Head of Business Development - SME (106978-0123) . Job Reference: 1889892

University of Warwick
February 20, 2023
Offerd Salary:£53,353 to £61,823
Working address:N/A
Contract Type:Other
Working Time:Full time
Working type:N/A
Ref info:N/A

Vacancy Type/Job category

Management & Professional




£53,353 to £61,823 per annum


University of Warwick, Coventry

Vacancy Overview

Permanent Position, 36.5 hours per week (1.0 FTE)

Are you ready for a new challenge and to help transform UK manufacturing?

Can you lead a talented team of business development experts, helping SME manufacturers improve their productivity and competitiveness?

WMG has an opportunity for an experienced industrial Business Development Manager, to lead a dynamic team of experts to develop future partnerships with SME's using a number of funding routes, including UK Government funded support programmes, working with organisations to help de-risk and accelerate innovation and growth in the UK by the application of key expertise held within WMG, including new research-led technology, techniques and know-how, enabling UK businesses to access a range of technology areas and subsequent new opportunities for innovative products, processes, and business models.

The successful candidate will think strategically and creatively, but will also have the skills to actively broaden networks, identifying and exploiting relevant opportunities. This role will work closely with the senior business development team across WMG to maximise advantage for WMG and WMG's High Value Manufacturing Catapult (HVMC)

The successful candidate will be able to demonstrate success in the securing significant new business and improving growth in an organisation, with a clear ability to be a senior ambassador for WMG, understanding effective marketing and brand management tools.

In return, we will provide you with a great range of benefits which include an attractive pension scheme, 30 days holiday plus Christmas closure, and excellent learning and development opportunities.

At WMG we are committed to supporting staff to achieve their potential. We currently hold the Athena SWAN Silver Award and the University of Warwick holds an Institutional Silver Award: a national initiative that recognises the advancement of gender equality, representation, progression and success for all in academia. We are supportive of staff with caring responsibilities including a generous maternity/paternity/adoption/parental leave policy, onsite childcare facilities and the childcare vouchers scheme. We will consider applications for employment on a part-time or other flexible working bases, even where a position is advertised as full-time, unless there are operational or other objective reasons why it is not possible to do so.

Interview Date: TBC

Job Description

Job Purpose

To raise external awareness of what WMG has to offer, leading business development activities and working with Small and Medium Enterprises (SMEs) to help de-risk and accelerate innovation and growth in the UK by the application of key expertise held within WMG, including new research-led technology, techniques and know-how, to generate, and effectively manage, new business leads. To work with organisations to help develop their workforces by the application of key expertise held within WMG, including new research-led technology, techniques and know-how accessed through our world-class education provision.

To generate, and effectively manage, new business leads. Managing a team of Business Development Managers/Innovation Managers to maximise opportunities for external collaboration and to identify, write and manage large scale funding bids to research bodies. To define and steer marcomms activities to maximise impact.

Support the WMG HVM Catapult five-year business plan which includes:

• Continue and grow activity in Digitisation, Net Zero Manufacturing, Zero- Emission Mobility and clean tech supply chains, Skills and leadership development.

• Leverage the wider capability of WMG and our University and Business partners.

• Develop, grow and anchor supply chain capability (make more in the UK).

• Transfer automotive technology and know-how into other sectors (e.g. rail, marine, aerospace).

Duties and Responsibilities

1. Manage a team of Business Development Managers/Innovation Managers, each specialising in different fields. Responsible for agreeing targets and ensuring that these are met, and for raising external awareness of what WMG has to offer to ensure leads/outputs generated are as required and in line with the WMG strategy and business need. Collate learning and experience across the team, feeding this into the Business Development Director.

2. Lead business development activities, providing wide manufacturing and multi-sector industrial knowledge and engineering management educational opportunities to align specialist technology-based support available at WMG to large and small organisations, giving them a technology-led competitive advantage through the implementation of new solutions and through staff development programmes and exploiting the knowledge within HVM Catapult (HVMC) and WMG.

2.1. Identify new business opportunities to WMG's activities and ensure these are brought to WMG.

2.2. Responsible for ensuring research and development and education collaborations and business engagements are supported by business development team.

2.3. Developing and implementing a focused business development strategy (in line with the Business Development Director) and ensuring this is implemented across WMG.

2.4. This will include raising awareness, running technology demonstrations, workshops and representing WMG at events, as well as regularly hosting customer visits.

2.5. Assisting businesses to develop new products and generate project outputs in line with the High-Value Manufacturing Catapult's plan. Reporting on HVMC Key Performance Indicators and ensuring these are accurately recorded and monitored.

2.6. Transparent responsibility, management and ownership, of the current and future business pipeline, developing consistent data information systems to support / track progress and reporting.

3. Through the existing Business Development and Innovation Manager leads, actively manage and develop our partner relationships and through these links, develop significant interests in our services from manufacturing, engineering, and technology businesses.

4. Work closely with the senior business development management team as well as Principal Investigators (PIs), and the Education Directorate and Skills Centre Lead within WMG to maximise the opportunity across the organisation. Identify and manage key clients and accounts, alongside the Business Development Director, where there is an opportunity for ongoing collaboration, innovation, income generation and impact.

5. To promote research and development collaboration and education provision, to identify, write and manage large-scale bids and projects, and working with the different legal, finance and central teams within WMG to achieve this. This includes bidding activities mostly under national programmes (Innovate UK, APC, UKRI) and identifying partners and funding calls.

6. Define and steer marcomms activities and messages to maximise the impact of our interventions and expertise for the UK manufacturing and industry sectors, and help ensure consistency of brand profile, both internally and externally, to deliver strong brand equity multi-sector in the marketplace. Feed back / track customer / market intel / trends into our marketing activities to enable effective and targeted business engagement opportunities. Provide BD pipeline data to BD Director for inclusion in reports to Exec on a monthly basis.

Person Specification

The Person Specification focuses on the knowledge, skills, experience and qualifications required to undertake the role effectively. This is measured by (a) Application Form, (b) Test/Exercise, (c) Interview, (d) Presentation.

Essential Criteria 1

Possession of honours degree, 2:1 in business, science or an engineering discipline or with significant industrial experience in manufacturing or engineering firms. (a)

Essential Criteria 2

Experience of leadership/management within a manufacturing or industry environment, e.g. as a senior manager in development, production, operations, sales, or consulting role, ideally with a background in technology and/or innovation. (a,c)

Essential Criteria 3

Industrial & commercial experience e.g. previous high-level interactions with manufacturing SMEs and networks of companies. (a,c)

Essential Criteria 4

Demonstrated experience of developing business processes, and data information systems to support client management, progress tracking and reporting. (a,c,d)

Essential Criteria 5

Demonstrable experience of building and managing good relationships with a range of partners and stakeholders, both internal and external, multi-sector. (a,c,d)

Essential Criteria 6

Track record of success in developing collaborative opportunities e.g. bid writing. (a,c)

Essential Criteria 7

Demonstrable success in the securing significant new business, improving growth in an organisation, with a clear ability to be a senior ambassador for WMG, understanding effective marketing and brand management tools. (a,c)

Essential Criteria 8

Excellent client relationship management and interpersonal skills. (a,c)

Essential Criteria 9

Strong project management skills and wide-ranging experience and proven organisation skills. (a,c)

Essential Criteria 10

Creative approach to creating multiple win-win deals in complex collaborations, (a,c)

Essential Criteria 11

Excellent analytical, oral and written communication, organisational and presentational skills to all levels of staff. (a,c,d)

Essential Criteria 12

Understanding of purchasing terms and conditions – ability to do basic contract negotiation. (a,c)

Essential Criteria 13

Keen interest in the innovation enabling capability of public-private partnerships. (a,c)

Essential Criteria 14

Strong negotiation skills. (a,c)

Desirable Criteria 1

Experience of working with research and development teams e.g. within a University/research technology organisation or with equivalent experience in an industrial research environment. (a,c)

Desirable Criteria 2

Experience in the management, delivery and reporting processes in Government funded programmes. (a,c)

Desirable Criteria 3

Proven ability to deliver successful collaborative funding applications e.g. Innovate UK, APC, Knowledge Transfer Partnerships, UKRI etc. (a,c)

Desirable Criteria 4

Understanding/knowledge of support networks for manufacturing companies in the Midlands e.g. local enterprise partnerships, growth hubs, and High Value Manufacturing Catapults as would knowledge of regional science and technology growth strategies. (a,c)

Desirable Criteria 5

Professional qualifications that reflect competence in relevant technologies and/or MBA or equivalent postgraduate management qualification or a professional qualification. (a)

Further Particulars

For further information about the University of Warwick, please read our University Further Particulars.

For further information about the department, please visit the departmental website.

For further information on the WMG centre High Value Manufacturing Catapult, please see our website at WMG :: High Value Manufacturing Catapult (warwick.ac.uk)

We believe there should be no barriers to continuing education, and we strive to ensure that the future workforce has the skills they need to become the UK's upcoming engineers and inventors.

Our unique approach to undergraduate education enables full-time students, Higher Apprentices, and full-time employees to gain an engineering degree.

Our teaching staff deliver educational programmes not just at Warwick, but internationally, and the knowledge we can leverage from our research excellence enables our students to reach their highest possible standards.

Full details of our range of undergraduate and Degree Apprenticeships can be found via this link.

If you would like further information about the HEA accreditation or APPTE requirements, these links should help.

Right to work in the UK If you do not yet have the right to work in the UK and/or are seeking sponsorship for a Skilled Worker visa in the UK points-based immigration system please click on this link which contains further information about obtaining right to work in the UK and details about eligibility for sponsorship for a Skilled Worker Visa.

Warwick is committed to building an organisation of mutual respect and dignity, promoting a welcoming, diverse and inclusive working and learning environment. We recognise that everyone is different in a variety of visible and non-visible ways, and that those differences are to be recognised, respected, and valued. Where possible, we go beyond legislation to provide a place where everyone can thrive, supporting all staff to achieve their full potential. We aspire to remove economic, social and cultural barriers that may otherwise prevent people from succeeding.

We therefore welcome and encourage applications from all communities regardless of culture, background, age, disability, sex/gender, gender identity or expression, ethnicity, religion/belief, or sexual or romantic orientation. To find out more about our social inclusion work at Warwick visit our webpages here.

Recruitment of Ex-Offenders Policy

As an organisation using the (DBS) Disclosure and Barring Service to assess applicants' suitability for positions of trust, the University of Warwick complies with the DBS Code of Practice and undertakes not to discriminate unfairly against any subject of a Disclosure on the basis of a conviction or other information revealed. More information is available on the University's Vacancy pages and applicants may request a copy of the DBS Code of Practice.

Closing Date

20 Feb 2023

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