Head of Business Development

Reports to: Chief Customer Officer

Location: London, City

Hours: Full time with additional hours as required to fulfil the role

Start date: As soon as possible

Application deadline: 28th April

Interview dates: Held W/C 5th and 12th May

Role: The Head of Business Development will lead the organisation's business development strategy and oversee high-impact client and partner engagement. As a key management role, it requires a highly strategic, commercially minded, and dynamic individual with a deep understanding of consultative selling and partnership building. Working cross-functionally with the Commercial, Membership, Marketing, and Qualifications teams, the Head of Business Development will focus on fulfilling the organisation’s commercial sales commitments, prioritising the team’s efforts, and driving long-term revenue growth. This high-impact role is where operational planning, creativity, and commercial acumen come together to capitalise on key market opportunities.

Job Purpose: Reporting to the Chief Customer Officer, the successful candidate will be responsible for driving growth and visibility for PMI by developing and executing the Business Development Strategy across both new and existing markets. The primary focus will be to promote and sell PMI's portfolio of commercial offerings, including sponsorships, events, qualifications, and membership services, while managing senior relationships and converting opportunities into long-term value. You will lead a small but high-performing Business Development team and be accountable for ensuring the team’s efforts are focused, planned, and commercially impactful.

Person specification:

• Essential: 10+ years' experience in business development, commercial partnerships, or sales management, ideally within education, financial services, or professional bodies.
• Strong track record of developing and delivering successful BD strategies and driving sustainable revenue growth.
• Proven ability to lead, manage, and prioritise a team’s activities to align with overarching commercial goals.
• Excellent interpersonal and relationship-building skills with the gravitas to engage with C-suite clients and senior stakeholders.
• Skilled in consultative sales, with a client-first approach to creating tailored solutions.
• Demonstrated ability to navigate and close complex commercial deals.
• High level of organisational capability and planning, with the ability to manage competing priorities in a fast-paced environment.
• Creative and strategic thinker who can spot opportunities and develop innovative approaches to client engagement.
• Commercially data-driven, with the ability to analyse performance metrics and inform decision-making.

• Desirable: Established network within the pensions, financial services, or education sectors.
• Experience working in a membership organisation or not-for-profit setting.
• Exposure to working with public bodies or regulatory organisations.
• An understanding of the workings within pensions and wider financial services.

Skills:

• Advanced verbal and written communication skills.
• Strong sales methodologies and CRM proficiency.
• Strategic planning and commercial forecasting.
• Excellent organisational and team prioritisation skills.
• IT competency, including MS Office and digital collaboration tools.
• Analytical and data interpretation skills to inform strategy.

Education and Experience:

• Degree level education or equivalent professional experience.
• Minimum of 10 years in business development, with 5+ years in a management capacity.

Personal Qualities:

• Highly motivated and results-oriented.
• Strong prioritisation and decision-making skills.
• A collaborative team manager with a positive and solutions-focused mindset.
• Attention to detail with a commitment to excellence.
• Committed to continuous personal and organisational improvement.
• Embraces diversity and actively promotes an inclusive culture.

Key Relationships:

• Chief Customer Officer
• Two direct reports (Business Development Managers)
• Colleagues across the Institute: Events, Marketing, Membership, and Qualifications
• External: Commercial partners, clients, suppliers, volunteers, and committee members

Key responsibilities & Accountabilities:

• Develop and execute the Business Development Strategy in line with organisational goals.
• Lead and coach the Business Development team, managing priorities to meet commercial commitments.
• Build strong relationships with existing clients to increase retention and identify new opportunities.
• Leverage key contacts and industry insights to generate leads and develop innovative commercial solutions.
• Collaborate with internal teams to design and deliver bespoke client offerings.
• Represent PMI at industry events, forums, and networking opportunities.
• Drive high-level strategic partnerships and position PMI as a leader in its sector.
• Monitor and analyse business development performance, reporting key metrics and insights to the Chief Customer Officer.

Compensation and details of employment: Basic salary commensurate with experience, expected range £48,000-£52,000 plus commission based on profitable sales. Hybrid working with regular travel to London for events, team meetings, and client engagements. Pension scheme, life assurance (3x salary), and optional private health insurance.