Head of Business Development

6 months ago

Moore Park, Australia Australian Film Television and Radio School Full time

**Head of Business Development - Ongoing, Full Time**

AFTRS is the national screen and broadcast school - the only Australian education institution to consistently make _The Hollywood Reporter_‘s prestigious annual list of the top film schools in the world. Working hand-in-hand with the screen and broadcast industries, AFTRS is a global centre of excellence that delivers the highest level of screen and audio education, training and research across Australia.

We are looking for an experienced and motivated Head of Business Development to join our Partnerships & Development team. You will lead the design and implementation of the School's overarching Business Development Strategy and identify and develop strategic business opportunities to increase and diversify the School's own-sourced income.

This role is responsible for generating revenue from corporate training B2B sales of short courses, and corporate partnerships; as well as developing a philanthropy activity focusing on the awarding of scholarships. You will manage, coach and develop the team responsible for securing revenue.

The Head of Business Development also oversees all Scholarship discussions, from securing new partners to fund scholarships to managing the selection process with other internal stakeholders, and raising donations for the Alumni & Industry Fund.

**About the role**:

- **As Head of Business Development at AFTRS, you will**:_
- Develop and oversee annual Business Development budgets and team KPIs, ensuring that all activity reflects the AFTRS 5-year Strategy, _Creating The Future_.
- Develop and oversee annual Business Development budgets and team KPIs, ensuring that all activity reflects the AFTRS 5-year Strategy, _Creating the Future_.
- Develop and lead the implementation of the School's overarching Business Development Strategy, identifying and developing strategic business opportunities to increase and diversify the School's own-sourced income with a combines and collaborative divisional approach.
- Research and build a pipeline of new prospects and convert leads into revenue generating activity, using strategies such as cold calling, direct marketing initiatives, meetings, information sessions and "taster" events.
- Pitch clients, design customised training packages, source and contract trainers, build business cases for new commercial partnerships.
- Grow scholarship and philanthropic partners by cultivating strong and beneficial relationships with individual and corporate donors and sponsors, ensuring relationship management is executed to the highest standard.
- Pitch existing short courses to clients in government and in the screen and broadcast industries.
- Using knowledge of the market and competitors, identify and develop the AFTRS unique value proposition to build new products and market position.
- Identify, drive and maintain strategic partnerships with external stakeholders, including commercial, Government, not-for-profit and media industries, ensuring values alignment with AFTRS.
- Lead and oversee Business Development team, providing team leadership and support with a focus on coaching and developing the team for success, ensuring high quality relationship management for existing customers to help drive engagement, satisfaction, growth and maximise opportunity.
- Report on progress of financial targets to the Director of Partnerships and Development and the Executive team, including assessment of risk on new business activity in relation to meeting financial targets.
- **About you - you have**:_
- Proven understanding and strategic experience of leading revenue generation through corporate partnerships, corporate training and/or philanthropy within a cultural or not-for-profit organisation’s corporate strategy.
- Successful track record of leading and developing a high performing team, achieving revenue targets in set timeframes and with limited resources including understanding where to concentrate resources to gain the best outcome.
- Ability to think strategically and design/implement strategic plans.
- Experience in setting and reporting on budgets, communicating and influencing at the executive level to maximise business opportunities, as well as speaking to challenges and risk.
- Demonstrated record of achievement in establishing and managing productive values-aligned working relationships with internal and external stakeholders, together with highly developed interpersonal, client service and negotiation skills.
- Well-developed and established corporate, government and not‐for‐profit networks with a successful record of Corporate Partnerships and/or philanthropy.
- Proven experience in developing business development strategies, co-designing targeted marketing plans and campaigns to drive new leads and business.
- Proven ability to prepare effective business cases as well as successful pitches and briefs based on client needs, confidently “make the ask” and adapt existing products to a

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