Head Of Corporate Value

The International Institute of Risk and Safety Management (IIRSM) is a UK-based professional membership organisation with a global footprint. We help individuals and organisations around the world to feel safe, supported and empowered to identify and manage risks, protecting their environments and lives. We aim to drive the holistic evolution of risk management in organisations, educating and protecting their people through our unique communities. We work together with our communities – providing training, knowledge sharing and networks – to support the competence of risk and safety professionals. Our Board of Trustees provide strategic oversight for the CEO and Executive team.

Principal activities
The Institute’s principal activities include:

1. Providing learning opportunities and building competence in the field of risk and safety management.
2. Recruiting and servicing our international community of individual and corporate members.
3. Supporting member professional development through events, training courses and other CPD activities.
4. Publishing IIRSM’s magazine eNewsletters.
5. Generating, facilitating and publishing technical output in all areas relating to risk management.
6. Seeking sponsorship and funding for specific worthwhile projects and campaigns.
7. Working collaboratively with our partners for mutual benefit, and our collective voice and expertise to influence the future of work to create value to tackle the challenges we face today.

Future Plans
Over the next three years, Council will seek to ensure the Institute:

1. Expands its global network, partner benefits and technical outputs.
2. Explores the development and delivery of professional qualifications in risk management and a suite of relevant training and events.
3. Has the appropriate IT infrastructure and resources to support our growth aspirations.
4. Has the correct governance structure appropriate for its size.

Job Description: Head of Corporate Value

PURPOSE OF THE ROLE
To support and deliver IIRSM’s objectives to diversify income streams and maximise corporate  engagement globally. To set and deliver the sales strategy, meet targets and other performance  expectations that enable IIRSM to grow B2B engagement and value proposition.

REPORTING TO
Chief Executive

PRINCIPAL ACCOUNTABILITIES

• Research and track market trends to inform the B2B strategy
• Inform the Products & Services team of market needs and support with corporate service development
• Maintain an in depth understanding of IIRSM’s products and services in order to advise prospects on IIRSM’s value
• Prepare sales proposals and sell packages that clearly communicate and incorporate the range of IIRSM’s products & services in order to meet client needs and the Institute’s financial targets
• Ensure sufficient prospecting is undertaken to ensure medium and long term sales targets are achievable. Maintain and build an active pipeline of prospects
• Develop value propositions with existing clients that grow their engagement and spend with IIRSM
• Client contract management
• Work closely with the Operations Manager to monitor and record client activity, ensuring all customers receive a review no less frequently than annually and are receiving the value they expect, ensuring high renewal rates
• Represent IIRSM at internal and external events and identify key industry events to support the B2B strategy
• Set the account management strategy with the Operations Manager to ensure a high level of customer satisfaction and contract renewal
• Manage all event-generated enquiries are followed-up in an appropriate manner with suitable metrics prepared to measure the effectiveness of follow up activities
• Ensure all terms of business are reviewed to minimise IIRSM’s legal and reputational exposure
• Lead the maintenance and review of all sales materials to ensure they remain relevant, appropriate and competitive
• Provide regular reporting on lead generation, prospects, client success, ROI, as required by the Senior Leadership Team
• All duties are expected to be carried out in line with company policies and procedures.
• This is not an exhaustive list and is subject to review.

ESSENTIAL ATTRIBUTES

• Excellent verbal, oral and written communication and presentation skills, executed in a professional manner, appropriate to the target audience
• Strong relationship building skills - able to demonstrate success and experience managing major accounts achieving genuine sales development
• Demonstrate the ability to promote new products, concepts and services.
• Collaborative – working with multiple internal stakeholders effectively to meet the needs of both the client and the organisation
• An understanding of the risk management landscape and how risk competence benefits business
• Able to demonstrate a broad use of social media to achieve awareness of activity

BENEFITS PACKAGE

• Annual leave - 25 days annual leave
• Pension - IIRSM will contribute 12% if you contribute a minimum of 3%.
• Travel - Interest free season ticket loan.
• Death in Service scheme - IIRSM pays four times salary.