Business Development Director – Job Description
Line Manager:
Interim Business Development Director
Team:
Business Development
Location:
Darlington, NETPark, Wilton
Date:
May 2017
Role Purpose:
To lead and manage a Business Development team, nurturing a business-winning culture across CPI, to
achieve sales revenue, profit and retention targets. You will identify, develop and submit compelling funding
bids to maintain a sustainable sales pipeline within your technology area.
Key Responsibilities:
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To provide functional leadership to a Business Development team to identify and translate funding
and private sales opportunities to profitable business wins
To drive effective and consistent CRD and private income generation activity across academia,
government and industry at pace
To develop detailed understanding of client expectations and ensure that innovation project risk is
effectively communicated at pre-contract stage
To lead structured sales planning, execution and reporting in collaboration with the Strategic
Marketing and Bid/Proposal Development team
To work in partnership with Strategic Marketing to identify and develop effective Collaborative
Research and Development (CR&D) relationships; and translate into profitable business
To develop subject matter knowledge and build collaborative client relationships built upon trust,
respect and industry knowledge
To create a strong business focus to deliver revenue and profit growth to CPI and capability
development to UK industry, particularly within the North East England region
To coach Business Development Managers to recognise when and how to introduce relevant
technology colleagues into the sales process to help create compelling solutions to client needs
and to close deals
To develop detailed understanding of client expectations and ensure innovation project risk is
effectively communicated at pre-contract stage
To communicate CPI value propositions to market, ensuring that CPI’s techno-economic offering
aligns with clients’ business drivers and translates into business winning opportunities
To champion outstanding business-winning customer service across CPI
To work in partnership with CPI Project teams to upsell projects and secure repeat business
To ensure your team’s effective use of CPI’s Customer Relationship Management (CRM) database
as a respected, value-adding knowledge resource for CPI
Direct reports:
Up to 10 direct reports
933_Business Development Director – Job Description
Business Development Director – Job Description
Person specification
Education / Qualifications:
Essential:
Educated to Degree level (or equivalent) in a
business or relevant scientific subject
Desirable:
Qualification in Leadership or Management
Competencies and behaviours
Leadership (Guiding)
Decision Making (Guiding)
 Leads people with confidence and is
 Leads and facilitates a group to a decision
empathetic.
from complex, inconclusive or contradictory
data, prioritising the needs of CPI.
 Displays flexibility in leadership styles in order
to tell/sell/involve and delegate.
 Evaluates options by considering short term
consequences and long-term gains.
 Empowers others to constantly achieve and
strive to exceed personal and company
 Uses correct communication method to
objectives.
present a case so that it has greatest
Talks beyond today, about future possibilities
persuasive impact.
optimistically, showing others how they can
 Is regularly sought out by colleagues for
benefit and contribute to the business.
advice and solutions.
Communication (Shaping)
 Radiates experience and self-confidence in all
communication situations.
 Is charismatic, enthusiastic and proactively
shares knowledge, guidance and expertise
across the organisation.
 Develops and uses subtle strategies to
influence or persuade CPI’s strategic
stakeholders, particularly in sensitive or high
pressure situations.
Collaboration (Shaping)
 Unites people around the business to deliver
the strategy.
 Represents CPI interests persuasively and
builds an influential presence in the external
business environment to raise profile with
strategic stakeholder groups.
 Can manoeuvre through complex political
situations effectively and quietly.
933_Business Development Director – Job Description
Developing self and others (Shaping)
 Creates an organisational climate that inspires
development.
 Develops successors to ensure availability of
future talent.
 Keeps fully up to date with developments
outside immediate area of expertise.
 Is highly intuitive about people and their
development potential, and takes informal and
creative risks.
 Maximises the business benefits of having a
well-developed and motivated workforce.
Delivery (Guiding)
 Demonstrates the ability to prepare, gain
approval of, refine and update business cases
that justify the initiation of a project.
 Displays the ability to manage stakeholders,
taking account of their levels of influence and
particular interests.
 Ensures actions and decisions within the team
are aligned with CPI’s priorities.
 Anticipates how team objectives must adapt
and stretch to respond to change.
Business Development Director – Job Description
Knowledge and Experience:
Essential:
Significant,
demonstrated,
leadership
experience
in
business/collaboration
development in a technical organisation.
Desirable:
A significant track record of creating high
performing teams and effective stakeholder
management.
Practical experience of levering public funding
mechanisms to support R&D and innovation.
Significant experience of developing business
within the Formulation, Electronics, Biologics or
Industrial Biotechnology industries.
The role is partially funded by the European Regional Development Fund 2014-2020
933_Business Development Director – Job Description