Wilmington plc
Professional Training & Coaching
See how your profile stacks up against this role.
We compared the job requirements to your profile to show where you're strong and where you fall short.
Job Role: H&S Operations and Partnerships Manager
Location: Hybrid/Cannock
Salary: up to £70,000 per annum DoE + commission
Contract Type: Full time, permanent
What We Can Offer You: Hybrid Working, Life Assurance, Vitality Private Healthcare, Subsidised Gym Memberships, Cycle to Work scheme, Discount Vouchers and Access to Wellbeing Resources
Why do we want you?
At Phoenix H&S, part of Wilmington Plc, we're looking for a commercially minded leader who thrives on building relationships, creating opportunities, and turning strategy into measurable results. You'll be equally comfortable developing high-value referral partnerships, leading operational delivery, and using data to drive business performance.
You'll bring experience of generating revenue through referral, partner, or channel relationships and know how to build trusted networks that consistently deliver qualified opportunities. You understand the importance of balancing commercial growth with operational excellence, ensuring work is delivered efficiently, profitably, and to a consistently high standard.
As a natural leader, you'll have experience managing and developing teams, setting clear expectations, and creating a culture of accountability and continuous improvement. You'll be confident directing sales development activity, managing resources effectively, and ensuring seamless collaboration across multiple functions.
Most importantly, you'll be excited by the opportunity to help scale a growing consultancy business. Whether establishing strategic referral partnerships, delivering Risk-Ready Reviews, improving operational processes, or supporting long-term commercial growth, you'll take ownership, drive momentum, and make a significant impact on the future success of Phoenix Consult.
Please note: To complete your application, you will be redirected to Wilmington plc’s career site.
At Wilmington plc, we celebrate individuality and are committed to fostering an inclusive workplace. As a Disability Confident employer, we shortlist all applicants who meet the essential role criteria and guarantee an interview for candidates with disabilities who meet these criteria. For reasonable adjustments or to apply under our interview guarantee scheme, please use the contact details provided once you have clicked “apply”!
Job purpose, tasks and responsibilities:You will be responsible for:
Lead generation and referral partnerships:
• Own the consultancy lead generation target, building and maintaining a qualified pipeline sufficient to meet agreed revenue and order value targets.
• Establish, formalise and grow external referral partnerships — including insurance brokers, accountants, HR and employment law providers, trade bodies, membership organisations and complementary consultancies — converting informal contacts into agreed, documented referral arrangements with clear commercial terms.
• Develop internal referral channels across the Phoenix training business and the wider Wilmington group, working with trainers, account managers, customer service and marketing to identify and route consultancy opportunities from the existing client base.
• Maintain a partnership register with named owners, agreed referral mechanisms, commercial terms, review dates and measured contribution to pipeline and revenue.
• Run a structured cadence of partner reviews, ensuring each relationship is actively producing referrals rather than remaining nominal, and exit or renegotiate those that do not.
• Represent Phoenix Consult with partners and prospects, articulating the Risk-Ready Review proposition credibly to both technical and commercial audiences.
Commercial delivery and Risk-Ready Reviews
• Personally generate and deliver Risk-Ready Reviews during the scaling period, including scoping calls, on-site and remote assessment, report production and proposal presentation.
• Convert Risk-Ready Review findings into consultancy proposals and recurring subscription arrangements, protecting margin and maximising average order value.
• Model best practice in client engagement, commercial awareness, report quality and upsell identification, setting the standard for consultants, associates and co-ordinators.
• Work with the Commercial Director and Head of Consultancy to shape pricing, packaging and proposition development based on evidence from live opportunities and partner feedback.
Leadership of Consultancy Co-ordinators and SDRs:
• Line manage the Consultancy Co-ordinators and the SDR function, setting objectives, targets and standards of performance for both teams.
• Direct SDR outreach activity — target markets, call and email volumes, qualification criteria and handover standards — ensuring activity translates into qualified consultancy opportunities rather than volume alone.
• Ensure Consultancy Co-ordinators schedule and resource work to maximise utilisation, protect margin and maintain a fair and sustainable workload for consultants and associates.
• Run regular one-to-ones, performance reviews and coaching, addressing underperformance promptly and developing capability against the relevant career pathway framework.
• Build a joined-up handover between SDR qualification, Risk-Ready Review delivery and consultancy scheduling so that no opportunity is lost between stages.
Operational management
• Oversee day-to-day operational delivery of Phoenix Consult, ensuring work is planned, resourced and delivered efficiently, safely and to agreed quality standards.
• Manage consultant and associate capacity, matching skills and geography to client requirements to achieve the utilisation target.
• Develop, document and maintain operational processes, SOPs, templates and playbooks that make delivery repeatable, scalable and consistent in quality.
• Own and optimise the core operational and commercial systems — CRM, booking tools, trackers and dashboards — ensuring data is accurate, complete and usable for reporting.
• Manage the associate pool: recruitment, vetting, onboarding, quality assurance and commercial terms, ensuring capacity can flex with demand.
• Resolve operational issues and client escalations promptly, and ensure a consistent client experience from first contact through to aftercare.
KPI reporting and commercial support to the Commercial Director:
• Act as the primary source of consultancy performance data for the Commercial Director, producing accurate, timely and board-ready reporting on an agreed weekly, monthly and quarterly cycle.
• Report on the full commercial funnel — SDR activity, lead source and partner attribution, Risk-Ready Review volume and conversion, average order value, subscription growth and pipeline value — alongside operational measures such as utilisation, turnaround time, margin and client satisfaction.
• Build and maintain reporting tools and dashboards that give the Commercial Director real-time visibility of performance without manual reconstruction of data.
• Provide analysis rather than data alone: explain variance against target, identify the commercial cause, and recommend corrective action.
• Support the Commercial Director with forecasting, budget input, business case preparation and the commercial elements of consultancy planning.
• Flag commercial risk early — pipeline shortfall, utilisation dips, partner underperformance, margin erosion — with a proposed response rather than an escalation alone.
What’s the Best Thing About This Role?
What’s the Most Challenging Thing About This Role?
We always support colleagues to develop their skills but to be successful in this job you really do need to already be able to tick most of these boxes...
To be successful in this role, you must have:
• Has generated commercial pipeline through referral, partner or channel relationships, and can evidence revenue attributable to those relationships.
• Has coordinated day-to-day scheduling, resource allocation and workflow management in a service-based or consultancy environment, delivering to time and to defined quality standards.
• Has line managed a team, setting targets, managing performance and developing individuals.
• Sound working knowledge of health and safety legislative and regulatory requirements, sufficient to hold credible commercial conversations with clients and partners.
• Able to build, interpret and present commercial KPI reporting to a senior audience, including analysis of variance and recommended action.
• Confident and competent user of CRM and reporting tools, with a disciplined approach to data quality.
• Commercially numerate — comfortable with margin, utilisation, conversion rates, average order value and pipeline coverage.
To be successful in this role, it would be great if you have:
• Has supported the setup or scaling of a new service line or function, taking it from launch into business-as-usual operation.
• Has managed an SDR or outbound sales function, including activity targets and qualification frameworks.
• Experience of formal partner or channel programmes, including commercial terms, referral fees and partner performance management.
• NEBOSH General Certificate or equivalent H&S qualification; Tech IOSH or above.
• Experience of client feedback, NPS or similar measures used to drive service improvement.
• Experience of subscription or recurring-revenue service models.
We know it’s not a skill, but the successful candidate must have permission to work in the role’s location by the start of their employment.
Before you go....:About Us
Phoenix Health & Safety, part of Wilmington plc, is a leading provider of health and safety training and consultancy. We empower individuals and businesses through expert education and support. Our rapid growth makes this an exciting time to join our team!
Find What You’re Looking For
We are ambitious and inclusive, filled with integrity and curiosity. We are Wilmington plc. Are you? Join us and achieve more within your career with mutual respect, support, and fair rewards.
Click on “APPLY” today!
The Legal Bit!
The statements above are intended to describe the general nature and level of work performed by employees assigned to this role. Statements are not intended to be construed as an exhaustive list of all duties, responsibilities and skills required for this position.
*Please note that this role may remain advertised until an offer of employment has been made.
#LI-Remote
After you apply, unlock the direct contact details of the people who actually make the call. A quick follow-up makes you 5x more likely to land an interview.
Marcus Rivera
Chief Revenue Officer
viso.ai
Mitsubishi Heavy Industries
Capita
Hitachi
Copart
