REVENUE AND PARTNERSHIPS MANAGER
CANDIDATE BRIEFING PACK
FEBRUARY 2023
UNIVERSITY PARTNERSHIPS PROGRAMME
Introduction to University Partnerships Programme
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Our Partnerships
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The Student Experience
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The role of Revenue and Partnerships Manager
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Job description and person specification
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Benefits of working at UPP
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Further Information and Application Process
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UNIVERSITY PARTNERSHIPS PROGRAMME
Introduction
We are the UK’s leading provider of on-campus residential and academic accommodation infrastructure. We have over 36,000 rooms in operation or under construction through long-term, bespoke partnerships with 15 leading UK universities. With approximately 1000 employees, since 1998 UPP has invested well over £3bn in the UK higher education sector and provided homes to over 400,000 students. Our unique, long-term partnership approach enables our university partners to develop their estates whilst reinvesting in their core services of teaching and research. We design, build, finance and operate (DBFO) new, on-campus residential and academic infrastructure, and complete estate transfers of existing accommodation, for concession periods ranging from 40 years to 125 years. By providing high-quality and affordable accommodation on campus we aim to deliver the very best student experience in partnership with universities.
Our Vision
To be the leading infrastructure and services partner to UK universities by delivering next-generation campuses. To deliver on this ambitious vision we have developed a strategy focused on preserving and growing the value of our business through partnership, innovation and delivery. 1. Preserve the value of our business through active asset/investment management, maintaining a compliant estate and enhanced proactive marketing 2. Grow the value of our business by expanding our offer and working with leading UK universities 3. Partner more actively with universities through strategic relationship management 4. Innovate to deliver next generation products and services, driven by a new Innovation and Enterprise hub 5. Deliver for our partners by empowering our teams to provide an exemplary service, building the capability of our people, technology and processes, and driving a performance culture through strong leadership
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UNIVERSITY PARTNERSHIPS PROGRAMME
Student Experience
Transforming the Campus Experience
Great space and services with student experience built in.
At UPP we want to reinvent the way students live and learn at university by transforming the campus experience. Our new and clearly defined strategy for growth is based on our overarching mission to develop long- term partnerships, supporting universities in improving the quality of their physical infrastructure and services to students. In aligning the interests of both parties, our unique approach provides security in the delivery of revenues and, in turn, expected returns to investors. Our strategy seeks to protect and grow the value of our existing business, innovate our partnerships, and deliver the very best experiences to our student residents. Our strategy will: • Grow the number of partnerships we have with selected universities • Expand and innovate our next-generation product offer to universities • Enhance our experiential offer for our partners and their students • Empower our teams to deliver by building capability • Transform and optimise our Portfolio through strategic asset management • Drive a proactive and multi-channel approach to business origination • Develop an energetic performance culture with leadership at its heart • Embrace technology in our products and services and to improve our processes • Expand our complementary facilities management strategy
Our partnerships enhance the support and connection we have with the students who make their home with us. We currently manage the needs of more than 35,000 students every term and this means we never stop learning and we share our experience with our partners. We also know that every university is as unique as the thousands of students it serves and this ensures that we are never complacent, and never take a one size fits all view.
Listening, responding, adapting
Students can be demanding, and their needs constantly evolve. Independent qualitative and quantitative research helps us understand the evolving needs of students, and face to face focus groups and regular surveys with our residents enable us to check and adapt our approach quickly. As specialists, the quality of our teams and their in- depth understanding of the unique environment and the people for whom we provide services enables us to support universities, understand their aims and their strategy and together deliver tangible improvements to the student experience. Our design teams work to understand how students want to use space, and how they interact with each other, leading to seemingly small improvements to the specification of a bedroom, or major changes that impact on construction or technology. At UPP we aim to deliver great places to live, with student experience literally built in.
Our Business Units
UPP comprises three business units;
• Asset Management Responsible for the long-term asset management of the Portfolio
• Residential Services Delivering facilities management services to our residences
• Commercial Designing, funding and development of new assets, as well as delivering strategic programmes
Each business unit, and the wider Group, is supported by a range of corporate services
Our University Partners
Imperial College London
1,172 Rooms / FM Services
Lancaster University
4,347 Rooms / Eco-Residences / FM services 2,038 Rooms / Eco-Residences / FM Services
Leeds Beckett University Loughborough University Nottingham Trent University Oxford Brookes University
1,310 Rooms / FM Services
4,402 Rooms / Academic / Retail / FM Services
771 Rooms / FM Services
Plymouth University University of Exeter University of Kent
1,764 Rooms / Academic / FM Services 3,555 Rooms / Academic / FM Services
1,840 Rooms / Eco-Residences / Academic / FM Services
University of Nottingham University of Reading
2,223 Rooms / FM Services
4,971 Rooms / Accommodation Office / FM Services
University of York
1,043 Rooms / FM Services 1,711 Rooms / FM Services
University of London University of Hull Swansea University
1,750 Rooms
2,472 Rooms / FM Services
UNIVERSITY PARTNERSHIPS PROGRAMME
UPP is seeking to make the crucial appointment to the role of Revenue and Partnerships Manager to lead the North and Midlands region (15,000 bedrooms) to success by driving team sales activity with a key focus of maximising occupancy levels and delivering the revenue targets throughout the year. Management engagement leads across the seven university partners in your region you will ensure that our strong partnerships are maintained and developed, whilst also mitigating any occupancy risk throughout the cycle, to have full sales accountability for your region, producing executive level reporting on a regular basis. The appointed candidate will have a background in delivering sales, lettings and/or associated revenue generation activity along with experience ideally within the student accommodation sector or similar. Overall, you will have the energy, passion and pace to work collectively as a team to delivery against targets whilst identifying opportunities to introduce process efficiencies and improvements. The Role of Revenue and Partnerships Manager
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UNIVERSITY PARTNERSHIPS PROGRAMME
Job Description Job Title
Revenue and Partnerships Manager
Reports To
Head of Lettings & Revenue
Location
London Office/ Flexible on location given national remit
Job Purpose The job holder will be accountable for: • Leading a regional team to successful delivery of both self-delivered and partner delivered Accommodation Services, in-line with contractual obligations and agreed processes, with the principal focus of maximising occupancy levels and delivering the revenue targets throughout the year • Proactively monitoring, recommending, and implementing mitigations to maximise occupancy and revenue, providing ongoing Demand Management security for the group • Maintaining relationships with key stakeholders involved in accommodation services delivery – internal and external • Undertaking finance-related tasks and issuing occupancy, revenue calculations and void management projections/reports as required • Identifying and developing good practice through continuous improvements in accommodation services delivery Roles & Responsibilities Demand Management • Lead the regional approach to demand management, including supply and demand analysis, contractual obligations monitoring and reporting at regular intervals during each recruitment cycle • Ensure appropriate reviews of key contractual documentation are undertaken, including managing the timely review of the Student Residence Agreements, Terms and Conditions, marketing materials and associated correspondence with key stakeholders • Support the development of robust annual
Sales and Marketing plans, and over- arching strategies per partner, including development of commercial/vacation lettings with appropriate colleagues and partners via attendance at Marketing and Allocation Forums • Provide expert guidance and support to partners in efficient and effective allocations processes and procedures • Maintain regular lettings data and information from partners and develop insights to forward forecast and recommend mitigations against any likely impact on demand Partnerships • Supporting the Partnership Director for the region with the on-going development and maintenance of strong relations with university partners to maximise success • Working closely with senior University senior colleagues and accommodation leads to understand requirements and identify opportunities to maximise current and future sales and revenue potential • Support the Partnership Director as required including attending Partnership Boards, and deputising for them as required. • Leading the rent setting process with each partner as per the contractual obligations, and providing guidance and insight in rental pricing across the portfolio • Negotiating nominations agreements, where applicable Financial administration and reporting • Provide regular reporting on Lettings performance, including sales against occupancy targets, voids etc • Provide regional reporting and insight on the financial implications of bookings, reporting, monitoring and trend analysis
of contracts and voids, and to make recommendations for future actions to mitigate risks • Implement and maintain systems and procedures, ensuring an audit trail for all of the above • Lead the creation and administration of effective management reports on accommodation occupancy, revenue and credit and void • Deliver weekly reporting on lettings/sales • Support production of regular financial reporting and reconciliation as required in collaboration with the SPV Finance team. • Support the wider understanding of trends and demands with University and HE establishments to maximise occupancy. Customer and colleague liaison • Liaise as necessary with UPP staff, potential and current residents and University partners • Work with the student experience team to promote a strong sense of community and student focussed activity • Close liaison with internal and external stakeholders with whom the post holder will work closely with at each site People Management • Lead the regional team including the self-delivery of accommodation services functions to success • Carry out recruitment, induction, training need analysis and performance appraisals to develop the talent pipeline • Manage the Nottingham Accommodation Services Team to success • Carry out recruitment, induction, training need analysis and performance appraisals to develop the talent pipeline • To ensure standard operating procedures are documented and team members are
trained to ensure continuity of service • Act as an ambassador for the Above and Beyond Behaviour Framework, empowering colleagues to challenge behaviours that do not align • Responsible for recruitment, onboarding, coaching and supervision of the team • Ensure that reporting lines engage in regular and meaningful performance development conversations i.e. 1-1’s and the formal PDR process • Identify and work, with HR’s support, to address performance concerns as they arise and without delay • Ensure that the team consistently achieve full compliance in training, and subsequent record keeping. Identify and liaise with the Talent team to address any additional training needs within the team • Lead on communication and engagement strategies and actions within the team Health and Safety • Contribute to the Health and Safety management of the team, as appropriate. Other • Regular travel and overnight stays to lead the national portfolio will be required. • Consistently perform in a manner which aligns to Above and Beyond Behaviour Framework • Other duties as commensurate within the post
Person Specification Attributes Essential criteria
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UNIVERSITY PARTNERSHIPS PROGRAMME
Desirable Criteria
Attributes
Essential criteria
Desirable Criteria
Experience of programme/ project management Higher Education accommodation sector experience Demonstrable experience of staff development and delivering training.
Other relevant professional accreditations.
Experience
Experience of successful delivery of sales, lettings and/or associated revenue generation activity
Education/ Qualification
Minimum GCSE or equivalent, Maths and English at Grades C or above. Educated to degree standard or equivalent level of applicable work experience
Experience of managing administration systems
Proven experience of continuous improvement in work-based processes and procedures.
Skills/ Ability/ Knowledge
Customer focused with an appreciation of the business and commercial impacts that may affect delivery
Personal Qualities
Energetic, committed and positive
Good communication skills, both oral and written
Commitment to delivery of a quality service. Highly customer focused
Detailed working knowledge of Excel spreadsheets and other IT software, including Word and Outlook
Effective team player with ability to influence working practices
Working knowledge and awareness of contracts
Resilient under pressure
Ability to analyse, manage and effectively report information and insights
Highly motivated and goal orientated
Excellent organisational skills
Strong interpersonal and communication skills
Evidence of successfully developing partnership working with key stakeholders within and external to the business Project management and experience in negotiation with clients or customers.
Flexible approach to working hours when required i.e. Intake/Outtake weekends, Open Days, Visit Days and A level results period.
Ability to work to deadlines, under pressure, cope with seasonal demands
Willingness to travel to other sites within the Company as necessary
UNIVERSITY PARTNERSHIPS PROGRAMME
The benefits of working at UPP
Further information and application process
In addition to a competitive basic salary level and industry leading annual bonus potential UPP offer a diverse range of employee benefits, including: • Salary exchange pension – matched contributions of 5% • Private Medical Insurance – single cover with the option to add dependants • Private Health Insurance (Group Income Protection) • Life Assurance x4 salary (x2 salary if opted out of pension scheme)
For a confidential discussion to learn more about the role and opportunity please contact the UPP’s appointed recruitment partner Hannah Searle of The Management Recruitment Group.
Hannah Searle T: 0203 962 9900 M: 07966 827 413 E: hannah.searle@mrgpeople.co.uk
• 29 days annual leave, plus 8 days bank holiday • Holiday purchase option – up to 5 days (FTE) • Bonus Exchange • UPP Payroll Giving (Give as You Earn) • UPP Rewards (discount portal) • Employee Assistance Programme
Applications should consist of a CV and supporting cover letter and should be sent to hannah.searle@mrgpeople. co.uk
This is an exciting time to join a commercially focused, high performing, customer and results oriented organisation that operates with energy, pace and passion. We strive to develop a highly-engaged, skilled and collaborative organisation that is diverse and has an embedded culture that promotes equality of opportunity. We offer the opportunity for flexible working and an inclusive environment for our people. We have an ongoing commitment to making UPP a great place to work for our teams, and as a reflection of this, the Company has been awarded Gold accreditation by Investors in People (IiP). This internationally recognised accreditation is the sign of a great employer and a great place to work with a clear commitment to sustained success through people.
All candidates are also requested to complete an Equal Opportunities Monitoring Form which will be available upon submission of your application. Privacy Notice: Please note that by submitting your details, you are accepting that MRG and UPP is a “data controller”. This means that we are responsible for deciding how we hold and use personal information about you. You will receive an ‘Applicant Privacy Notice’ if your application is progressed. This notice will make you aware of how and why your personal data will be used, namely for the purposes of recruitment, and how long it will usually be retained for.
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