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ACADEMIC STAFF JOB DESCRIPTION JOB TITLE Business Development Manager Powered By Docstoc
					                                 ACADEMIC STAFF JOB DESCRIPTION

JOB TITLE:          Business Development Manager - Engineering            GRADE:        9

FACULTY/DEPT: Enterprise                                                  SCHOOL/SECTION:
                                                                          Business & Commercial Services

VACANCY NO:         08/252                                                DATE OF JOB DESCRIPTION:

JOB REPORTS TO:                                                           POSTS REPORTING TO THIS JOB:
                                                                          No staff report to this post
Head of Knowledge Transfer
Dean, Faculty of Engineering

                                                  JOB PURPOSE
  The Business Development Manager will have a direct, hands-on responsibility to stimulate and achieve
  growth in business for work based learning, continuing professional development (CPD), research and
  consultancy/expert services income across the University. Working closely with senior academic staff for
  Teaching, Research and Enterprise, the post holder will have specific responsibility to support the enterprise
  and employer engagement aspirations and plans of the Faculty of Engineering.

These are the key responsibilities of the job. On occasion you may be required to undertake other duties commensurate
with your grade.
    1.   Work with senior academics to develop enterprise and employer engagement strategies and to identify,
         follow and continually refine the sales approach to complex bids for new business.

    2.   Undertake Faculty capability audits to identify areas for growth and match these to funding opportunities
         such as KTP, TSB calls, FP7 calls, Government & EU tenders and business & consultancy requests
         from a wide range of external sponsors including clients from the local and regional business community

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   3.   Actively search out and secure commercially funded knowledge transfer project ideas and proposals
        including multidisciplinary research, consultancy, and employer engagement Work Based Learning &
        CPD initiatives. This could include
            a. participating in and leading (in collaboration with key stakeholders) on all aspects on major
               projects and initiatives
            b. assessing resource allocation requirements, undertaking commercial negotiation, contract
               management, delivery of work programmes, setting up and management of subcontracts,
               monitoring and control of budgets, QA, reporting, client care, securing of IP and the exploitation
               of results.
            c.   monitoring the success rate of bids and proposals submitted in collaboration with the Faculties
                 and academic staff to identify success/failure trends to increase bid/proposal success rates

   4.   Develop funded projects with the business / research community: managing the process from
        opportunity to contract; ensuring effective linkages with the staff undertaking delivery and providing
            a. Design and implement product delivery, monitoring and evaluation tools and processes and
               disseminate relevant information internally and externally
   5.   Strengthen relationships with strategic partners and clients (research councils, EU public & private
        sector funders) to increase income secured through planning meetings, preparing and leading
        negotiations with stakeholders and reviewing documentation. This includes
            a. Identifying partners [both HEI and from business] to participate in collaborative programmes and
               projects with KU staff
   6.   Developing and fostering links between the academic community and business, sector and R&D
        specialist networks
   7. Work closely with the Faculty Business Manager to ensure all business development activities are
        appropriately costed and resourced and in line with the Faculty Business Plan
   8. Attend Faculty Management Group meetings and report on business development activities [opportunities
        identified, in progress and realized]

The role of the Business Development Manager is pivotal in supporting the Faculty’s enterprise and employer
engagement aspirations. High quality communication and client relationship management skills coupled with
business acumen and a clear understanding of the higher education community are essential to the success of
this role.


PVC for External Affairs, PVC for Research & Enterprise, PVC for Employer Engagement, KU Finance Director;
University Secretary; KU Legal Advisor; Faculty Dean, the academic community

External funders, senior managers in HEIF partner Universities, Board members of external industrial and
commercial partners, member of the local, regional and national business community, Professional advisors in
specialist areas to assist in opportunity evaluation

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                                          PERSON SPECIFICATION

                                                                                          Essential            Desirable
                                                                                             √                     √
a)    Knowledge and Qualifications Required

1.    Hold a first degree or professional qualification or have significant                    √
      experience in a business facing organization or HEI enterprise

2.    Demonstrable track record of income generation                                           √
3.    Broad knowledge of the business and enterprise development                                           √
      processes across a broad range of disciplines

4.    Experience of a broad range of HE enterprise development activities                      √
      including business development, consultancy, expert services,
      research and partnership management
5.    Experience of client and partnership relationship management                             √

b)    Skills and Competencies Needed

1.    Excellent motivation and influencing skills with the ability to inspire and              √
      enthuse team members and the wider academic community

2.    Proactive with the ability to prioritise workload and activities and make                √
      decisions under pressure

3.    Diplomacy, listening and questioning skills                                              √

4.    Strong writing skills, e.g. for business proposals, bids and business                    √

5.    Strong organizational and project management skills, including setting                   √
      and working to deadlines

6.    Strong client relationship management skills with the ability to negotiate               √
      and conclude satisfactory commercial deals and agreements for
      academics and the University

7.    Able to work on own initiative                                                           √
8.    Ability to identify opportunities and to facilitate their realization and                √
      manage a broad ranging portfolio

9.    Broad understanding of costing consultancy, business and research                        √
      projects and activities in the HE environment
10.   Ability to identify and apply creative solutions in negotiations, often in               √
      the absence of any relevant precedence

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