Director of Development & Sales Recruitment pack - June 2019 - Campbell ...

Director of Development & Sales Recruitment pack - June 2019 - Campbell ...
Director of
    Development & Sales

    Recruitment pack
    June 2019

Shepherds Bush Housing Group   June 2019   1
Director of Development & Sales Recruitment pack - June 2019 - Campbell ...
Director of Development & Sales

Your application
Thank you very much for your interest in this post. On the following pages, you will find details of the role
and the selection process to assist you in completing and tailoring your application. In order to apply you
should submit:

•   An up-to-date CV which shows your full career history – this should be no longer than three pages;

•   A supporting statement explaining why you are interested in this role, detailing how you are a good
    candidate for this post and how you fulfil the person specification – this should be no longer than three

•   The declaration form, but completion of the equalities section is not mandatory, this is requested for
    monitoring purposes in line with our commitment to equality and diversity; and

•   Indicate on the declaration form if you cannot attend any of the interview dates.

Please note that applications can only be considered if all the documentation is complete. Please send your
application, preferably in MS Word format by email to:

Applications must be received by Monday 8th July 2019, 12 noon.

Please ensure we receive your application in good time. If you do not receive confirmation of receipt within
three days, please call us on 020 3434 0990. To help avoid your submission being treated as spam, please
use a secure email address from which to send your application, and refer to the role and organisation in the

Please do call me if you wish to have an informal discussion about the role and organisation, or if you have
any other questions to help you decide whether to apply.

Kind regards

Kathy Carter
Kathy Carter
Associate Consultant
07786 831 690

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Director of Development & Sales


Welcome to Shepherds Bush Housing Group                                4

About Shepherds Bush Housing Group                                     5

Our Executive team                                                     8

Our Board team                                                         9

Role profile                                                          11

Person specification                                                  13

Leadership structure                                                  14

Key terms and conditions                                              15

Key dates and the selection process                                   16

The media advertisement                                               17

Shepherds Bush Housing Group              June 2019                    3
Director of Development & Sales Recruitment pack - June 2019 - Campbell ...
Director of Development & Sales

Welcome to Shepherds Bush Housing Group
I am so pleased that you are interested in considering this opportunity, to join our executive team as our new
Director of Development and Sales.

Developing and managing homes across West London since 1968, SBHG is a trusted part of this diverse and
vibrant community. We have over 5,000 homes but are much more than a landlord. We firmly believe that
high quality affordable homes are the foundation of a thriving society. We regenerate neighbourhoods,
support residents to live independently and help people onto the property ladder through low-cost home
ownership. Our investment in people and places is rooted in our mission - social heart, business head, local

The continuation and complexity of the affordable housing crisis in the Capital, means that what we do has
never been more important. Last year our Board agreed a 10-year strategy, which sees us developing 200
new homes a year, split equally between affordable rented homes and shared ownership. In addition, we
can develop a small number of homes for private sale to further fund this growth, if the economic conditions
for this look right. At the end of 2018, we secured just under £200m to realise our ambition plans to invest
in 2,000 new homes over the decade.

As part of The Connected Partnership, with Octavia and Origin, we have Strategic Partnership Status with
the GLA. This means that we are well positioned to deliver on our land-led development programme, with
some section 106 acquisitions. The stepping-up of our development activity means that we are creating this
new post and directorate, solely dedicated to development and sales. The postholder will also support our
newly formed Development Committee, who will oversee our exciting plans.

So, the scene is set for our new Director. You will need to hit the ground running, role modelling the drive
that is necessary to consider and act upon and create a wide range of opportunities. You will want to focus
on building your team which includes colleagues who are working together for the first time, since
development and sales were previously managed in different parts of the organisation. There is also scope
for further expansion of the team, to ensure we have the right resource in place to deliver on those plans.

You will of course need to offer us a senior track record in development; commercial acumen; knowledge of
the regulatory and funding framework in this arena; and insight into relationship management across various
stakeholders such as RSH, LAs, the GLA and developers. But this role is also about collective organisational-
wide leadership. The executive team at SBHG is changing, so you are likely to be joined by other new
colleagues over the course of this year. This means that you will be in an influential position to further shape
the culture at SBHG, helping us to consider how we empower, equip and coach our staff to ensure that we
are well-positioned to deliver high quality homes and responsive services to all our customers.

I hope that you will feel that this adds up to the right opportunity for you, and I look forward to hearing from

Matt Campion
Chief Executive
Shepherds Bush Housing Group

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Director of Development & Sales

About Shepherds Bush Housing Group
Our legacy
Our foundations lie in the 1960s when members of St Stephen's Church in Shepherds Bush were deeply
concerned about the appalling conditions in which local people lived. Slum landlords were exploiting private
tenants, charging extortionate rents for rooms in run-down properties. The vicar Rev John Asbridge called
together a group of people, drawn from the parish and contacts, to ‘acquire and administer property for
letting to needy families’. Our first property, which we still own, was 220 Hammersmith Grove, a handsome
but dilapidated building which we converted into four flats.

The organisation has grown substantially since then but has not lost its core purpose. The 2018/23 corporate
strategy can be found here.

Our mission as SBHG
Social heart             Our way of working builds and strengthens communities. We care about our area
                         and the people who live in it. We particularly care for the most vulnerable to help
                         them live securely and comfortably. Our social heart ensures we add social value
                         back into the economy.
Business head            Our way of working means we obtain good value for money and a lasting economic
                         return on investment in all our activities. Our business head means commitment,
                         efficiency and business focus underpin what we do.
Local impact             Our way of working responds to what’s needed locally so our homes and services
                         make a real and lasting difference. Our local impact means we can measure the
                         difference we make locally.

Our values
Community focused        Putting our community and customer first.
Accountable              Taking ownership for how we behave, spend money and deliver high
                         performing services, internally and externally to each other and our customers.
Innovative               Keeping an open mind to new ideas and being motivated to make a positive
Caring                   Supporting each other and building strong relationships.

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Our homes, residents and activities
Our stock is located primarily in the London Borough of Hammersmith & Fulham, as well as in Ealing,
Hounslow, Hillingdon and Kensington & Chelsea, with small numbers in Brent, Kingston, Harrow and
Wandsworth. We have more than 5,000 homes including 3,290 general need properties; 357 supported
housing properties; 437 temporary homes and 942 leasehold properties.

Our residents - we have targets to ensure that we are offering the best service and maximum value for money
to our residents, whatever tenure they hold. We publish our key targets in our resident magazine Buzz (click
here) and tenant annual report (click here). We have a comprehensive resident engagement structure and
the elected Resident Voice play a key role in scrutinising and helping us to improve services as well as
nominating two residents to the Board. In response to the needs of our residents and those of the wider
community in which they live, we deliver a wide and diverse range of services, including:

Best Chance: From our community hub in Hammersmith, Best Chance offers support into employment,
education or training for our residents and the wider community. Since 2010 we have helped more than
1,600 people into employment.

Advice services: Our debt and welfare benefit advice services is a lifeline to people in West London. We're
commissioned to provide this service by: Shepherds Bush Housing Group; Thames Valley Housing; Catalyst
Housing Group; and Women’s Pioneer.

Home Improvement Agency: When someone becomes elderly or their health fails, it can often mean moving
home. Our work helps people to continue living in their homes. We deliver home improvement and disability
adaptations to the public and private sectors charging a competitive agency fee. We carry out surveys,
produce specifications and drawings, apply for planning permission and manage the adaptation process
through all stages.

SBHG people
Our success depends on the calibre of our staff
who are all signed up to our four values: we are
community focused; we are innovative; we are
accountable; and we care.

We are committed to recruiting and selecting
colleagues with the right blend of skills,
qualifications,  motivation,      competencies,
experience, knowledge and attitude. Our
employees are hard-working, talented individuals enthused by achieving stretching goals. We look for team
players who are values driven and offer creative problem-solving skills and are not afraid to voice their

Our executive team is supported by our Leadership Voice, made up of senior managers from across the
business. All departments have members of Employee Voice which inputs into business and strategic
decisions, ensuring a strong management and engagement structure across the organisation. We have been
an accredited ‘Investors in People’ employer for over ten years and currently hold Silver accreditation.

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Our sector role
We are strong and influential voice in the housing sector. We are active members of the trade body – the
National Housing Federation. We are also a founder member of PlaceShapers, which has more than 100
member organisations and is an effective champion for the role of community-based housing associations.
We are proud of the recent awards we have won and the external validation these give our work:
UK Housing Awards 2019: Our Best Chance programme was a finalist in the UK Housing Awards 2019 for the
‘resident employment and training’ award.
Tpas Awards 2018: We were nominated for two awards at 2018's Tpas Awards (South Region) for ‘excellence
in tenant engagement’ and ‘team of the year’ (for our communications team).
Women in Housing Awards 2017: Our Community Investment Manager, Natalie Wright, was shortlisted in
the ‘young achiever - housing community development’ award.
West London Business Awards 2017: Judges say, ‘the list goes on and on’ of the community value added by
us as they name us ‘community investment business of the year’.
Housing Heroes 2017: Our communications team was shortlisted for ‘communications team of the year’.
24housing Awards 2017: We were delighted to be highly commended in the ‘communications team of the
year’ category and to have been nominated in the ‘best apprenticeship scheme’ category.
Hounslow Business Awards: SBHG was named a finalist in the ‘best charity or social enterprise’ category.

The latest annual report is here and the current resident newsletter is here.

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Our Executive team
Matt Campion, Chief Executive

Matt has been chief executive since June 2017. Before his appointment, he was a director at Viridian
Housing (now Optivo). He has worked in the housing sector for 20 years, across housing associations of
different profiles, including a BAME supported housing provider and in local authorities. He has managed
housing services across all tenure and ownership types; care and support services; customer service
centres; community investment and social impact services; commercial operations and Private Finance
Initiative projects. Matt has a track record of success in improving customer service, performance,
efficiency and in organisational change. He is also a Board member at Newlon Housing Trust and of

Francis Narweh, Director of Assets

Francis joined SBHG in October 2018. He has worked at director level in several housing associations; his
last role being Director of Property and Assets at Connexus Housing Group. He has an excellent track record
of leading departments that deliver excellent results for residents.

Mary Canavan, Director of Business Support

Throughout her career, rooted in the public sector, Mary's held a variety of senior management roles in
local government, developing organisational capability within challenging financial environments. Mary
joined SBHG in October 2014 and was previously director of human resources at the British Library.

Mohit Jain, Director of Finance

Mohit is a chartered accountant and joined SBHG as director of finance and development in 2017. He was
interim finance and IT director at Gateway Housing and was previously at Southern Housing Group where
he progressed to deputy finance director. He worked for 12 years in the telecoms sector, in the UK and
internationally, with responsibilities ranging from mergers and acquisitions to managing local finance

Darren Reynolds, Acting Director of Housing Services

Darren has worked at SBHG for five years, progressing from Incomer Manager to Head of Housing and is
now currently acting up into the Director of Housing Services role. Darren acted as the Project Lead for the
successful implementation of our new housing management system. Prior to working at SBHG Darren
worked at Knowsley Housing Trust.

Andrew Warner, Director of Innovation

Andrew joined us in January 2019 having worked extensively in the logistics sector and more recently as
Director of Business Improvement at the National Pharmacy Association. He has a track record of
delivering innovation and change programmes with a focus on business process, systems and digitisation.
At SBHG he is responsible for the management and implementation of our Future 50 programme.

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Our Board team
Russell Caller, Chair

Russell has been managing partner at Gillhams Solicitors LLP, a law firm in north west London, for the past
15 years. Previously chair of Ealing Homes from 2009 until 2011, and vice chair of Enfield Homes from
summer 2014 until March 2015. Russell is the founder of a mediation services company. He is also a Centre
for Effective Dispute Resolution (CEDR) Accredited Mediator. He's an experienced public speaker and
regularly lectures on legal subjects to social welfare organisations, charities and government bodies.

Nana Banton, Co-opted onto the Board until the next AGM

Nana is a consultant working with companies ranging from FTSE 100 to SMEs, brings 15 years’ experience
in business transformation and change management in the private and public sectors; including health,
telecoms, logistics, international development and Central Government.

Dave Bradley, Co-opted onto the Board until the next AGM

Dave is Director of People & Culture, Retail at Primark, and has extensive experience at director level at
organisations including Metropolitan Housing, EY and ASDA as well as experience in manufacturing,
logistics, financial services, energy, aviation and real estate.

Roy Clark, Directly elected resident representative

Roy has spent his professional life working in higher and further education. Currently a senior lecturer in
photography and imaging, he has also taught courses in digital media design and media.

Helen Cox, Representing Resident Voice

Helen is an SBHA resident and a qualified nurse. She is an elected member of our Resident Voice.

Colin Goodwin, Board member

Colin is a chartered surveyor and independent consultant with over 35 years’ prior experience in the UK
property industry, including 12 as a fund manager within the UK arm of one of the leading global
investment managers. He has a proven ability in fund and portfolio management having won two industry
awards. His experience includes development procurement across a wide range of property assets. He is
a member of the Property Investment Committee of the Diocese of Rochester and Chair and Trustee of
Bromley Scouts. Colin is a Patient & Family facing volunteer with St Christopher’s Hospice.

Matt Harrington, Board member

Matt is a Fellow of both the Institute of Chartered Accountants and Leadership Victoria. He commenced
his career in practice with Arthur Andersen, before transitioning to commerce, where he has over 15 years’
experience in senior finance executive roles at multi-national organisations, including ANZ Bank, Aviva
Insurance, GE Capital, and RSA Insurance Group plc. Matt is currently Finance Director - Commercial Lines
with RSA.

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Michael McGowan, Directly elected tenant representative

Michael has been a resident of SBHA for over 30 years. He has been actively involved with SBHA for over
ten years and was previously the chair of our Resident Voice and a board member. Now retired, he worked
in retail and the catering industry so has real experience and an understanding of the need for first class
customer service and the importance of having residents involved.

Shani Mashhood, Co-opted onto the Board until the next AGM

Shani is Head of Digital Monitoring at the BBC with extensive experience of change management, business
performance improvement and transformation as well as managing leading edge transformational
technology solutions and projects providing growth and innovation across public and private sector.

Helen Mitchell, Board member

Helen commenced her career as a barrister, before transitioning to the public sector where she has more
than 15 years’ experience in a variety of legal, commercial and policy roles. She currently works in UK
Government Investments on a variety of corporate governance and corporate finance projects.

Leroy Taylor, Representing Resident Voice

Leroy has been a tenant of SBHA for 30 years and is the chair of our Resident Voice. Leroy obtained
Chartered Institute of Housing (CIH) level 3 housing management in 2015. He was a member of
procurement team in the recent retendering of our kitchen & bathroom programme.

Malcolm Twite, Vice Chair

Malcolm is a chartered surveyor with over 25 years’ experience, formerly as Head of Corporate Real Estate
at Network Rail and Head of Group Property at the Department for Transport. He is now the commercial
director of Community Health Partnerships.

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Director of Development & Sales

Role profile
Reporting to:              Chief Executive

Responsible for:           Development Team

Purpose of the role:

•   To develop and acquire new homes to meet SBHA’s strategic growth targets. This includes developing
    homes for affordable rent tenures and well as shared ownership homes and some for outright sale.
    Homes developed will be financially sustainable and high-quality meeting the needs and aspirations
    of residents and SBHA.

•   To contribute to the effective corporate management of SBHA through membership of the Executive

Key responsibilities:

•   Provide inspirational leadership, fostering a culture of excellent resident experience, innovation
    and accountability, within a residential development programme in a compliant and regulated

•   Working with your teams, source opportunities to develop and otherwise acquire new homes in
    west London.

•   Ensure accurate financial appraisals (including sales and marketing appraisals where homes are for
    sale) of homes are completed with clear reports provided to the relevant decision-making group
    within SBHA.

•   Work with housing teams to ensure that the homes developed are designed to meet the needs
    and aspirations of existing and future residents. Work with our assets teams ensuring that homes
    are developed to minimise defects and ensure that cost effective on-going maintenance and
    reinvestment can be achieved.

•   Develop clear and robust strategies for the development and sale of new homes. Translate these
    strategies into actionable objectives for your teams and ensure that the strategy is delivered with
    regular, clear reposting of progress.

•   As a member of the Executive Team contribute to the management and effective corporate
    progression of SBHA.

•   Report to SBHA’s Board and Growth & Investment Committee, being the lead officer for the

•   No job description can cover every issue which may arise within the post and the post-holder is
    expected to carry out other duties from time to time which are broadly consistent with those in
    this document.

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Director of Development & Sales

Key performance criteria:

•   Achievement of SBHA’s annual growth targets annually, ensuring a steady and predictable annual
    programme of handovers. (Currently 200 affordable homes a year.)

•   Delivery of SBHA’s ten-year strategic growth targets as set out in our corporate strategy. (Currently
    2,000 affordable homes over 10 years.)

•   Drive a proactive, intelligent and target driven approach to the sales of new homes, ensuring that
    marketing strategies are developed and delivered for each scheme with appropriate targets for
    pre-completion reservations and post completion sales. Ensure that the sales process works
    effectively so that purchasers understand what they are buying with clear and helpful information.

•   Maximise the use of grant through our Strategic Partnership (as part of Connected) with the GLA.

•   Manage the quality of homes to minimise defects during the construction. Work closely with the
    housing and assets teams to ensuring the effective management and rectification of defects and
    any latent defects.

•   Advance SBHA’s growth strategy to ensure that homes are developed in areas that are beneficial
    to the wider service delivery within the association and that strengthen the financial and social
    performance of our stock holding as a whole.

•   Complete mature assessments of development and sales risks with effective mitigation, control
    and management of risks.

•   Be open to new methods of construction and delivery, including Joint Ventures, making intelligent
    and pragmatic assessments of these and their application to SBHA.

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Director of Development & Sales

Person specification
Qualifications, skills & experience:

•   Experience of working at a senior level, delivering a development programme new homes, including
    land-led development.

•   Developing strategies and priorities, monitoring progress and achieving outcomes.

•   Practical working knowledge and experience of the property development process.

•   Advanced ability to carry out and interpret development appraisals and the use of financial models.

•   Understanding of risks in the development process and experience of management and mitigation.

•   Identifying and developing new business opportunities, including successful bids.

•   Experience of managing property market sales, including shared ownership sales and marketing.

•   Able to exercise good commercial judgement, with strong business acumen in a social values

•   Able to analyse and problem solve complex information or situations.

•   Understanding the regulatory and funding framework for registered providers including GLA, Homes
    England, local authority and funders’ expectations.

•   Adept at managing a wide range of stakeholder relationships.

•   Experience of working with, or being a member of, boards or committees.

•   High level of verbal and written communication and presentation skills.

•   Ability to develop and motivate staff, with an evolved leadership style that empowers and coaches.

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Director of Development & Sales

Leadership structure and development & sales directorate

                                                   *The home ownership team current sit within the housing
                                                   directorate but will move over to the development
                                                   directorate after the appointment of this director. This is
                                                   to enable the postholder to further shape the team

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Director of Development & Sales

Key terms and conditions

Circa £110k pa, depending upon experience.

There is a defined contribution scheme (SHPS) with a maximum 6% employer contribution for a 4%
employee contribution (or you can pay in less).

There is a health cash plan and a range of other benefits that offer choice and flexibility.

Annual leave

The annual leave entitlement is 30 days, plus public and bank holidays.

Working hours

The business keeps usual office hours, from Monday to Friday. However, this is a leadership role and as
such flexibility is expected in fulfilling role requirements. This will include evening work and occasional
weekends too.


The head office is based at Mulliner House, Flanders Road, London, W4 1NN, very close to Turnham
Green tube station (District and Piccadilly lines). Occasional national travel is expected in line with the
requirements of the role.

Probation and notice periods

Confirmation of employment is subject to satisfactory completion of a six-month probationary period. The
contractual period of notice after passing probation is three calendar months on either side.

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Director of Development & Sales

Key dates and the selection process
Closing date: Monday 8th July 2019, 12 noon

We will be in touch with candidates from Friday 12th July to advise on the outcome of application.

First interviews: Tuesday 23rd July 2019

Longlisted candidates will be invited to an interview with a Campbell Tickell panel. On the same day there
will be an opportunity to meet with Matt Campion the CE for further discussion.

These interviews will take place at SBHG head office in West London.

Testing: from Wednesday 24th July 2019

Shortlisted candidates will be asked to complete an on-line leadership psychometric test.

There will also be a written test.

Both tests can be conducted remotely.

Final interviews: Friday 2nd August 2019

Longlisted candidates will be invited to an interview with a SBHG panel and we will ask you to deliver a
presentation that you will have been able to prepare in advance. On the same day there will be an
opportunity to meet with other Executive colleagues.

These interviews will take place at SBHG head office in West London.

If you are unable to attend on any of the identified dates for interview, please do speak to Campbell
Tickell before making an application.

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Director of Development & Sales

Media advertisement

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Director of Development & Sales

Telephone 020 8830 6777
Recruitment 020 3434 0990

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