Head of Partnerships
6 months ago
The McMillan Shakespeare Group (MMS) is a trusted provider of salary packaging, novated leasing, disability plan management and support coordination, asset management and related financial products and services. From our origins in 1998 when we created Australia’s salary packaging industry to today, MMS has a proud history of innovation and exceptional service.
Through our subsidiaries, we offer a breadth of services and expertise designed to responsibly deliver superior long-term value to our clients and customers, which includes Federal and State governments and some of the largest public and private sector health and charitable organisations.
An exciting opportunity has arisen in our Plan & Support Services (PSS) business to work across Plan Partners and Plan Tracker - both trusted partners in the management of NDIS plans and support coordination.
This role can be conducted from either Melbourne or Sydney.
In order to support and expand on our continued national growth, your Head of Partnerships role will be responsible for customer acquisition and growth and developing partnership opportunities with related organisations across the disability sector. Sales growth is primarily through business to business (B2B) activity across both brands. This includes the continual development and delivery of the B2B strategic plan and overall growth plan for PSS.
This position requires a strategic mindset and an outstanding ability to motivate and coach the Business Relationship Managers nationally who execute our national growth strategy across both brands. The role will report to the CEO of PSS and work closely with the Senior Leadership Team including marketing and operations to develop and execute a national sales strategy and deliver targeted growth outcomes.
The Role
- Ownership of the Plan and Support Services B2B growth strategies. This includes organic growth in the core business and inorganic growth.
- Ownership of the Plan and Support Services partnerships strategies. This includes building new partnerships, as well as deepening existing relationships with a focus on growing the customer base.
- Analysis of the market, PSS brand attributes to take advantage of identified market opportunities.
- Analysis of data to identify underpenetrated regions and community groups
- Evaluating market entry opportunities, preparing business cases, financial models and plans to be presented to the Senior Leadership Team for discussion and vetting
- Reporting on profitability and investment return on growth on a consolidated and project basis
- Determining the overall direction of new business opportunities ensuring they fall within the strategic direction of the organisation and balancing short and long term goals.
- Assessing potential partners, performing competitive research, evaluating proposed partnerships, and analysing and developing business cases for new business targets.
- Work through segmenting our partnerships base to ensure prioritisation and focus on the high performing areas.
- Engagement with Product & Digital Managers to develop and build digital assets to differentiate PSS Partnerships.
- Engagement with marketing to develop a comprehensive partnerships toolkit to ensure effective communication and support of the customer base.
- Working with the PSS CEO, identify, develop and implement strategic growth opportunities
- Partner with internal teams and external agencies to coordinate the execution of growth strategies and to optimise the performance of the business. Internal teams include Marketing and Communications, Customer and Partnerships.
- Leverage existing individual networks to explore additional opportunities
- Cultivate internal relationships, engaging with the Senior Leadership Team and key teams as appropriate
- Represent PSS at key functions and strategic partnership opportunities to drive the network and support the brand of PSS
- Recruiting, selecting and training sales staff.
You will bring:
- Experienced leadership capabilities, adept at managing and motivating people to deliver clearly articulated goals, service excellence and exceed customer expectations.
- Knowledge and understanding of NDIS and the disability sector its concepts, trends and commercial changes will be highly regarded.
- Ability to build relationships with customers at all levels and translate to varying customer needs.
- Strategic partnership growth experience
- Confidence to present at Executive and Board level
- Outstanding ability to collaborate and work with virtual team members
- Relevant tertiary qualifications or equivalent work experience
What we can offer you:
- Our strong people-first culture- Flexible/hybrid working to enhance your work/life balance- Novated lease benefits and discounts- 12 weeks Paid Parental leave and access to our Parents Portal- Exempt Employee Share Plan- Paid Income Protection Insurance under MMSG default Super plan- Access to a broad range of learning and development progra
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