprises ten impressive gallery spaces, four of which are focussed primarily on temporary exhibitions and six for collection displays. We have a newly created Clore Learning Centre and a 100 seat auditorium. Additionally, there are two acres of external gardens and a 600 square metre temporary exhibition space cal led The Calder operates in a re-purposed 19 th Century industrial mill opposite the gallery. 3 SUPPORTING INFORMATION The Hepworth Wakefield is a major public art gallery that opened in May 2011 to public and critical acclaim. It exhibits Wakefield s art collection, the Hepworth Family Gift and the work of major contemporary and 20th century artists. Designed by David Chipperfield Architects, our ten superb gallery spaces and grounds make this one of the UK s largest and most visited galleries outside London, attracting 1.3 million visitors in the last 3 years.

2 As The Hepworth expands and leads on developing its site, this is a new post which will work closely with the Deputy Director to develop our ambitions to grow self earned income, particularly for those opportunities which are not wholly reliant on visitor footfall to our space. You will bring new business skills to the organization, to support the team in delivering creative ideas in a meaningful and lucrative way for the Trust. This is a new senior post create to address our current strategic priorities: To increase and diversify our audience To increase fundraised and earned income To maximise current resources and their impact 4 KNOWLEDGE, SKILLS AND EXPERIENCE REQUIRED Knowledge: Significant experience of developing new business opportunities; using research, feasibility studies and business plans to implement Commercial acumen and ability to think creatively - Proven track record in delivering events and current event trends and best practice in the visitor attraction/heritage/arts sector - Commercial awareness and retail practice particularly within the attraction/heritage/arts sector - Awareness of fundraising practice in charities - Knowledge of marketing approaches to deliver greatest commercial gain Skills / Attributes: Entrepreneurial business skills applicable to an ambitious non-for-profit organization with significant commercial activity Proven senior-level organisational skills and an ability to work collaboratively An ability to work strategically both as part of a team and independently, leading multiple projects and remaining calm under pressure Excellent verbal communication skills and a skillful, sensitive and politically astute negotiator, able to cultivate and develop strategic partnerships Highly diplomatic, with an ability to negotiate and achieve satisfactory outcomes when resolving sensitive problems and challenges Ability to devise accurate financial projections and manage budgets Highly numerate and literate, possessing strong IT skills - Self motivated with an enthusiasm for change and developing new activity

3 Experience: Experience managing a busy team under pressure Experience of working within an arts or heritage venue Proven experience of working in a busy, target driven role Budget management experience Proven track record of increasing business income Good knowledge of ICT, including proficiency in MS Office Proven track record of increasing income and maintaining a quality catering offer Experience in negotiating and managing performance against contract 5 KEY RESULTS AREAS Meeting these priorities will be addressed in this new role by providing inspirational and clear leadership for the Business Development Team as follows: Business Development and Retail Ensure the effective, efficient and entrepreneurial operation of The Hepworth Wakefield business development, regularly reporting on progress to the Trustees and Trading Board. With the support of the Business and Capital Developments Executive, Retail Manager and Executive Assistant, take responsibility for the servicing of the Hepworth Enterprise Board and any relevant Hepworth Trust sub-committees Develop, implement and regularly review our commercial strategy to maximize income generation that achieves targets whilst respecting the mission-related aims of the trading activities, in order to secure the long term sustainability of the organization. Develop new ideas, test through feasibility studies and then develop a business plan and targets for each new income stream, maximizing the value of the organisation s brand, building and other assets Develop a marketing and PR campaign, in close liaison with the Development and Communications tea, to promote the gallery s commercial offer and develop new business leads for events, retail, publishing, limited editions and learning to drive additional income. Identify where other team s activities can be more commercially driven to maximize the income and/or fundraising potential for the gallery. Work closely with the Deputy Director and the Business and Capital Projects Executive to identify commercial opportunities on new capital projects (including the Garden and the Calder) and support the development and business plan within the Capital project. Work with the Programme Team and the Programme Executive responsible for Public Programme to identify commercial opportunities from these events. Develop the team s annual budget, ensure effective financial monitoring, reforecasting and management systems are in place, develop appropriate financial controls and authorisation limits, ensure compliance with relevant financial guidelines and reporting frameworks Achieve targets in retail, events, Group Visits, Adult learning, Publishing and

4 Limited Editions, on expenditure and income and taking action to deal with variances identified Venue Hire and Catering Ensure that visitors to the public catered spaces receive the highest possible standard of customer service at all times, with a responsive staffing operation in place and a regularly changing offer. Regularly review the external catering service, contract provision and management processes in order to constantly improve the offer and income generation Lead the negotiation, establishment and ongoing management of commercial contracts into which THW enters Set budgets and achieve targets in retail and catering on expenditure and income and taking action to deal with variances identified Develop the business plan to maximize the flexibility and usage of the venue, whilst being sympathetic to its public role. Develop cultivation plans and products, which identify and convert target segments most likely to generate significant hire income Work closely with the Development team to ensure conversion of venue hire clients to long term supporters of the gallery Provide an excellent service to all clients to encourage repeat business Liaise closely with internal teams to negotiate and agree on spaces within the building to avoid conflicts of use. Support the Events Executive to ensure he/she establishes a good relationship with prospects, clients and internal teams and that they effectively manage the events diary. Support the delivery of the opening events hosted by the Gallery Develop strong working relationships with external suppliers and ensure the approved list is regularly reviewed. Lead the negotiation, establishment and ongoing management of commercial contracts into which THW enters for catering, working closely with the Head of Business Development. Adhere to all Health & Safety and security requirements during events, working closely with the Operations teams. Senior Management Responsibilities - Take lead responsibility for the regular reporting of progress of new business projects and the effective performance of the team. - Lead the negotiation, establishment and ongoing management of commercial contracts into which THW enters. - Report regularly on business performance at senior management meetings and the Trustee and Trading Boards. - Contribute to devising strategies for The Hepworth Wakefield that respond creatively to opportunities and requests from artists, audiences, researchers, academics, funders, benefactors, members and stakeholders

5 6 COMMUNICATIONS AND WORKING RELATIONSHIPS Line Management Responsibility for the following: - Retail Manager - Venue Hire Executive - Business and Capital Development Executive Close working relationship with: Director and Deputy Director Head of Operations Director of Development and Communications Programme Team Head of Learning Head of Finance External Catering Manager Executive Assistant External Stakeholders THW Trading Board THW Trustees Publishing and retail contacts CGC Catering (manage THW café and events catering) External event suppliers Operations contractors/suppliers 7 ADDITIONAL INFORMATION Ensure team management and cross-departmental work is effective and timely in achieving annual targets Ensure tight, clear, budgetary setting, control and regular reforecasting against targets Participate in training and development activities as required and assist with the training and development of colleagues Attend events at THW and externally to represent the gallery and build relationships with key external stakeholders. Weekend and evening work will be required for which time off in lieu will be offered Carry out all duties in accordance with our Equal Opportunities, Access, Employment, Health and Safety and Inclusion Policies Undertake any other duties as reasonably required by the Deputy Director