Business Development Manager

JOB DESCRIPTION

Job title: Business Development Manager

Accountable to: Head of Income, Audiences & Partnerships

Department: Income, Audiences & Partnerships

Location: London NW10 (hybrid; role-specific on-site and external

working as required)

Job purpose/summary

Identify, develop and convert mission-aligned earned income and commercial opportunities that strengthen

Mayhew’s financial sustainability and impact.

Be accountable for delivering agreed business development income and net contribution targets, with clear

ownership of pipeline performance, conversion and forecast accuracy.

Lead the business development pipeline, with particular focus on TheraPaws growth, paid services, affiliate income,

commercial partnerships and viable opportunities arising from Mayhew’s expertise, assets, audiences and

relationships.

Work across Mayhew and closely with High Value Fundraising to qualify opportunities, develop strong propositions

and ensure delivery is realistic, ethical and financially worthwhile.

Main areas of responsibility

Pipeline, prospecting and target delivery

 Own and deliver against agreed business development income, net contribution, pipeline, conversion and

activity targets, maintaining a sufficiently strong pipeline to support delivery.

 Identify and approach prospective clients and partners, lead meetings and pitches, and maintain disciplined

follow-up through to agreement or closure.

 Prioritise opportunities according to mission fit, net contribution, operational feasibility, strategic value, risk and

likelihood of conversion.

 Maintain accurate CRM records, forecasts, KPIs and next steps, reporting regularly on progress, barriers,

learning and investment needs.

TheraPaws growth

 Lead development of the TheraPaws commercial proposition, including packages, pricing, target markets, sales

materials and routes to market.

 Build relationships with employers, care settings, hospitals, education providers, wellbeing partners and other

organisations that could pay for or fund TheraPaws activity.

 Work with the TheraPaws delivery team to align demand with volunteer capacity, animal welfare, quality

standards, scheduling and operational constraints.

 Develop repeat, renewal and expansion opportunities while ensuring growth does not compromise volunteer

experience, service quality or Mayhew’s mission.

Commercial, affiliate and earned-income development

 Explore and develop paid training, education, workshops, consultancy-style offers, affiliates, licensing, cause-

related marketing, referral income and other appropriate commercial routes.

 Prepare proportionate business cases covering customer need, pricing, income, direct and indirect costs,

capacity, risk and expected net contribution.

 Work with Finance to ensure pricing, VAT, contracts, cost recovery and financial controls are understood and

applied.

 Test new ideas in a disciplined way, using evidence to recommend where Mayhew should scale, improve,

redesign or stop activity.

Corporate and cross-charity opportunity development

 Work across Mayhew to identify where services, expertise, premises, brand, audiences or relationships could

support sustainable income.

 Qualify corporate and organisational relationships jointly with High Value Fundraising, agreeing ownership where

opportunities have both philanthropic and commercial potential.

 Work with Volunteer & Partnerships Activation where a relationship is primarily about time, voice, professional

skills, advocacy or community reach.

 Develop clear propositions and pitch materials with Brand/Audience colleagues, ensuring they are on-brand,

audience-led and commercially credible.

Conversion, handover and account development

 Negotiate appropriate terms within agreed parameters and convert suitable opportunities into income-generating

activity.

 Agree scope, pricing, responsibilities, timescales, reporting and service standards before opportunities move into

delivery.

 Stay involved as needed to support client relationships, resolve issues and identify renewal, repeat or upsell

potential.

 Review completed activity for income, net contribution, impact, workload, risk and future potential, sharing

learning across the Growth Engine.

Market development and relationship management

 Build an informed understanding of relevant markets, customer needs, competitors, pricing and buying routes,

using this to refine Mayhew’s offers.

 Develop and steward a network of decision-makers, intermediaries and introducers who can create access to

new clients and opportunities.

 Create account plans for priority prospects and clients, coordinating contact and avoiding fragmented

approaches from different Mayhew teams.

 Represent Mayhew at relevant networks, events and meetings, using relationships to generate qualified leads

and market insight.

Contracts, risk and delivery quality

 Work with Finance, Operations and relevant advisers to ensure contracts, insurance, liabilities, intellectual

property, data and service standards are appropriately addressed.

 Identify delivery, welfare, reputational or financial risks early and ensure mitigations are agreed before

commitments are made.

 Monitor delivery feedback, client satisfaction and contractual performance, supporting timely resolution of issues

and protecting future relationships.

 Maintain clear boundaries between business development and operational delivery while remaining accountable

for effective handover and client confidence.

Performance, learning and organisational capability

 Develop practical reporting on lead sources, pipeline velocity, conversion, income, margin, renewal and client

feedback so performance is visible and actionable.

 Document propositions, pricing assumptions, sales materials and learning so successful approaches can be

repeated and less effective activity is not duplicated.

 Support colleagues to understand the distinction between philanthropic, commercial and volunteer opportunities

and route contacts consistently.

 Contribute business development insight to annual planning, identifying capability, capacity or investment

needed to achieve agreed growth.

 Take corrective action where performance is behind plan, including reprioritising activity, strengthening pipeline

coverage or recommending changes to propositions, pricing or resource.



All Mayhew Employees Responsibilities

In addition to the specific duties and responsibilities outlined in this job description, all Mayhew employees should

be aware of their responsibilities towards the following:

 Mayhew is committed to encouraging volunteering throughout the organisation. The postholder will support and

respect volunteers and may work alongside or supervise volunteers where appropriate.

 Adhere to all health and safety and fire regulations and cooperate with Mayhew in maintaining good standards of

health and safety.

 Adhere to all Mayhew policies and procedures, including safeguarding, data protection, equality, diversity and

inclusion.

 Actively promote and support the safeguarding and welfare of dogs and cats in need, observing Mayhew’s

values and animal welfare policies.

 Work collaboratively across Mayhew and undertake other reasonable duties consistent with the level and

purpose of the role.

This job description is not exhaustive. It merely acts as a guide and may be amended to meet the changing

requirements of the charity after discussion with the postholder.

PERSON SPECIFICATION – BUSINESS DEVELOPMENT MANAGER

Criteria Essential Desirable

Knowledge, educational &  Strong understanding and experience of  Experience of wellbeing,

professional qualifications business development, sales pipelines, education, therapeutic or

pricing and commercial decision-making. animal-assisted services.

 Good awareness of mission alignment,

contracts, risk and net contribution in a

charity context.

Experience  Proven track record of meeting or  Experience of affiliates, paid

exceeding income, sales or business partnerships, cause-related

development targets. marketing or social

 Proven experience identifying and enterprise.

converting income-generating opportunities.

 Experience working to income, sales or

pipeline targets.

 Experience developing propositions,

pitches, pricing or business cases.

 Experience managing corporate,

organisational or client relationships.

Skills / abilities  Commercially astute, proactive and target-

focused.

 Strong commercial drive and personal

accountability for results, with the discipline

to manage pipeline, forecast accurately and

follow through to conversion.

 Strong negotiation, presentation and

relationship-management skills.

 Able to translate ideas into realistic and

deliverable offers.

 Financially literate and highly organised in

pipeline management.

Leadership Style  Positive and resilient — brings energy,

optimism and calm judgement, particularly

through change or pressure.

 Collaborative and inclusive — works

constructively across teams, builds trust

and avoids siloed working.

 Open and communicative — communicates

clearly, listens well and creates an

environment where challenge and feedback

are welcomed.

 Adaptable and pragmatic — responds

positively to changing priorities and is

comfortable working in an evolving

organisation.

Where appropriate, reasonable adjustments to these criteria will be considered to accommodate personal