POSITION DESCRIPTION
Role Title:
Manager Business Development
Business Group:
Barnardos KidStart
Reporting to: General Manager
Responsible for:
Business Growth Team (Sales/Childcare Consultant and other direct
reports)
Salary Range:
Barnardos is New Zealand’s leading children’s charity, doing more for Kiwi kids. Every year our
services and people make a real and positive difference in the lives of thousands of children,
young people and their families.
Our vision / moemoeā
An Aotearoa New Zealand where every child shines bright.
Our mission/kaupapa
Be the voice and greatest fan of the next generation
Shape brighter futures via early education and targeted social services
Create insightful ways to empower tamariki/children to shine bright
Our Guiding Principles
Kotahitanga – Unity
Ata Whakarongo – Hear with Intent
Māiatanga – Realise Potential
Kaikōkiritanga – Progress with Purpose
Mahi tōtika – Do the Right Things Well
Purpose and Scope:
The purpose of the role is to effectively lead the growth of business development planning for all
Early Learning Centres and Home Based Networks in conjunction with the National Managers of
these two service lines. The development of growth opportunities will include business cases for
new Early Learning Centres and acquisition of new Home Based networks; developing and
mapping key sector and community relationship management; designing and implementing
strategic plans for expansion of existing service.
Working alongside peer operational leadership within KidStart, this position will use direct reports
to oversee and implement strategic business growth. This will include developing and
implementing new ways of improving the way we conduct business to optimise child enrolments,
educator enrolments, retention of child and educator portfolios, improved public profile and
increased customer satisfaction and net promoter score results.
The role plays a key part in driving strategic change across KidStart and will challenge current
‘norms’ and ensure absolute alignment with the strategic direction for Barnardos. This position is
also responsible for delivering sustainable, and scalable business growth.
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Purpose of the Business Group:
The purpose of KidStart is to provide high quality education and care which meets the individual
needs of the children and their families. It is required to operate services that are customer centric,
consistent and result in delivering a high quality learning experience.
Key Result Areas
Strategic Business Development Planning And Leadership
Outcome:
The KidStart Management Team have delivered on a step change in service
delivery from “credible to incredible” in order to achieve financial, customer
and market outcomes as set out in the 2016-2020 Strategic Plan
Key
responsibilities
include:

Deliver frameworks for the creation of business development plans for
Early Learning and Home Based Networks

Create and manage an annual business development plan with agreed
new business, revenue and retention targets

Pro-actively identify new and different business opportunities to provide
increased customer retention and acquisition

Design an effective system to ensure direct reports provide accurate
reports on existing and new business opportunities

Undertake a commission review on an annual basis to ensure sales
reflect commission levels

Identify and develop new products and business opportunities with
identified key target agents

Maintain up to date with all industry trends, issues and news

Work across KidStart frontline leadership to ensure all business
opportunities are managed professionally and cross selling opportunities
are maximised

Attend industry and consumer events along with networking opportunities
and other relevant meetings/seminars

With Marketing and peer KidStart Leadership, develop successful
campaigns to maximise networking opportunities and target offers

Lead, contribute to and support the development and continuous review
of the Organisational Strategic Plan, ensuring all direct report managers
and staff understand and play their part in achieving the Organisation’s
Strategic, Business and Operational Plans

Develop and implement highly effective projects (using direct reports) to
deliver action orientated business change that contributes to the
achievement of the Organisation’s overall strategic plan and key
objectives.

Make a significant positive contribution to the KidStart management
team, including raising key issues for decision, debating and contributing
to the effective resolution of key organisational problems, providing and
assimilating reports, and providing and receiving appropriate coaching
from other senior executives
Financial Management Responsibilities:
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Outcome:
Direct reports are focused on improving the overall effectiveness and
efficiency of business development ensuring the support of financial growth
and operational effectiveness
Key
responsibilities
include:

Proactively identify and support business development plans to
achieve metrics such as KPI’s, budgets and targets

Implementing a business plan in conjunction with peers that supports
the outcomes of KidStart

Deliver against financial targets and commission targets to ensure
revenue expectations are met
Leadership And Management:
Outcome:
A team of KidStart employees who are engaged, motivated and have a
reputation for outstanding service delivery within KidStart
Key
responsibilities
include:

Develop a strong sales culture and create mechanisms to ensure
seamless communication across KidStart

Lead a team of direct reports to achieve and exceed sales targets

Develop sales targets for each team member and design and implement
an incentive structure that meets the need of the business

Provide strong coaching and mentoring of direct reports

Regularly evaluate business development processes to ensure that
maximum efficiency is achieved

Identify areas which will make a step change in organisational
performance

Identify and communicate opportunities and/or threats to systems or
processes in a timely and effective manner to the General Manager.
Incubate and pilot new programme initiatives, scale up successful ones

Be responsible for the recruitment, training and development,
remuneration and discipline of direct reports

Develop and maintain a positive culture that focuses on continuous
improvement and reflects Barnardos values and core principles

Contribute to the development and achievement of the desired
organisational culture through leading by example and communicating
consistent decisions and actions when providing leadership or resolving
issues
Customer Services And Relationships
Outcome:
Collaborate with external and internal stakeholders to identify process
improvements that support a customer focused culture across KidStart,
which is responsive to customers’ needs
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Key
responsibilities
include:

Promote internal relationships across the team, and the wider Barnardos
organisation

Foster relationships with external stakeholders in order to promote
Barnardos operational excellence

Contribute to organisation-wide Barnardos initiatives and developments

Exceed customer expectations by delivering supporting services that
assist in turnaround times and services provided
Business Development Standards & Risk Management
Outcome:
Processes and projects support all services receiving a well-placed or very
well placed ERO review.
Key
responsibilities
include:

Work with peer KidStart Leadership team to ensure early childhood
practice standards are met or exceeded by developing processes that
consistent monitor reports, including quality assurance audits, Education
Review Office reviews and complaints

Ensure automation of business critical processes where possible to
support service delivery that exceeds legislation and regulatory
requirements, and that policies and practice procedures are adhered to

Oversee ongoing improvements in continuously lifting customer
engagement and management within KidStart
Ngā Pou e Whā (Māori Strategy)
Outcome:
Ensure all relationships are built with consideration of the Barnardos values,
core principles and Ngā Pou e Whā (Māori Strategy)
Key
responsibilities
include:

Play a leadership role in ensuring all employees engage in Barnardos
values, Ngā Pou e Whā (Māori Strategy) and strategic plan

Play a proactive role in ensuring the organisation’s practices are
culturally safe and inclusive

Acquire a sound understanding of the principles of Ngā Pou e Whā, the
Treaty of Waitangi and apply them to everyday practice
Health, Safety and Environment
Outcome:
A safe and healthy working environment is maintained at all times
Key
responsibilities
include:
All Managers are personally accountable for:



Compiling with occupational health and safety legislation and regulations.
Being familiar with and observing all Barnardos safe work policies,
procedures and instructions.
Promoting and participating in health and safety, maintaining a safe
workplace, and ensuring that all equipment is used correctly at all times.
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


Taking personal responsibility for own health and safety and ensure no
action or inaction on your part harms others in the workplace.
Continuing to update their knowledge and management competence in
health and safety.
Ensuring that all employees and contractors understand and accept their
responsibility to adhere to and promote a safe and healthy workplace.
Projects or Other Duties as Required
Outcome:
Perform other duties which may reasonably be required which fit the role’s
purpose, and for which the position holder is qualified or has received
adequate training or instruction
Key
responsibilities
include:

Participate in working parties, committees or project teams as required

Support colleagues during periods of peak work activity and/or times of
absence
The key responsibilities of the role may change from time to time to ensure that Barnardos
is able to adapt and respond to changes in the business environment. Any significant
changes would be discussed between the employee and their manager.
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Key Relationships
The Business Development Manager Barnardos KidStart will develop and maintain excellent
relationships. In this role, the key relationships to be developed are as follows:
Internal Relationships:
External Relationships:
National Operations Manager Early Learning
Centres
External clients (parents)
National Operations Manager Home Based
Services
Local community groups
Brand Managers and Marketing teams
Ministry of Education
People & Capability
Associated Sector Agencies
Direct Managers & Teams
Education Review Office
New Zealand Education Institute (NZEI)
Voice of the Customer Advocacy Group
Person Specification
Qualifications (or equivalent level of learning)
Essential
Relevant Tertiary qualifications - Business
Management qualification
Current unrestricted drivers licence
Experience
Essential
Previous experience (5 years +) in a
leadership role within new Business
Development/New Business or account
management role.
Knowledge
Essential
Business planning tools and approaches
Skills and Attributes
Essential
Excellent business acumen with proven
financial understanding and sales ability
Self-starter who is target driven able to work
autonomously and remain motivated
Effective planning and organisational skills
Excellent verbal and written communication
skills
Great interpersonal skills with the ability to
influence and lead others through change
Desirable
Recent business courses and/or administration
management course
Communications or facilitation training
Desirable
Experience of initiating, building and
maintaining effective face-to-face relationship
building with customers and stakeholders.
Desirable
knowledge of media, marketing and
communications
Desirable
Flexible and able to adapt approach and plans
to fit with changing conditions, responsibilities
and people.
Ability to problem solve and innovate to
generate viable new products and services.
Ability and desire to deliver great customer
service
Presentation skills, able to present a
persuasive business case to a range of
different audiences.
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Vulnerable Children Act 2014
This role is Not a Children’s Worker under the Vulnerable Children Act 2014
Delegations and Authority
Human Resources

Has full supervisory / managerial responsibility, includes allocation of work, accountability
for their outputs, quality etc, and review of their performance and development.
Financial – Budgetary and Expenditure Limits


Budget Expenditure
 Responsibility for managing own operating expenditure budget.
Purchase Orders
 Maximum authority to approve/issue purchase order to the value of:
$500 (Or) $1,000 (Or) $5,000

Purchase Card (Fraedom Card)
 Monthly limit of $xxx and per transaction limit of $xxx
Correspondence

Authority to sign external correspondence
Authorisation of Position Description
Positions in Barnardos may change over time as the organisation evolves and priorities change.
Responsibilities for this position may change as the job evolves over time and such change may be
initiated as necessary by the manager of this position. all changes must be approved by the
relevant Executive Leadership Team (ELT) member.
Date Created:
February 2017
Date last updated:
Authorised by: (Name and title of General Manager)
21 February 2017
Date:
Signature:
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