16 December 2002



Job Description

Job Title: Business Development Manager

Reporting to: Director of Business Development and Marketing

Works closely with: Business Development and Marketing (BD&M) Team, Business Operations Team, the academic community and their support staff

Responsible for: If or when we acquire an additional Business Development Executive in the team, you may be required to line manage them operationally

Location: South Kensington, London SW7 with travel to other College sites and client meetings/networking events

Salary: In the range of G/H grade commensurate with relevant experience and knowledge & management responsibilities entailed in this job

Summary of Post:

The overall aim of this role is to grow the number of academics undertaking consultancy, increase the company’s turnover and return to the shareholder, and maintain excellent customer service in the defined areas assigned to the post holder. In addition to carrying out consultancy facilitating activities, including the successful preparation and delivery of proposals and tenders, the post-holder will work with Business Operations (Contracts, Administration and Project Administration teams) to ensure successful negotiation of contractual terms and handover to the Business Operations team for post contractual project administration. Client Relationship Management may occasionally be required post contract signature for more complex/sensitive opportunities ensuring that they are completed on time and within budget.

The post holder will be expected to stimulate and support the development of consultancy projects between external organisations and the academic community at Imperial, with a particular emphasis on the Faculties of Engineering and Natural Sciences. This will involve the promotion of the benefits of consultancy to the academic community within the College and the engagement of academics and external organisations to identify opportunities and secure business for consultancy services for the College and its external collaborators.

Primary responsibilities and tasks:

Management

• Plan and prioritise activities towards achieving agreed business aims.

• Engage and support current consultants bringing them new opportunities and adding value to those that they initiate.

• Recruit new consultants to undertake consultancy.

• Develop interdisciplinary teams for multi-party opportunities.

• Develop close relationships with clients in identified sectors.

• Co-ordinate interface between consultants and external clients.

• Write, co-ordinate and submit proposal and bids with both Imperial and external consultants.

• Prepare appropriate statements of work for inclusion in the contractual agreement in a timely manner and work with the Contracts Team to achieve suitable terms.

• Provide client relationship management of complex relationships/opportunities to ensure they are managed in a timely fashion to maximise income and profit.

• Proactively identify and investigate new opportunities to generate new revenue streams.

• Prepare and deliver Business Plans for growth within identified sectors as approved by the Director of Business Development & Marketing.

Planning and Organising

• Plan and organise activity to support execution of the company’s strategy and achieve company KPIs.

• Work with BD&M team to develop and deliver the team’s contribution to company growth.

• Undertake market research in defined areas to keep the Director of BD&M informed of external market trends that may impact the company’s marketing and business development strategy.

• Pro-actively input to the company business plan and financial planning round and participate in planning processes.

Liaison and Influence

• Establish excellent working relationships based on an open two way communication style with consultants, clients, colleagues at Imperial Consultants, Corporate Partnerships and academic and administrative staff within the College Departments.

• Develop a detailed knowledge of the academic capabilities and activities and strategic research aims.

• Build and maintain excellent working relationships with existing and new clients, developing a detailed knowledge of their needs and drivers.

• Attend networking events organised by the College, industry, UK Government and international organisations to ensure on-going lead generation, company recognition and identification of emerging market trends.

• Work with the College’s Corporate Partnership team to exchange information/opportunities and where appropriate develop shared approaches to key corporate partners.

• Ensure there is appropriate support for proposal development and project delivery across the company and College.

• Ensure the Business Operations Team receives all the appropriate information and support to ensure operational and customer service excellence in delivering projects.

• Work closely with the Marketing and Communications Officer to develop appropriate marketing material.

Finance and Resource Management

• Support the achievement of revenue targets on time and on budget.

• Ensure new projects are appropriately costed, financially viable and return an appropriate profit.

Analysis, Reporting & Documentation

• Maintain and update the company’s Management Information System in line with company processes.

• Regularly report activity and achievements to Director of BD&M using qualitative and quantitative information.

• Identify and report external and College factors that may impact current and planned business development activities in the defined area.

• Monitor and review performance against targets for the role as agreed with line manager.

Customer Service

• Apply appropriate expertise and use judgement to ensure that internal, College and external stakeholders’ needs are met within the company’s business interest and commercial model.

• Contribute to the assessment of service levels and the development of innovative solutions for improvement where required.

• Respond to all enquiries and all stakeholders (internal and external) in a timely and professional manner.

Measures of Success

To be determined as part of the role but likely to include:

• Increased academic engagement in consultancy in assigned sectors

• Business growth (revenue and profit) against objectives and agreed specific targets.

• Increased recognition of Imperial Consultants in sectors identified.

As job descriptions cannot be exhaustive, the post-holder may be required to undertake other duties which are broadly in line with above key responsibilities.

The post holder is expected to observe and comply with all the Company’s policies and regulations, for example Health and Safety and Data Protection etc.

Imperial Consultants is committed to equality of opportunity and of eliminating discrimination. All employees are expected to adhere to the principles set out in the Equal Opportunities in Employment Policy, Promoting Race Equality Policy and Disability Policy and all other relevant guidance/ practice frameworks.

Person Specification

Job Title: Business Development Manager

| |Essential |Desirable |

|Knowledge (incl |Educated to degree level or equivalent experience in |Post graduate qualification in engineering, science, |

|Qualifications) |engineering, science, technology or business. |technology, business or marketing. |

|Experience |At least 3 years of business development experience in a | |

| |business, engineering, scientific or medical, preferably | |

| |commercial environment. | |

| |Experience of generating third stream income in a higher | |

| |education context. | |

| |Excellent skills in proposal writing, costing and pricing. | |

| |Well-developed presentation skills suitable for senior | |

| |audiences. | |

| |Writing and delivering business plans. | |

|Skills & Abilities |Strong listening, communication and relationship development|Knowledge of the issues and context within which Higher |

| |skills to build excellent working relationships with |Education operates. |

| |academics, colleagues and clients. |Good understanding of the academic sector and the third |

| |Effective negotiation skills with strong ability to |stream environment. |

| |influence others and to project clear messages with | |

| |credibility. | |

| |Immediately credible with academics and clients - able to | |

| |translate between industry needs and academic capabilities; | |

| |between commercial and university cultures. | |

| |Able to manage multiple priorities under pressure. | |

| |Commercial acumen - capable of identifying competitive | |

| |advantage and contractual requirements converting this into | |

| |success. | |

| |Computer proficient – MS Office. | |

|Attitude |A good team player, working together with academics, |Broad interest in science, technology & medicine. |

| |colleagues and management for common good of company | |

| |Self-motivated & able to work on own initiative in a dynamic| |

| |environment. | |

| |Relate with tact and discretion to people at all levels, | |

| |especially academic and commercial world and different | |

| |cultures. | |

| |An expectation to travel and attend events outside of office| |

| |hours. | |

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