Corporate Relationships Manager

ENGINEERINGUK-1
About EngineeringUK

EngineeringUK is a not-for-profit organisation, which works in partnership across the engineering community with a wide range of organisations from business and industry, education, professional institutions and the third sector, to understand the engineering sector and the skills it needs and to develop, deliver and promote effective initiatives and programmes to inspire young people to consider a career in engineering. Together we’re working hard to improve the diversity of the young people we inform and inspire into engineering, helping to create a diverse and inclusive engineering workforce that reflects the UK population. And we’re growing our collective understanding of how to inspire young people into engineering to meet the workforce needs for environmental sustainability.

We guided by a series of values that we apply to all our activity.

We are insightful and open and honest with our insight so that everything we to inspire young people into engineering is based on clear and up-to-date evidence, gained by listening to and learning from our community. We are courageous and dynamic in the development, piloting and promotion of ideas and activities which can help us all to inspire tomorrow’s engineers and increase the talent pipeline for engineering. We are passionate about inspiring a new generation on engineers and a positive difference to young people’s lives. We are inclusive, with partnership and collaboration at the heart of what we do. We are determined to reach those people who are under-represented in modern engineering.

About the role

The Business & Industry Department is responsible for all EngineeringUK funding, as well as managing the relationships we have with businesses and professional engineering institutions (PEIs). The team has three main pillars: 1) New Partnerships, 2) Relationship Management, 3) PEIs, academia and SMEs. This role will formally sit within the Relationship Management pillar which has 5 members, however will likely work across all three pillars whilst a full personal portfolio is built.

The Corporate Relationships Manager will focus on developing relationships with existing members and funders, renewing partnerships with them and deepening our involvement to maximise the value to all. Our existing members represent a range of sectors and include Leonardo UK, Rolls Royce, Siemens, Orsted and Laing O’Rourke to name a few. We work with all businesses who require engineering and technology skills, but we are looking to increase our engagement with industries actively involved working towards achieving net zero to align with our new strategic focus. Therefore, in addition to managing relationships with existing members, this role will support the New Partnerships team to engage new businesses which will then be added to their portfolio. There may also be the opportunity to work with the PEIs, academic and SMEs pillar to support engagement of new relationships. Therefore, this is an exciting role to work across a few areas of the department, having a hand in both account management and new business, but within an account management specialism.

Reporting to the Head of Corporate Partnerships, you will lead relationship management of key existing relationships with corporate members, whilst also using your account management expertise to support the New Partnerships team to engage with new businesses. Engaging businesses – existing and new – with the full suite of EngineeringUK activities and supporting them on their own STEM strategies, makes this a great role for developing oversight of all opportunities within our sector, working with experts in the field, and developing your own expertise as a trusted member of the team and sector.

When it comes to account management, the Corporate Relationships Manager will have responsibility for engaging members, funders, and Code signatories across our whole portfolio of work including in-school programmes, Tomorrow’s Engineers Code, bursaries, research, policy, and our flagship Big Bang Programme. The Corporate Relationships Manager will also be responsible for providing support to corporate members on their STEM engagement strategies, connecting them with each other to share insights, and ensuring communications are timely and relevant.

We are looking for an experienced relationship manager, who can evidence developing and growing partnerships, with the ability to think laterally about opportunities, and recognise the value of cross-sector working beyond funding. Experience of new business development would be beneficial, but not essential for this role. You will work closely with other members of Business & Industry and wider teams, to ensure a consistent approach to relationship management and deepening member, funder, signatories relationship to support EngineeringUK’s programmes and activities.

The role is London based at the EngineeringUK offices at 10 Lower Thames Street, London EC3R 6EN and will likely involve frequent travel in the UK. We believe that hybrid working has many benefits and are pleased to offer flexible working with a baseline of 2 days a week in the office, and core hours of 10am to 4pm. Further details on our flexible working practices can be provided at interview or via a member of our HR team.

Role Responsibilities

75% – Key Account Management and Cross/Up sales

• Nurture and develop relationships with members, funders and signatories in your portfolio, aligning their needs to EngineeringUK’s work and providing feedback to EngineeringUK colleagues to advise of market needs. Retention target is 90% across the team.
• Identify opportunities to cross or up-sell engagement within your portfolio through membership renewal, programme funding, Code support, and anything else which aligns with their objectives and ours.
• Work with members and funders to identify bespoke collaboration opportunities which benefit both our organisations, meeting our strategic goal of encouraging more collaboration across the industry.
• Work with portfolio of members/funders to identify new networks we should engage with and secure introductions to potential new members/funders. Be responsible for the full stewardship process, unless a business/individual is already on the New Partnerships team pipeline.
• Work with the Head of New Partnerships to analyse the pipeline and support them to finalise membership or funding agreements, managing the transition over to your team to ensure a seamless experience for the member/funder.
• Report on activity with each key account, focusing on work being done with corporate members, best practice shared, identifying case studies to be shared and opportunities to promote collaborative working, recording information on Salesforce, to enable the ongoing development of our work and offering.
• Ensuring all corporate members and supporters are well advised of Tomorrow’s Engineers’ Code and Neon as appropriate (to sign, support and share experiences, as well as support financially).
• Support colleagues with content for members and funders, ensuring that we are always sharing the most relevant information in a timely fashion.

20% Delivery of Consultancy / Expert work

• As required, support members requiring STEM engagement and other strategy development, by providing 1:1 advice and deploying EngineeringUK colleagues as appropriate.
• Record all consultancy support given to members, utilising this information for annual reporting and analysing where we can increase and improve support given in future.
• Proactively upskill yourself in key topics relevant for your portfolio or the industry as a whole, ensuring you are familiar with trends and the future direction of key sectors/innovations.

5% – Leadership in B&I

• Attend relevant EngineeringUK and external meetings to showcase our work and expertise, to report on progress, canvas views and engage stakeholders as required.
• Undertake other tasks and duties as directed and required by the Head of Corporate Relationships.

Person specification

Essential Skills/Competencies

• Evidence of robust and varied key account management experience across a variety of sectors
• Evidence of business development experience, with demonstrable experience of having taken a consultative approach to new engagements Evidence of experience of growing revenue from existing customer base across a variety of industry sectors
• Having or demonstrating an interest in developing professional credibility as a leader in the delivery of STEM engagement strategies
• Soft and technical skills to create and develop effective working relationships with internal and external stakeholders, including members & funders
• A team player who fosters collaborative working
• Influencing and negotiation skills
• Creative thinker able to identify new opportunities
• Able to make decisions quickly and escalate when required
• Experience of writing and presenting proposals, which is fulfilled to an excellent standard
• Strong attention to detail
• Good time management and prioritisation
• Ability to fully engage with EngineeringUK values and be committed to achieving the organisation’s goals

Education / level of experience

• Minimum of 3 years’ experience in relationship management
• Experience in delivering and assessing STEM engagement strategies (Desirable)
• Formal education qualifications are not required . click apply for full job details