This full time fixed term role within the BVCA is an excellent opportunity for an experienced business development / key account manager with an interest in private equity and venture capital. The role is based in London and will include travel within the UK, and internationally. Your primary responsibilities will be the development and execution of the Membership Engagement, Retention and Recruitment strategies, to meet and exceed membership revenue targets, and identify and pass on sales opportunities to the events and training teams. You will need to meet with existing and potential members as well as network with key stakeholders to represent the BVCA and its work, including at meetings, conferences, and events. Strong commercial awareness is required as you will lead the growth of membership income and membership volume. This role is central to the BVCA’s activities and the commercial success of the BVCA. As the acting Head of the Industry Development team, you will lead on key account management across commercial teams including Membership, Marketing, Events, and Training, and the wider organisation. A Senior Manager within the membership team will report to you, and you are responsible for leading the Membership team.

Responsibilities

• Develop and execute an engagement strategy to increase engagement with member firms, particularly with Key Accounts.
• Enhance and communicate the membership value proposition via close engagement with members and understanding their needs
• Develop member input into external stakeholder engagement, including obtaining information from members on specific projects
• Keep up to date on key policy developments relevant to members and filter to the team.
• Lead on communication of member engagement efforts nationwide and ensure members are appropriately involved in BVCA member services
• Input into the digital transformation of the BVCA’s activities to meet members’ needs
• Utilise CRM to track membership engagement, identify opportunities and risks, regularly report on these metrics and work across departments to continue to advance and streamline this process.
• Oversee the processes to obtain data on members, including their responsibilities and areas of interest and ensure this is recorded on CRM.
• Attend meetings with members and other senior team members to gain feedback, industry insights and trends, and promote the organisation’s work. This involves keeping up to date with the BVCA’s policy and external affairs work and communicating this to staff.
• Provide input into shaping event content to facilitate member engagement. Work with the events and training teams to identify speaking opportunities for members.
• Oversee a pipeline of potential new members, generating new membership sales and ensuring the BVCA has relevant collateral to promote membership benefits. Regularly report on this pipeline to the Industry Development team and the Senior Management team.
• Oversee the on-boarding process of new members to ensure all membership benefits are delivered and that data is collected and fully accurate for the CRM system.
• Oversee a calendar of members’ annual investor meetings.
• Oversee the BVCA’s awards initiatives.
• Oversee the process for member resignations, including gaining feedback and exploring if there is an opportunity for them to stay as members. Record and report on this.
• Speak at events, including moderating discussions.
• Work on ad hoc project-based activities to support the BVCA’s wider work.
• Work with senior team members and Finance to determine appropriate fee structure and manage communication to members.
• Manage the annual membership fee renewal process. Meet and exceed revenue targets.
• Build culture of CRM best practice
• Manage the Senior Membership Manager and oversee the Membership Team

Requirements

• A strong track record in Key account management and general account management
• Experience of Membership retention and recruitment and ability to quickly pick up key information relating to our value proposition
• 5 years Leadership experience of a membership department
• Strong private equity/venture capital knowledge is preferable. Experience of working with firms within the industry, or with other large financial or professional services firms would be beneficial;
• A proven sales, business development or commercial relationship management track record is essential;
• Excellent writing and presentation skills, with the ability to present ideas and concepts with impact to a broad set of audiences. The ability to review and coach more junior members of the team’s work
• Strong Word, Excel and PowerPoint skills are essential;
• Strong relationship building skills;
• A positive “can-do” attitude;
• Polite, persuasive and professional communication skills are essential;
• Collaborative and consultative approach, strong work ethic;
• Proficiency in the use of CRM, in particular Microsoft Dynamics.

Benefits

Why come work for the BVCA?

• Be part of the leading trade body for the private capital industry in the UK, supporting the growth of the industry and deepening the understanding of external stakeholders to the benefit of the industry
• Experience a friendly, engaged, and passionate work environment (with regular social activities) with a supportive culture
• A competitive salary, reflecting the technical requirements and seniority of the role, and a performance-related discretionary bonus
• Enjoy important benefits: 25 days holiday in addition to Bank Holidays; a 10% non-contributory pension; non-contractual day off for your birthday
• Life and medical benefits: life assurance (4 times salary); private medical Insurance for you*; health cash plan*; critical Illness and income protection insurance*; employee Assistance Programme – includes Mental Health support, Virtual GP, Nutrition advice and Financial wellbeing
• Other benefits: interest free season ticket loan; corporate discounts; reimbursement of up to 2 relevant professional institutes; generous support for professional and personal development, Cycle to Work Scheme

The BVCA supports an environment that is based on merit and inclusiveness, where all employees can develop their full potential, irrespective of their race, gender, marital status, age, disability, religious belief, political opinion or sexual orientation.