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CANDIDATE INFORMATION PACK ASSOCIATE DIRECTOR, COMMUNITY & PARTNERSHIPS Candidate Information Pack | Associate Director, Community & Partnerships, Jubilee Sailing Trust
in partnership with
LETTER FROM DUNCAN SOUSTER, CHIEF EXECUTIVE Greetings!
Our unique approach to this task - by
been done within a challenging financial
Thank you very much for your interest
helping individuals find their ability,
environment where we have needed to
in the Jubilee Sailing Trust (JST) and
place and potential in the world through
grow core income by c. £2m to meet
our Associate Director, Community &
inclusive adventures at sea - has never
increasingly urgent operational needs.
Partnerships position.
been more important, and many of
We have made some good progress and
our beneficiary groups strive for equal
some of our recent accomplishments
opportunity and acceptance in wider
include:
This year is our 40th Anniversary year and, throughout our existence, we have been a pioneering organisation that
society.
provides transformative, life-affirming
Our special formula has been well
adventures to people who face significant
validated through the feedback from
challenges in their life. We have also
over 50,000 beneficiary experiences and
broken down barriers between different
nearly one million nautical miles at sea,
communities, building respect, empathy
impacting every continent on the planet.
and understanding across social divides.
However, like any organisation, we have
• A much sharper definition of our mission and vision; • Increasing the number of beneficiary groups we support; • The introduction of a new impact practice to more effectively measure, also needed to adapt our ways of working and our standards to stay ahead of changing expectations, rising regulatory demands, and in order to sustainably deliver the greatest possible benefit to the communities we serve. Reflecting this, we have spent the past four years taking some bold steps to raise our impact, refine our operating model, and improve our financial security. These changes have centred around an
and improve, the benefit we bring; • A new brand platform and engaging visual identity; • A growing portfolio of high-profile partnerships and case study collaborations, which demonstrate vision, ambition and creativity; • An expanding portfolio of highnet-worth, and ultra-high-networth, donors who are increasingly supportive of our work; and
enhanced presentation of our charity,
• An increase in core income by c. £1m
the implementation of a partnerships
over the past four years (50% of our
strategy, and the professionalisation of
growth target).
our fundraising capability. All this has
Candidate Information Pack | Associate Director, Community & Partnerships, Jubilee Sailing Trust
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LETTER FROM DUNCAN SOUSTER, CHIEF EXECUTIVE However, we still have some way to go
of prominent and well-regarded high-net-
and the Associate Director, Community &
worth and ultra-high-net-worth donors.
Partnerships has a critical role to play in
Reporting directly to the CEO, the
building on these foundations, shaping
successful candidate will join a
our future and continuing to move the
committed, professional and collaborative
JST towards a much stronger long-term
Senior Leadership Team, mid-way
position.
through this challenging, but exciting,
We have never been in a better place
transformational journey. They will have
to realise this growth objective, having
a high level of influence over the Trust’s
established new groundbreaking
partnerships strategy and will work
partnerships (with charities, educators
closely with our Board of Trustees, and
and businesses) and philanthropic
other senior stakeholders, to provide
relationships with a growing community
leadership on this matter. Following recent budget approvals, the successful candidate will also have personal responsibility for some of our larger strategic partnerships, along with a Community and Partnerships Team of five individuals, including three new hires, providing significant influence over the shape and composition of their team.
In keeping with this picture, we
If this sounds like the sort of exciting
are looking for an entrepreneurial
mission you would relish, we very much
Given the ongoing financial pressures,
self-starter, who is comfortable taking
look forward to your application. The JST
expectations for the appointment are
on a strategic role, whilst also being
is a very special place to work and, just
high and our partnerships strategy will
hands-on and self-sufficient in a relatively
like our voyages, being part of our team
need to be executed with urgency,
constrained environment. The successful
will be the adventure of a lifetime.
without compromising on our strategy
candidate will also need to be confident,
of establishing high potential, multi-year
courageous and resilient, seeing routine
relationships build on robust foundations
challenges as a catalyst for fresh thinking
designed to last.
and innovation.
Candidate Information Pack | Associate Director, Community & Partnerships, Jubilee Sailing Trust
Duncan Souster Chief Executive
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INTRODUCTION “The Jubilee Sailing Trust has a uniquely powerful way to build the life skills, confidence and opportunities for those facing challenges in their life, including those with disabilities or social disadvantage.” Jubilee Sailing Trust Royal Patron, HRH The Duke of York KG
Beneficiaries leave the voyages with
been accredited by The United Nations
new skills and more aware of their own
Convention on the Rights of Persons with
strengths and capabilities. They gain
Disabilities. It has also enjoyed 32 years
beliefs and attitudes that help them
of patronage from HRH, The Duke of
tackle the limitations in their life.
York KG, who has provided outstanding
They feel freer to explore their ability,
support to the Trust during this time.
potential and place in the world.
To see more about the Trust’s work,
The JST believes in being accessible to
watch the award-winning min-doc
everyone irrespective of their ability,
“Sea Change”, which features the stories
age, race or social background. However,
of three voyage crew who sailed on the
the JST experience is most impactful for
Lord Nelson last year.
those facing challenges in life. That could The Jubilee Sailing Trust has a unique
a philosophy that everyone contributes
mission to give people of mixed abilities
to the best of their ability and has a role
and circumstances the freedom to
to play.
explore their ability, potential and place
During the JST’s inclusive sailing
in the world through inclusive adventures at sea. Its vision is of an inclusive world where all can contribute and feel valued.
adventures, people become deeply immersed in an intense and challenging ocean experience where conditions can
be people who have physical impairments or long-term health issues, people with a learning disability or difficulty, or those dealing with mental health issues, loneliness or social isolation, economic disadvantage or other social prejudices. Or it could be their families or carers or the support community around them.
The Trust delivers its mission with
be unpredictable. Diverse teams work
two purpose-built tall ships called
together to perform tasks with real
Lord Nelson and Tenacious. They are
responsibilities. In this adaptive and
uniquely designed to be sailed by mixed
enabling environment, everyone is seen
ability crews, including people with a
and treated as equal. Aboard the JST
wide variety of physical impairments,
ships barriers break down, differences
intellectual disabilities and health
disappear, social bonds form and people
conditions. These features make it
start to appreciate the ability and
Since 1978, the JST have welcomed over
possible to operate the ships according to
potential in others.
50,000 people aboard its two ships. In
A committed Team of around 40 employees and some 800+ volunteers deliver the JST’s transformational work across the world, in collaboration with a broad range of charitable, educational, corporate and governmental partners.
recognition of its work, the charity has
Candidate Information Pack | Associate Director, Community & Partnerships, Jubilee Sailing Trust
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CASE STUDIES: BE INSPIRED BEN
Like many young adults, Ben was struggling.
Kyle Baker was a member of the Rifles, an infantry regiment within the
He had dropped out of college and lacked
British Army. During an overseas campaign, he was severely injured and
motivation, spending much of the day in
nearly died from his injuries.
bed isolated from his family, friends and community. At the age of 17, he joined Tenacious for a voyage from the UK to France. For the first time, Ben was treated as an equal, given responsibilities, including a disabled “buddy” and expected to participate fully in life onboard.
Kyle found recovery difficult and struggled to come to terms with his new disabilities. He battled with depression and found social interaction difficult, becoming increasingly reclusive and isolated. As someone who had always been physically active, Kyle also found his new life limiting and lacking adventure. A well-informed friend recommended he joined a voyage with the JST. Kyle summarises his experience as follows: “Sailing with the JST is a special
Ben listened to the life experiences of his fellow crew mates and realised
experience, no matter what your disability. Everyone is classed the same
many faced greater challenges than himself. As he reflected on his
whilst on board, so you feel like you have some self-worth... it really increases
comparative good fortune, his confidence grew, and he proactively started
your confidence.”
helping those around him.
Regimental Casualty Officer Lieutenant
Following his voyage, Ben’s mum sent the following message: “Speaking to
Colonel Mike Smith said: “We find sailing
him on the way home was a revelation. He told us all about the voyage and
with the JST incredibly beneficial for
the variety of people he met (all ages and abilities). He had no choice but
young men and women who have been
to communicate with everyone and really learnt about their lives and their
seriously injured during operations, who
experiences.”
are spending a long time at home feeling
Ben returned home to his family inspired, energised and ready to explore his
isolated, losing their self-confidence,
new found abilities. “He was engaging with life for the first time” and over
losing their ability to integrate socially.
the coming months he started volunteering with a charity and took proactive
The Jubilee Sailing Trust addresses all of
steps to pursue a career within Property Development.
these issues.”
Candidate Information Pack | Associate Director, Community & Partnerships, Jubilee Sailing Trust
KYLE 5
BACKGROUND TO FUNDRAISING AT THE JST You will join the JST at an exciting,
The JST is starting to see the benefits
The JST also needs to bring strategy
March 2018, the Trust had less than 10
formative and pivotal point in its history.
of this investment, however the Trust
and longer-term thinking to its
donors contributing £10,000 or more
The Trust is starting its fourth year of
still has some way to go before the
growing portfolio of mission-relevant
per year. By the end of the financial year
transformational change, designed to
transformation is completed and it
philanthropic charitable, educational,
2019, which was the 40th Anniversary
improve the impact and sustainability
requires strong leadership to sustain the
corporate, and governmental partners.
year of the Trust, this had increased to
of its work, so it can be enjoyed by
momentum that has been created. A key
These are essential to raising the impact
over 70, with an average contribution of
many generations to come. Over the
priority is to continue the growth of core
of its work and ensuring it reaches those
£17,000.
past four years, the organisation has
income, which needs to be increased
beneficiary groups, often socially isolated,
been addressing a number of complex
by at least a further £1m per annum to
who would most benefit from it.
This growth has come about because of
legacy issues, strengthening the team,
ensure its important work can be enjoyed
undertaking ambitious programming and
by many generations to come. This
The Trust has never been in a stronger
and ambitious approach to fundraising,
introducing a new business model, which
income growth is essential to ensure the
position to realise this growth objective,
plus the assistance of the Trust’s existing
puts a strong focus on the development
Trust can invest in its fleet, increasingly
having established new philanthropic
supporters, who have been very helpful
of collaborative partnerships to deliver its
fund its own work and build longer-term
relationships with a growing community
in exposing the JST’s work to their
mission.
financial security.
of high-net-worth and ultra-high-net-
networks. The partnerships the Trust is
worth donors. In the financial year ending
forming are also exposing its work to the
a more strategic, proactive, professional,
supporters of other charities and giving them the chance to see the benefits first hand - either by joining the crew during a voyage or meeting them afterwards to hear about their experience. The Trust’s top priority is to now effectively steward these relationships, adopting sector best practices around donor experience and care. If it does this, the JST is confident that it can unlock further potential within its current supporter base, as well as continue to attract new supporters to its work.
Candidate Information Pack | Associate Director, Community & Partnerships, Jubilee Sailing Trust
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THE PARTNERSHIPS TEAM Our Partnerships Team was founded
international/national relationships,
in 2015 following a grant from an
which give wide reach across the JST’s
institutional supporter as part of the
core beneficiary groups, alongside more
JST’s strategy to increase its impact
local relationships, which align with its
and financial security by working in
footprint of activity (this is becoming
collaboration with other organisations.
increasingly consistent and aligned with
Since then, considerable progress has
tactical centres of operation).
been made and the JST has delivered
The JST had some unplanned team
over 100 partner projects. This work now
turnover in the Autumn of 2018 and,
accounts for £850k of earned income and
since then, the team has been managed
42% of ship activity. Many of the JST’s
on an interim basis by an individual
collaborations have been award-winning,
(employed as a consultant) who oversaw
capturing the imagination of its partners
the 2015-2017 programme in Australia.
and beneficiaries alike.
This arrangement will come to an end in
The JST would like to see the contribution
November 2019.
from partnerships grow significantly
The budget for 2019 includes provision
over the next three years, growing
for the following members of the
the business to c. £1.5m of annual
Partnerships Team:
contribution, which will reflect c. 50% of
•
Partnerships – New Position, Vacancy
programme time (the financial growth coming from growing the number of days
1 x Associate Director, Community &
•
and yield of each partner engagement).
1 x Sr. Manager Community & Supplier Partnerships – In-post
THE OPPORTUNITY Reporting to the CEO, the Associate Director, Community & Partnerships is responsible for the delivery of the JST’s partnership strategy. This includes:
A key success factor in this will be
•
1 x Partnerships Manager - In-post
moving from a more opportunistic
•
1 x Recruitment Manager – New
• Working with the Trustees and other Senior Leadership Team members to develop and refine the JST’s partnership priorities;
Position, Vacancy
• Developing strategies and plans to deliver on these priorities; and
1 x Voyage Sales & Partnerships
• Cultivating, soliciting and stewarding partner relationships in support of the JST’s priorities around mission implementation, voyage crew recruitment and fundraising.
approach to partnerships to one where the JST proactively develops a portfolio that reflects its missionrelated and financial objectives. This will likely include a combination of larger
•
Officer - In-post •
1 x Storyteller & Content Campaigner – New Position, Vacancy
Candidate Information Pack | Associate Director, Community & Partnerships, Jubilee Sailing Trust
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ORGANISATION CHART CEO PA TO CEO DEVELOPMENT DIRECTOR FINANCE DIRECTOR
ASSISTANT FINANCE MANAGER
FINANCE ASSISTANT
OPERATIONS DIRECTOR
MARINE MANAGER
CREWING OFFICER
TECHNICAL MANAGER
FACILITIES & ADMIN OFFICER
KEY
SENIOR CUSTOMER SERVICES MANAGER
CUSTOMER SERVICE OFFICER X2
VOLUNTEER OFFICER
SHIP CAPTAINS & OFFSHORE TEAM X 18
ASSOCIATE DIRECTOR, MAJOR GIFTS X3
TRUSTS & FOUNDATIONS OFFICER X2
INDIVIDUAL GIVING & LEGACIES OFFICER
ASSOCIATE DIRECTOR, COMMUNITY & PARTNERSHIPS
SR MANAGER, COMMUNITY & SUPPLIER PARTNERSHIPS
PARTNERSHIPS MANAGER
RECRUITMENT MANAGER
VOYAGE SALES & PARTNERSHIPS OFFICER
EXISTING ROLES
NEW ROLES
Candidate Information Pack | Associate Director, Community & Partnerships, Jubilee Sailing Trust
PROJECT OFFICER
STORYTELLER & CONTENT CAMPAIGNER
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MAIN AREAS OF RESPONSIBILITY 1. DEVELOPING PARTNERSHIP PRIORITIES AND STRATEGY
2. DELIVERING STRATEGY - CULTIVATION OF PROSPECTS
• Work with the Trustees, Senior Leadership Team Members and Development Team to develop, refine and articulate the JST community & partnerships strategy;
• Identify prospects with whom the JST will aim to develop partnerships - this will include national and local organisations (aligned to JST’s operating hubs) that wish to promote, or undertake, mission-relevant work with our core beneficiary groups, including: • Physical disability, intellectual disability and those with mental health issues; • Individuals facing socio-economic disadvantage; and • The socially isolated.
• Monitor the strategy over time to ensure they continue to reflect JST priorities; • Based on knowledge and experience of managing community & partner relations, provide constructive feedback to ensure that articulated partner priorities are likely to find support among the partner community (charities, educational establishments, businesses, nongovernmental organisations & associations); • Work with colleagues to develop appropriate segment-specific partnership propositions and collateral for dissemination to potential partners; • Work with the Trustees and Senior Leadership Team Members to develop the strategic and operational plans to deliver the community & partnership priorities for JST, including; • Extending the reach of our work and accessing suitable beneficiaries; • Ensuring a strong pipeline of suitable beneficiaries to crew our ships; • Elevating the impact of our work for the beneficiary groups we serve; and • Increasing the visibility of our work and its impact. • Develop an understanding of the JST’s mission to communicate the organisation’s underlying aims, objectives and impact to potential partners; • Manage the Community & Partnerships Team to a viable, sustainable strategy that includes: • An optimal distribution of resources and investment across the stakeholder & partnership opportunity landscape according to market/partner potential; • Strategic (Account-style) plans for all partner relationships; • Memorandums of understanding (where appropriate) to govern partner relationships; and • Project plans (including funding model) to guide the work we do together; • Oversee the coordination and execution of these plans with all internal and external stakeholders; • Prepare and deliver reports on community & partnerships progress for Trustees and Senior Leadership Team;
• Build and manage relationships, on behalf of the JST, with potential partners and ensure our investment strategy aligns to the financial and mission impact created by the relationship - a healthy portfolio is likely to include a combination of; • Large, national/ international organisations with broad geographic reach, strong brands and significant experience, which helps to grow the JST’s visibility, capabilities and profile; • Smaller, local organisations that give the JST access to beneficiaries and maximise its impact within a community; and • Organisations that are able to fund their work with JST and also those that are beneficiaries of our own fundraising. • Make face-to-face partner visits, participate in events, and communicate by telephone and in writing with prospective partners with a view to assessing their alignment to the JST’s partnership priorities; • Develop and implement cultivation/solicitation strategies with potential partners so as to align them with JST partnership priorities; • Engage colleagues to maximise the potential of partner relationships; • Devise and oversee strategic cultivation events to motivate greater partner involvement with JST and to increase the likelihood of high potential, robust partner relationships in alignment with our priorities; • Work with Trustees to establish a Partnerships Advisory Board, made up of representatives of partner organisations, to guide our approach to this community
• Make informed and well-supported partnership recommendations for discussion and decision by The Trustees and Senior Leadership Team.
Candidate Information Pack | Associate Director, Community & Partnerships, Jubilee Sailing Trust
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MAIN AREAS OF RESPONSIBILITY 3. PARTNERSHIP GOVERNANCE
5. MANAGEMENT
• Through in-person engagement with relevant partner contacts, either alone or in conjunction with The Community & Partnerships Team, and by means of formal written proposals, governance documents (e.g. MOU’s, Statement of Work) establish partner relationships to support JST priorities;
• Manage The Community & Partnerships Team and ensure the work of the unit is effectively organised and executed;
• Collaborate with The Development Team to create viable longterm funding models for each partner relationship, managing internal stakeholders to ensure the financial model is properly construed and operationally achievable; • Architect and implement strong, collaborative relationships by creating the appropriate level of operational alignment and integration between the JST and the partner organisation; • Establish a cadence of partner communication and relationship review, which fosters open-dialogue, transparency and feedback, essential to the continued health of a relationship as the needs of both parties evolve; • Effectively manage partner records in Salesforce to ensure good record-keeping.
4. STEWARDSHIP • Work closely with colleagues to develop and oversee implementation of effective stewardship plans so that partners understand the impact of their relationship with JST and feel motivated to sustain their investments in our work; • Ensure that effective stewardship also motivates prospective partners and enhances the JST’s overall reputation as a worthy contributor to society.
• Develop and strengthen the understanding of community & partnerships among JST Trustees, staff and volunteers; • Proactively take personal responsibility for ensuring that agreed outcomes are delivered on time and effectively; develop this sense of personal responsibility within the team; • Manage key external relationships, including with all JST stakeholders and partner communities; • Ensure that information related to partnerships work is collected, organised and managed effectively and according to the policies and protocols of the JST, including the conscientious and timely updating of the partner contact database and pipeline in Salesforce; • Lead and manage The Community & Partnerships Team and foster coordinated teamwork with other JST Teams; • Act as a role model to other team members, supporting a motivational environment where people are challenged, developed, encouraged and supported to achieve outstanding results; • Influence senior internal stakeholders, leadership volunteers, potential donors and senior partner contacts.
TEAM-WIDE RESPONSIBILITIES • To support the mission of JST • To uphold JST’s beliefs and core behaviours at all times
Candidate Information Pack | Associate Director, Community & Partnerships, Jubilee Sailing Trust
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PERSON SPECIFICATION INTERPERSONAL & COMMUNICATION SKILLS
SPECIALIST KNOWLEDGE & SKILLS
• Ability to relate effectively to the JST community and its aims.
• Proven track record of building strong inter-organisation relationships in any sector (e.g. B2B Strategic Account Management in Business; the management of Charitable or Educational Partnerships; roles in other bodies that require the management of complex multistakeholder, cross-organisation relationships in alignment with a strategic goal(s).
• Ability to communicate persuasively with a variety of individuals/audiences (orally and in writing), often with disparate outlooks, aims and objectives. • A combination of personal sensitivity, creativity and tact that is needed when working with prospective partners to the JST • The ability to engage key internal stakeholders to work towards common goals and outcomes. • Ability to communicate concepts and ideas, drawing on relevant data as appropriate. • Excellent negotiations skills. • Excellent social skills and cultural understanding.
• Expert technical and professional skills in partner formation from any sector - especially in Strategy Development, Relationship Planning, Relationship Governance, multi-stakeholder communications and relationship stewardship. • Demonstrable capacity to analyse, think critically, strategically and to innovate, both to promote innovation and resolve/respond to problems. • Numerate and data literate, including in respect of methodologies for effective analysis and presentation of data.
• A high level of communication skills, both oral and written. • Ability to build empathetic relations with senior partner contacts in a variety of professional and high visibility positions.
RELEVANT EXPERIENCE • Track record of operation at senior level with multi-stakeholders. Desirable
• Demonstrate a high level of awareness of personal impact and modify behaviour accordingly, listen and respond constructively to the realities and needs of others by using a range of communication skills and strategies.
• An interest in the JST’s mission and societal impact.
• Ability to manage a Community & Partnerships Team as well as to work as part of a wider professional team and to contribute to the development of fundraising for JST as a whole.
ADDITIONAL REQUIREMENTS
• Self-motivated, with an ability to respond rapidly and professionally in situations where it may not be possible to refer or seek guidance from others. • Highly opportunistic and able to take the initiative on his/her own when the situation demands it. • Tenacity, drive and imagination.
• The ability to engage and identify with the ethos and objectives of the JST. • To have the gravitas required to command respect among all internal stakeholders, including Trustees, Honorary Officers and Senior Staff. • To be comfortable working with and contributing to online partner and relationship management databases. • To possess a strong natural drive towards getting into the field and actively engaging with existing/ potential partners.
Candidate Information Pack | Associate Director, Community & Partnerships, Jubilee Sailing Trust
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TERMS & CONDITIONS SALARY Highly Competitive
HOURS OF WORK Full-time, open to flexible working patterns.
LOCATION Flexible, open to home working.
PENSION Employer Contribution of 6% if matched by 4% from Employee
ANNUAL LEAVE 25 days
FOR FURTHER I NFORMATION AN D TO A PPLY FOR THIS ROLE, PLEASE C LIC K HERE
The Jubilee Sailing Trust is committed to being an inclusive employer with a diverse workforce. We encourage applications from people from the widest possible diversity of backgrounds, cultures and experiences - including disabled and ethnic minority candidates. As part of its recruitment and selection process the Jubilee Sailing Trust undertakes PVG/DBS (Disclosure and Barring Service) on short-listed candidates to check all individuals who regularly work with or have access to young people and vulnerable adults.
OTHER BENEFITS One week-long voyage per annum on JST ships. Outside of the per annum voyage, employees may sail at a 50% discount in fee. This concession is extended to employees’ partners, parents and dependent children.
Candidate Information Pack | Associate Director, Community & Partnerships, Jubilee Sailing Trust
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