Business Development Manager
- Recruiter
- Heriot Watt University
- Location
-
Midlothian
MidlothianUnited Kingdom
- Salary
- Competitive
- Posted
- 20 Jun 2022
- Closes
- 18 Jul 2022
- Job Title
- Business Partner
- Category
- Executive and Director
- Contract Type
- Permanent
- Hours
- Full Time
Salary: Grade 8 (GBP42,149 – GBP50,296), plus 33 days of annual leave and 9 buildings closed days. A pension option with HWU contributing 21.6% of annual salary.
Working Pattern: Full time (35 hours per week), Open ended. Flexible working options available.
Opportunities: We have a opening for 2 Business Development Managers to join the Business and Enterprise team.
Heriot–Watt University has established a reputation for world–class teaching and leading–edge, relevant research, which has made it one of the top UK universities for innovation, business and industry.
Heriot–Watt University has five campuses: three in the UK (Edinburgh, Scottish Borders and Orkney), one in Dubai and one in Malaysia. The University offers a highly distinctive range of degree programmes in the specialist areas of science, engineering, design, business and languages. Heriot–Watt is also Scotland's most international university, boasting the largest international student cohort.
About our School/Directorate and Team:
The Business and Enterprise Directorate's vision is to shape a better future through collaborative industry partnerships and start–up facilitation, fostering a culture that promotes and celebrates innovation and entrepreneurship whilst growing a globally connected ecosystem that delivers significant value to our students, staff, partners and communities. By achieving this vision, we can unlock new opportunities for revenue generation and economic impact.
Business and Enterprise aims to drive new opportunities and outcomes aligned to the University's Strategy 2025 by providing the highest quality business development and commercialisation support that enables Heriot–Watt to build on its research strength and unlock new opportunities, funding and investment irrespective of geographical location.
Purpose of Role
The Business Development Manager is a full–time role within Heriot–Watt University and will play a significant role in the development and growth of industry engagement, predominantly focused on R&D partnerships, consultancy, contract research and licensing deals related to the development and establishment of the University's Global Research Institutes.
Based at Heriot–Watt University's Edinburgh campus, the role holder will be responsible for growing a pipeline of opportunities, closing deals and managing relationships with key industry accounts. This is an exciting opportunity, where the role–holder will have the ability to shape the future direction of industry engagement across the University drive new revenue streams.
Summary of Key Duties and Responsibilities:
- Proactively driving business development and account management relating to R&D partnerships, consultancy and/or licensing activity aligned to global research strengths
- Leading engagement with existing and potential industry partners, building relationships that lead to long–term value creation
- Cultivating high–impact opportunities in collaboration with leading academic groups across the University to identify and secure new income streams
- Management of the 'sales funnel' and relevant support processes including CRM (Salesforce)
- Develop and maintain strong technical and commercial awareness of Heriot–Watt's capabilities and expertise.
Education, Qualifications & Experience:
Essential
- Educated to first degree level (or equivalent qualification)
- Strong commercial and technical expertise (preferably in an R&D environment)
- Good at managing resources, workloads and changing priorities
- Demonstrable ability to work within a fast–changing innovation environment
- Proven experience of developing propositions and securing funding agreements
- Excellent communication, influencing and interpersonal skills
- Flexible and resilient
Desirable
- Chartered Member of relevant Professional Body
- Experience of universities and/or R&D collaboration
Summary of Key Competencies, Tasks and Responsibilities
Strategic Outlook
- Support the delivery of the University strategy, drawing upon and sharing knowledge gained through engagement and close relationships with colleagues to inform and influence decisions
- Identify, interpret and translate opportunities that can be aligned to University Strategies, keeping in mind the bigger picture and the external environment
- Good understanding of industry technology roadmaps and market trajectory
Leadership
- Provide expert advice on developing commercial propositions and partnerships across the University
- Represent the University and round table events, conferences and key account meetings, typically operating at a senior level
Management Responsibilities
- Actively manage key accounts and identify opportunities for growth
- Provide guidance, coaching and support team members with subject matter expertise
- Grow a 'sales pipeline' of opportunities that contributes to multi–million pound income growth for the University
- Work to achieve revenue targets for new business development activity
- Identify, develop and secure new funding related to economic development and growth
Team Work
- Ensure effective management of own performance through regular progress reports
- Build visible, effective and influential professional relationships across the University and external stakeholders
Championing Change
- Be nimble and agile to respond to the pace and direction of change
Decision Making
- Take responsibility for key decisions relating to individual accounts and opportunities
- Provide high quality, value–added analysis and commentary on reports and metrics
Planning and Organising
- Support the development of plans and roadmaps
- Forecast income streams by managing the sales pipeline, utilising CRM (Salesforce) and other platforms
Initiative and Problem Solving
- Oversee and support negotations with industry partners in relation to collaborative R&D agreements, licensing deals and consultancies
- Unblock any challenges as and when they arise and proactively manage risks
Service Excellence
- Ensure the effective and efficient delivery of a high–quality service, developing high professional standards and excellent customer service
- Comply with University Policies when managing or processing personal and other confidential information at all times
Clear and Consistent Communications
- Maintain confidentiality at all times by following university policies and guidance in managing confidential information and personal data
- Develops clear proposals and corresponds in an articulate way to a multitude of stakeholders
- Create reviews and submit proposals for change
Citizenship
- Demonstrate the University Values at all times through positive work ethic, performance and behaviour
- Participate in ad–hoc duties to support the team/University and for personal development
- Support newer or inexperienced colleagues within and outside the University by offering support, help and advice
- Provide mentoring support (informally and formally)
- Build partnerships to advance the University's strategy, including at an international level
- Engage with community audiences through public activities
- Work with industry partners, economic development agencies and other external stakeholders and influencers to provide input and support in areas such as policy formation, funding calls and programme development.
How to Apply
Applications can be submitted until midnight on the 17th of July 2022.
Applications should include a full CV and Covering letter detailing how you meet the essential and desirable criteria.
Heriot–Watt University is committed to securing equality of opportunity in employment and to the creation of an environment in which individuals are selected, trained, promoted, appraised and otherwise treated on the sole basis of their relevant merits and abilities. Equality and diversity are all about maximising potential and creating a culture of inclusion for all.
Heriot–Watt University values diversity across our University community and welcomes applications from all sectors of society, particularly from underrepresented groups.
We welcome and will consider flexible working patterns e.g. part–time working and job share options.
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