PAYPOINT JOB PROFILE JOB TITLE: Business Development Manager, BMJ POSITION IN ORGANISATION Reports to (Job Title): Publishing

Director BMJ and BMJ Journals Directly supervises (numbers and titles): N/A Indirectly supervises (numbers and titles): N/A MAIN PURPOSE OF THE JOB (BRIEF DESCRIPTION) Describe as concisely as possible (one or two sentences) the overall purpose of your job e.g. to provide administrative support services to everyone in my department.

The role of Business Development Manager is the business development for our flagship publication BMJ. The role is responsible for developing the commercial aspects of the journal. This includes identifying, developing and monetising business opportunities for the journal and our online community Doc2Doc.
KEY TASKS Business Development BMJ Business Development Doc2Doc Development of brand-extensions such as Country.bmj.com, Specialty.bmj.com Syndication, Local Editions, Rights FACTOR 1: KNOWLEDGE, SKILLS AND EXPERIENCE 1A. LEVEL of KNOWLEDGE, SKILLS and EXPERIENCE:

What qualifications are needed to gain entry to the job? Mention any specialist, technical or professional qualifications necessary to perform this role e.g. 5 GCSEs, an intermediate accounting qualification, a first degree, a level 5 NVQ in management or fellowship of the CIPD. What relevant experience is necessary to gain entry to this job?

A graduate with a minimum of 5 years business experience, preferably in a new media/publishing STM and or health information environment. Business skills and strong financial management skills are essential. Needs to have an analytical mind, business acumen, a commercial outlook, and business development focus. Needs to be self motivated and output orientated

Extensive experience of producing revenues for online products

Extensive experience in developing business models for new products, and operationalising new ideas is also essential. Track record of business planning, new product development, market analysis and budget management. Excellent communication skills and the ability to convey business and financial information simply and clearly. Proven track record of successful management at a senior level within publishing, especially in managing the P&L for a portfolio of products is essential. Business analyst skills and strong financial management skills are essential with a demonstrable track record in building successful business cases and business models Experience of managing projects, working with internal staff and third parties. Strong organisational and communication skills Proactive nature Good interpersonal skills and an ability to communicate well both verbally and in writing. Ability to prioritise own workload to meet deadlines.

1B. EXTENT AND RANGE OF APPLICATION Please explain how far your role extends across the organisation e.g. confined to your own team, involves co-ordination with another Department or requires regular negotiation with many other parts of the organisation. Why is this necessary?

Please describe the range of issues that are involved in this e.g. resolving peoples IT problems, collecting information on financial expenditure or advising managers on HR issues.

To work closely with commercial teams within BMJ Group, the BMJ.Com Editor, BMJ Managing Editor, NPD, the BMJJ Publishers and 3rd party suppliers/agencies to create and implement business plans for BMJ products and services and ensure implementation of plans.

FACTOR 2: PROBLEM SOLVING 2A. ANALYTICAL COMPLEXITY

What sort of problems, situations or issues do you typically deal with? If there is a range, please also give examples from each end. This needs to be illustrative, rather than comprehensive). How do you deal with these e.g. compare the facts against previously identified criteria, undertake original research and analysis or seek specialist advice.

The job holder takes the lead on identifying, developing and implementing business management on BMJ and Doc2Doc Working closely with the Publishing Director, and BMJ editorial team, keep a close eye on budget, both revenue and cost: making recommendations, re-forecasting to take corrective action where necessary and, ultimately, to deliver on results. Build business cases for new products, based on detailed financial modelling using data from the market, identify appropriate return on investment, define strategy for a particular area of business and present recommendations for future approaches. Job holder will make recommendations to the Publishing Director and BMJ Editor and will make recommendations on future approaches for specific new initiatives based on results of pilots and market research. Take the lead role on identifying appropriate financial models for new projects: assess pay back period; make recommendations on long term viability of products. Identify third party opportunities and take the lead in negotiating appropriate business models.

2B. INITIATIVE AND CREATIVITY

Thinking of these typical tasks, to what extent are you required to follow standard procedures/processes, and how can you use personal initiative when solving problems? To what extent are you able to be creative in solving these problems e.g. adopting different approaches, trying things that have not been done before within your organisation or improving/changing previous approaches. Use market intelligence to make recommendations on business priorities and pursue business opportunities. Consider how products and services could be developed to grow brand and revenue streams.

FACTOR 3: DECISION MAKING 3A. LEVEL OF ADVICE AND DISCRETION

What are typical decisions that you make in your job without reference to any higher authority? What informs/constrains your decisions e.g. expenditure limits, have to follow clearly laid down procedures or only working within broad objectives. What influence upon policy, procedures or resources do you have e.g. by giving advice to

others? Please give typical examples. The job holder is responsible for making decisions relating to the day to day management and implementation of business and procedures.

Typical decisions made would include: Strategies and tactics to achieve objectives laid out in business plans. Implementation of agreed business models and pricing policies within set boundaries. Implementation of corrective action to keep budgets on track. Approaching and securing funding for BMJ and Doc2Doc 3B. IMPACT

Who (or what) is next to be affected by the decisions that you make e.g. your supervisor sees them before they leave the team or the whole department sees and have to respond to the change that you have made. Please give some typical examples of the consequences of your decisions i.e. what impact does your decision-making have on the performance or your team/section, department, etc?

The job holder needs to work closely with the BMJ.com Editor, BMJ Managing Editor, BMJ Careers, Sales and Marketing teams and BMJJ Publishers to ensure that there is a coordinated approach to implementation of business plans. The job holder will need to keep production, technology and operation teams appraised of business development initiatives to ensure that projects are delivered effectively The job holder will be a representative of BMJ in the marketplace, and will contribute towards the perception and success of the division as a whole.

FACTOR 4: OPERATIONAL RESPONSIBILITY 4A. SIZE OF RESPONSIBILITY

What responsibility for managing people, equipment, budgets, resources, customers welfare or confidential information. If you have a staff management role, please describe what is involved e.g. staff reporting, staff development, leading a Department or the allocation of work

Work with product teams and marketing to develop and manage budgets for BMJ The role has one direct report Product Manager for BMJ Local Editions Ensure that the business processes are in place to enable BMJ to deliver against its commitments on time and in budget e.g. production, technology, finance.

4B. ROLE TYPE How does your role fit within the organisation e.g. support role, team member, specialist policy adviser or leading major areas of core business?

This role is considered to be core to the development of the BMJ business, as it will contribute towards the commercial growth of the BMJ and the profitability of Doc2Doc.

FACTOR 5: COMMUNICATION 5A. SIGNIFICANCE

What people do you typically contract (regardless of the medium) inside your organisation e.g. immediate colleagues, senior managers or administrators? What is the purpose of these contacts e.g. answering queries, persuading, negotiating/advising or gathering information?

The post holder is likely to spend approximately 50% of their time communicating internally within BMJG and 50% with external suppliers and agencies. Involved in contract and pricing negotiations with external suppliers and customers.

5B. EXTERNAL DEMANDS

Please give details of the people you are regularly in contact with outside your organisation e.g. customers, suppliers, members of the public. What is the purpose of these contacts e.g. conveying information, gathering data? Approximately what percentage of your time is spent on external communications?

50% of time should be spent dealing with external organisations primarily potential funders. This could include pharmaceutical and medical equipment/diagnostic companies, publishers of local editions, potential purchasers of syndicated content and not-for-profit organisations FACTOR 6: WORKING CONDITIONS 6A. PHYSICAL EFFORT AND MENTAL STRAIN Are there any unusual physical or mental demands from your jobs e.g. lifting heavy objects, standing for long periods, using VDUs extensively or high levels of concentration? No 6B. ENVIRONMENTAL CONDITIONS

What is the nature of the physical environment in which you work e.g. a normal office environment, an unheated warehouse or outside?

Normal office environment