Business Development Manager

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JOB SUMMARY:

Reporting to the Managing Director the Business Development Manager builds and maintains the CPARC relationships with academia, private, public and non-profit partners. The Business Development Manager acts as the critical link between the scientific research community within the CPARC and new industry partners and contributes to the advancement of the CPARC strategic goals and priorities which include: 

•    Supporting excellence in the scientific community and research

•    Engaging and building the skill sets of highly qualified people

•    Growing the partners and funding opportunities for CPARC

•    Knowledge translation of the science to attract and generate new funding

•    Strong management and governance

Committed to equity, diversity and inclusion, the Business Development Manager is a seasoned professional with experience establishing partnerships with industry, government and the non-governmental sector. The Business Development Manager must be able to provide high levels of service and relationship management in a time sensitive environment, and be able to successfully interact with a wide audience including industry partners, business executives both internal and external to the University. The Business Development Manager will demonstrate previous success in attracting new funding to research oriented organisations, as well as develop long-term positive relationships with clients, and encourages and supports the growth of the centre.

KEY RESPONSIBILITIES:  

Growing the Network

  • Takes ownership and assumes professional responsibility while maintaining the critical link between Queen’s University, the scientific research community within the CPARC, funding agencies and industry partners through relationship building; developing strategies and tactics to secure opportunities for the CPARC; decides on the most effective approach to implementing the CPARC strategic plan to optimize networks and partnerships.
  • Leads and facilitates the negotiation, drafting and execution of research contracts and terms of agreements and ensures contracts and agreements protect the intellectual property rights of the CPARC.
  • Identifies, tracks, manages oversees research opportunities with industry partners that will contribute to the knowledge translation of CPARC science, as well as build business or commercially oriented programs in the CPARC in collaboration with industry partners.
  • Oversees the development, technical direction, and plans while working with the Scientific and Administrative team to develop successful proposals to address public and private funding agency needs, concerns, and objectives.

Progressing technology

  • Works closely with network researchers to identify, at the earliest stages, innovations and/or intellectual property for potential mobilization via licensing and/or formation of a start up, together with completing a broad analysis of the potential application of any such innovations and/or intellectual property in the marketplace (e.g., application of sensor technology in a field unrelated to CPARC research activities).  Support the drafting and filing of invention disclosures to researcher’s host institution.
  • Works collaboratively with the innovation ecosystem at each researcher’s institution, including identifying experiential learning opportunities, support for start up formation, and networking for relevant industry contacts.
  • Evaluate new innovations and/or intellectual property on a technology readiness scale, and identify potential research plans to increase the level of technology readiness.  Track the progression of innovations, via partnerships or start up, via the technology readiness scale, through to the launch of a product.
  • Creates and manages a database to identify, monitor, and track business development activities.  Creates and maintains a suitable `dashboard’ for reporting to the Managing Director.
  • Acts as the primary contact for building linkages between highly qualified persons in CPARC and other business oriented partners with the goal of enhancing technological development.
  • Leads regular status meetings with clients/ and or teams.

Business development

  • Works closely with the Managing Director and Scientific Director, the Business Development Manager conducts preliminary and critical design reviews, which includes establishing goals and targets for business development.
  • In collaboration with Scientific and Administrative team members, assists with the implementation of the CPARC outreach and networking strategy in support of business development opportunities.
  • Leads, evaluate, and recommends the review of the business development programs for continuous improvement. Reports compliance and recommends adjustments as required to the partners and CPARC Management.

Sustained funding for CPARC

  • Leads the preparation of CPARC applications for other sources of funding and support. This includes contributing to and developing opportunities for continued funding to CPARC.
  • Oversees adherence to institutional policies and procedures when deciding to accept or reject business partnerships. Addresses sensitive issues/concerns proactively and initiates corrective action, involving the Managing Director with recommendations when required.

REQUIRED QUALIFICATIONS:  

  • University degree in a relevant area, with five or more years of experience in business development, strategic planning, project management and/or grant proposal writing or a similar area. Graduate degree is an asset.
  • Previous experience in relationship building and relationship management.
  • Previous experience in a leadership role with skills in organizing, motivating and directing staff teams, outside consultants and clients as required.
  • Promotes diversity and inclusion in the workplace with the ability to work effectively in a diverse fast paced working environment.
  • Consideration may be given to an equivalent combination of education and experience.

SPECIAL SKILLS:

  • Excellent interpersonal and negotiation skills to build strong working relationships with a wide variety of constituents (funding agencies, industry partners, institutional collaborators, administration, staff, and faculty). Ability to interact professionally and effectively with people at all levels of an organization.
  • Excellent oral and written communication and experience in team building and team management, including the confidence, tact, discretion and judgment to work effectively with academic researchers, government representatives and senior administrators.
  • Strong presentation skills with an ability to adjust presentation style to audience.
  • Ability to understand research proposals and evaluation methodologies, interpret, communicate and apply funding agency policies and guidelines.
  • Strong analytical skills, combined with an ability to think about institutional and funding agency information in an interdisciplinary way. Ability to compile and interpret data from a variety of sources, identifying emerging trends and/or issues.
  • Ability to analyze data, interpret research trends and prepare reports and position papers in relation to research opportunities.
  • Ability to manage multiple projects and deadlines simultaneously. Ability to prioritize among competing demands and remain focused on key objectives.
  • Strong organizational and problem solving skills with an ability to recognize and understand complex issues and associated implications for reputation and revenue.
  • Business planning expertise, including the development and/or identification of new and creative revenue generation strategies and/or research funding opportunities.
  • Excellent initiative, results –orientated and resourcefulness to work independently.
  • Project management skills, attention to detail, combined with ability to assume accountability for design and implementation of approved projects/initiatives, and to develop practical recommendations for positive change with maximum impact.
  • Sensitivity to the diverse cultures and ability to respond proactively to needs.
  • Promotes a climate of inclusion and being a team player.

DECISION MAKING:

  • Identifies and recommends new research projects and funding opportunities to support the CPARC research activities, in line with the CPARC objectives and growth strategy.
  • Selects appropriate research funding avenues and partnerships to develop and implement. Drafts comprehensive strategic plans to undertake each new research proposal or collaborative opportunity and makes recommendations to Managing Director for approval.
  • Identifies appropriate structure and processes to follow in the development of strategies and plans. Consults with CPARC Managing Director to determine how best to implement structure and process change.
  • Uses independent decision making skills to assess and evaluate operational matters as they arise, and assesses when to involve the Managing Director, Scientific Director and CPARC Board
  • Applies knowledge of interdisciplinary academic marketplace and broad understanding of research issues related to Physics and advises Managing Director on appropriate strategic directives related to research development and appropriate changes to funding applications and post-award processes and practices.
  • Identifies strategies for faculty and HQP training in research development, grant writing, as well as pre- and post-award administration.
  • Identifies and recommends concrete changes/additions/deletions that are required to significantly improve the CPARCs funding success and, in consultation with the Managing Director, how best to provide related feedback to CPARC faculty, partners, Board, as well as industry partners and stakeholders.
  • In consultation with the Scientific Director and Managing Director, considers when to allocate resources to research development initiatives.
  • Determines when business development and partnership processes or practices require change and collaborates with the Managing Director to develop and implement changes.
  • Determines when work of consultants or other resources may be required to ensure the success of a funding proposal submission and elaborates on steps necessary to improve unsatisfactory work.