Download B. The Job FINANCE OFFICER

MIDDLEMARCH ENVIRONMENTAL LTD
JOB DESCRIPTION
A. The Company
Middlemarch Environmental Ltd is an integrated ecological consultancy working throughout the
UK from our offices close to the centre of England at Millison’s Wood, near Allesley, Coventry.
Our strapline - creative ecological solutions - summarises our focus on biodiversity and on
delivering client needs. We aim to be the UK’s leading biodiversity consultancy, and are well on
our way there with continuing growth over the last five years and turnover of £4 Million.
The company was first set up in 1989 and is a wholly-owned subsidiary of Warwickshire Wildlife
Trust, which is itself part of The Wildlife Trusts, the largest voluntary organisation in the UK
concerned with all aspects of nature conservation and the environment. Profits from the company
pass by Gift Aid to the Trust, ensuring that the commercial success of the company benefits
conservation work on the ground.
The company has successfully built up its trading areas in a number of work-streams:

Development-led Ecological Survey & Assessment, including protected species work
and other areas (BREEAM) where legislative protection is usually the driver for the work.

Biodiversity-led Ecological Survey & Assessment, focussed on developing or delivering
Biodiversity Action Plans (BAPs) for companies, often large plcs with their own BAPs.

Biodiversity Action Plans, for clients at a corporate level, supporting The Wildlife Trusts’
Biodiversity Benchmark and Government and international policy on biodiversity.

Wetland Creation, linking ecology with hydrology to “design and build” major wetland
features, and involving everything from survey through to engineering drawings, plant hire
and supervision.

Major Projects, bringing together ecological survey and assessment, landscape design,
Autocad, BIM2 and where appropriate site works and landscaping.

Research, developing from our links with local Universities and the many Ph.D. students
that we support, to deliver contracts for Agencies as well as direct grants.

Landscaping, to provide habitat creation, restoration and management works, often
flowing from survey work and landscape design previously undertaken.
Where appropriate, these work-streams are integrated to offer clients a one-stop facility, from
project concept though survey and design to realisation on the ground.
Currently we have over 40 professional ecologists, with additional contract staff and administrative
support. As might be expected in a young company, there is considerable potential for personal
development within the organisation, and continuing growth is planned over the next five years.
B. The Job
Business Development Manager
In the role of Business Development Manager, you will be responsible for bringing confirmed briefs into the
pipeline from new and existing clients. Line management will be undertaken by the Managing Director.
You will be searching for new business using your knowledge of the market, by using the marketing tools
available to you and by making the most of personal networking opportunities. You will also develop relations
with existing clients and look for opportunities to introduce them to other services offered by MEL that may be
useful to them.
Working very closely with the work-stream managers is vital. You will be providing them with leads, they will
be providing your leads with their services. Consequently you will work with them in preparing briefs and
setting fees, you will follow up with the clients to ensure they have received what they need and you will be
providing the work-stream managers with feedback and sales against targets on a regular basis. Developing
new services, markets and promotion techniques will be a behind-the-scenes role that will ensure the
continuing development of sales and profit streams.
C. Specific Responsibilities
NEW BUSINESS DEVELOPMENT
 Search out new business opportunities and leads;
 Attend initial meeting with potential client if needed;
 Work with appropriate work-stream managers to prepare briefs that meets client requirement;
 Follow up with client to ensure confirmation of work;
 Continually review new submissions and ensure they are all followed up.
EXISTING CLIENT RETENTION AND DEVELOPMENT
 Maintain and develop existing client relationships;
 Present new services and solutions to existing clients as opportunities arise.
BUSINESS DEVELOPMENT AND RESEARCH
 Promote MEL by attending events with networking potential;
 Assist with the setting of the marketing strategy;
 Keep up to date with competitor services;
 Continually build knowledge of the market;
 Look to develop new services and profit streams.
WORKING CLOSELY WITH THE MIDDLEMARCH TEAM
 Work closely with the work-stream managers in order to provide them with a continuous supply of
confirmed briefs;
 Work closely with the marketing and submissions manager to ensure the marketing plan is carried out to
schedule;
 Ensure the CRM system and client database is accurately maintained and used;
 Provide regular feedback to the work stream managers including leads in the pipeline and sales
performance against targets.
TO EXCEED ANNUAL SALES TARGETS
 Ensure that total monthly sales for the company are exceeded.
PRIORITIES

Decide on priorities for action within the above headings in collaboration with the Managing Director.
D. Allocation of Time
Company Strategy
Company Management
Company Marketing
Company Administration
Project Management
Project Delivery
Project Administration
10%
20%
60%
10%
0%
0%
0%
MIDDLEMARCH ENVIRONMENTAL LTD
PERSON SPECIFICATION – BUSINESS DEVELOPMENT MANAGER
KNOWLEDGE
Ecological Consultancy Industry
Client development and customer relationship management
Marketing methods and techniques
Interest in environmental issues
SKILLS
Entrepreneurial client development and inter-personal skills
Communication skills (both written and spoken)
Good inter-personal skills
Proficient in Excel, Word and Powerpoint
Good industry knowledge and contacts
ABILITIES
To decide and manage priorities
Presentable and personable first impression
Confident
Decisive
Honest and trustworthy
Organised
Proactive
Good listener
A natural networker
Enjoys taking responsibility
Persuasive
A leader
To work as part of a team (and use own initiative)
To communicate effectively with colleagues and clients
To bring a confident, good-humoured approach to the job
To drive (valid UK driving licence essential)
EXPERIENCE
Work experience: at least five years working within an ecological consultancy company as a workstream manager with a strong track record in client relationship management and sales
achievement.
EDUCATIONAL ACHIEVEMENTS
Basic education: Minimum of 3 A Levels;
Further education: Degree or higher in a subject closely related to ecology or environmental
sciences;
CONTRA-INDICATORS
Unwillingness to work evenings or weekends
Unwillingness to work alone
Unwillingness to work in the field in all weathers
MIDDLEMARCH ENVIRONMENTAL IS STRIVING TOWARDS EQUALITY OF OPPORTUNITY IN ALL
ASPECTS OF ITS WORK