Job Title: Head of Membership
Organisation: British Coatings Federation (BCF)
Location: Hybrid (UK-wide travel + home working, with occasional Coventry office presence)
Salary: Competitive + benefits
Company Description
The British Coatings Federation is the UK Trade Association representing the interests of the decorative paints, industrial coatings, printing inks, and wallcoverings industries. The BCF's main functions include promoting and protecting the interests of its members, encouraging industry prosperity, improving the business climate, and providing an interface between the industry and various organisations.
Role Description
The Head of Membership plays a pivotal leadership role in managing and enhancing BCF's member engagement and satisfaction. With over 95% of the UK coatings industry already in membership, the focus of this role is primarily on maintaining strong, long-term relationships, ensuring high levels of member value and retention, and strategically growing the Associate (supplier) membership category. This is a relationship-focused position and not a high-volume sales role; however, you will be required to work with the Senior Membership Co-ordinator to generate sponsorship and advertising income from Associate (supplier) members as well as lead on other sales-based initiatives.
Working closely with the CEO and wider team, the Head of Membership will be the primary point of contact for member companies, representing their interests and ensuring they are fully supported, informed and engaged with the full range of BCF services.
Specific accountabilities
* Ensure the BCF delivers exemplary service to members at all times, to ensure retention of full members and member satisfaction levels above 95%
* Key account Management for the top 20 members, alongside CEO, plus close management of the Top 4 members (declarations, handbook directory). Three by three principle and ensure key accounts are active and taking advantage of all key member benefits
* Recruitment of Associate and Full members, with support from the CEO and other team members
* Sale of exhibit and sponsor space at BCF events, and advertising in BCF’s magazine and Annual Handbook. Ensure advertisers are properly represented and looked after.
* Promote take up of BCF’s statistics programmes as a key member benefit
* To work with regulatory, sustainability and public affairs team on joint member visits (in line with KAM needs) and where necessary to help manage any complaints from the public about members’ products.
* Provide advice and guidance to the marketing and admin teams on events and publications, and to the membership and regulatory teams on member issues.
* Lead on the BCF’s Paint Brand Owners Forum (annual meeting)
* Oversee the annual subscription renewal process with finance and admin
* Please note: A significant proportion of this role involves UK-wide travel for face-to-face meetings with member companies. You will act as the primary liaison, regularly visiting sites, attending meetings, and building relationships with stakeholders in person. You can expect to travel up to three days per week.
Skills and competencies
* Ability to listen well and understand member needs
* Good at building and maintaining member relationships
* Diplomatic and trustworthy
* Strong consultative sales skills
* Good team player, self-starter
* Attention to detail, strong IT and organisational skills
Education & Experience
* At least 5 years’ experience working in a commercial role
* Desirable experience working in the coatings industry
* Desirable to have a good understanding of trade associations or membership organisations and their work
* Willing to travel (up to 3 days a week), mainly in the UK, to visit BCF members and prospects. Possibility to WFH on other days if not living close to Coventry
* Degree-level education preferred but not essential