Position Details
General Management – CSOF7
Role summary for potential applicants
Advertised Job Title:
Chile Business Development Manager
Reference Number:
42085
Classification:
CSOF7
Salary Range:
AU $127K to AU $141K plus up to 15.4% superannuation
Location:
Negotiable – restricted to CSIRO sites in Australian capital cities only
Tenure:
Specified Term of 2 years
Relocation assistance:
Will be provided to the successful candidate if required.
Applications are open to:
Australian Citizens Only
Australian Citizens and Australian Permanent Residents Only
All Candidates


For Specified Term positions, we will accept applications from Temporary Residents with working rights for the
length of the term, who do not require sponsorship.
Functional Area:
General Management
% Client Focus - Internal:
30%
% Client Focus - External:
70%
Reports to the:
CSIRO Mineral Resources Deputy Director
Number of Direct Reports:
0
Role Overview:
The role of General Management staff in CSIRO is to contribute to the effective delivery of science through the
provision of high-level advice to senior managers, usually members of the Executive or Business Unit leaders. These
are senior roles that facilitate the strategic development of Organisational capability, they are responsible for
initiating and implementing Organisational change and represent the Business Unit’s or Organisational interests in
external forums.
The Chile Business Development Manager will play a pivotal role in building key linkages and collaboration in Chile,
as well as supporting the commercialisation of CSIRO Mineral Resources’ (CMR) ore sorting technologies in Chile
and other countries. The role will support the change in culture and thinking as part of the CMR evolving strategy
and CSIRO Strategy2020.
Reporting to the CMR Deputy Director and working closely with the Sensing & Sorting (SaS) Program Director, the
CHILE International Centre of Excellence (ICE) Director, the CMR Business Development Team, and other Program
leaders, the Chile Business Development Manager will achieve objectives through:
(i)
developing and executing on a strategic marketing plan for CSIRO in Chile that will progressively grow the
pipeline of key funding opportunities to meet annual external revenue targets for CMR in Chile and in other
key Latin American markets;
(ii) supporting customer engagement and acquisition for CMR’s ore sorting technologies in Chile and other key
Latin American markets; and
(iii) more generally, building a portfolio of strategic external relationships and pipeline of key funding
opportunities to meet annual external revenue targets for the Sensing and Sorting Program.
Duties and Key Result Areas:
Key Duties:

Lead sales and marketing activities to develop a portfolio of commercial relationships (with customers and
partners in the mining and METS (mining equipment, technology and services industries) to achieve
financial growth for the Sensing and Sorting Program.

Provide strategic input into future research and product development in the Sensing and Sorting program
to best match emerging analytical technologies with market demand and opportunity.

Lead strategic market development of CMR capabilities for the Chilean market and more generally in Latin
America.

Grow the CMR pipeline of opportunities in Latin American and meet short term (1-2 year) revenue targets.

Support and lead customer engagements to secure pilots and customer contracts for Sensing & Sorting
Program’s ore sorting technologies in Chile and other Latin American countries.
Related Duties and Key Result Areas:
Latin America

Develop a CMR level Strategic marketing plan for Chile and more broadly Latin America with an initial focus
over 2 years.

Engage with those companies already connected to the International Centre of Excellence, plus other key
companies and stakeholders in the industry to build a robust pipeline of opportunities.

To build confidence across CMR for opportunities in Latin America, to progressively build engagement, and
to positively influence program strategy to best meet opportunities in this region.

To meet annual external revenue targets.

Develop and mentor emerging local sales and commercial resources.
SaS Program

Support and lead customer engagements to secured paid pilots and customer contracts for SaS Program’s
ore sorting technologies.

Develop a Strategic Marketing plan including a product road map for each existing key analytical
technology, and identify market opportunities for new undeveloped analytical technologies.

Lead strategic market and sales engagement, focusing on key relationships.

Identify channel partners and finalise key commercialisation agreements to best commercialise emerging
analytical technologies and to ensure long term recurring revenue sources.

Assist in ensuring the successful start-up phase (1-2 years) of new commercialisation partners.

Develop and mentor emerging sales and commercial resource.

Grow the Sensing and Sorting Program’s revenue pipeline.

Manage the opportunity pipeline and workflow systems (O2D) to ensure accurate forecasting and visibility
of opportunities across the program.

Capture and share insights and key learnings from the market with the SaS team.
Selection Criteria:
Under CSIRO policy only those who meet all essential criteria can be appointed
Pre-Requisites:
1. Development: Proven ability to deeply penetrate multiple institutions in a systematic and effective way that
then results in customer action.
2. Communication: Excellent communication and interpersonal skills, including the ability to clearly convey
information and ideas, establish effective relationships with key stakeholders across multiple seniority levels,
and work effectively with scientific and engineering staff.
3. Collaboration:
A history of professional and respectful behaviours and attitudes in a collaborative
environment and capability to facilitate successful interactions with others.
4. Expertise: A professional network in the mineral processing and mining sector, with a focus on Latin America
that can be leveraged to build new linkages and relationships between CSIRO and the mining and METS
industries.
5. Travel: Ability and willingness to undertake frequent travel to customer and CSIRO sites, including regular travel
to Chile and Latin America.
6. Language: Demonstrated working fluency in Spanish, and ideally Portuguese.
Essential Criteria:
1. Significant minerals industry market based experience (> 10 years) and relevant technical and business
qualifications.
2. Significant sales and marketing experience (> 10 years).
3. Significant experience in the Latin American minerals market, with key focus on Chile.
4. Demonstrated ability to develop and implement strategic marketing plans.
5. Demonstrate ability to define, scope, quote and close large complex deals with mining and engineering
companies.
6. Demonstrated ability to develop and maintain a portfolio of commercial relationships in the minerals industry
and evidence of previous experience in technology based solutions, with focus on Latin America.
7. Demonstrated ability to manage and maintain an opportunity pipeline and workflow systems to ensure
accurate forecasting and visibility of opportunities.
8. Proven ability to deal with ambiguity, adapt to changing circumstances and new responsibilities, and operate
well in situations that lack clarity in order to achieve team objectives, whilst maintaining professionalism and
flexibility.
As Australia’s Innovation Catalyst, CSIRO has strategic actions underpinned by behaviours aligned to:
 Excellent science
 Inclusion, trust & respect
 Health, safety & environment
 Delivery on commitments.
In your application and at interview you will need to demonstrate alignment with these behaviours.
Other Information:
How to Apply
Please apply for this position online at https://jobs.csiro.au/ and “Search by Keyword” for 42085. Internal (CSIRO)
candidates should apply for this position via the “Recruitment” tab in SAP (choose “Jobs Central” and enter
Requisition Number 42085).
Your application should comprise one document incorporating a resume and covering letter that best demonstrates
your motivation and ability to meet the requirements of the role (uploaded under “Resume/Cover Letter”). At any
stage during the recruitment process, you may be asked to provide additional information (online) relevant to the
selection criteria. If so, then responding will enhance your application so please take the time to provide relevant
succinct answers. Applicants who do not provide the information when requested may not be considered.
If you experience difficulties applying online call 1300 984 220 and someone will be able to assist you. Outside
business hours please email: [email protected].
Referees: If you do not already have the names and contact details of two previous supervisors or academic/
professional referees included in your resume/CV please add these before uploading your CV.
Contact: If after reading the selection documentation you require further information please contact:
Dr Steve Harvey via email: [email protected] or telephone: 08 6436 8610
Please do not email your application directly to Dr Harvey.
considered.
Applications received via this method will not be
About CSIRO
Australia is founding its future on science and innovation. Its national science agency, the Commonwealth Scientific
and Industrial Research Organisation (CSIRO) is a powerhouse of ideas, technologies and skills for building
prosperity, growth, health and sustainability. It serves governments, industries, business and communities across
the nation.
Find out more! www.csiro.au.
CSIRO Mineral Resources (CMR) delivers science and technology innovation to help Australia realise the value of its
natural mineral assets and to drive the competitiveness of the Australian mining industry and METS sector overseas.