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Chief Commercial Officer

2 months ago

Dundee, Dundee City, United Kingdom The James Hutton Institute Full time
Job Purpose

The Commercial Director will be responsible for driving the development and execution of The James Hutton Institute's growth strategy. Through leadership and management of business development activities, you will ensure the delivery of revenue growth, improved gross margins, and increased net profit.

Candidate Profile

The appointed candidate will have a proven track record of successful business development and strong operations and management experience.

Main Duties of Postholder

  • Provide strategic leadership to the commercial team and develop business plans for targeted growth in The James Hutton Institute's revenues and profits.
  • Identify and prioritize new revenue opportunities and report to the Managing Director and the Board on performance and progress.
  • Attend Board meetings and take responsibility for reporting on business development activities.
  • Deputise for the Managing Director at internal meetings as required.
  • Gain a good understanding of The James Hutton Institute's science and provide commercial input to business decisions.
  • Present the overall commercial offering to various stakeholders, including senior executives.
  • Build excellent working relationships with key staff, including the Executive, Finance, Contracts Office, and HR.
  • Develop working relationships with key scientists to gain an understanding of the breadth of science expertise and capabilities.
  • Develop, manage, and retain a team of commercially astute sales and business development professionals.
  • Convene and chair monthly meetings with the Commercial Team to share best practices and identify new areas of business.
  • Ensure the Commercial Team utilizes and maximizes the benefit of contemporary information management systems and collaboration tools.
  • Develop and implement a culture and process to manage key existing customers and extend the scope and depth of commercial relationships.
  • Work closely with colleagues to ensure opportunities are taken effectively and provide an efficient and professional service to clients.
  • Manage budgets for marketing, travel, subsistence, and related areas.

Person Specification

Essential

  • Successful commercial career
  • Degree in biology, chemistry, environmental sciences, or similar
  • Master's degree in sciences relevant to The James Hutton Institute or equivalent
  • Formal business qualification (MBA or equivalent)
  • Extensive experience working in sales or business development in a commercial environment
  • Line management experience, managing a team of business development managers/marketing professionals
  • Experience of working in or with a university or research institute, ideally in a tech transfer function
  • Experience of working in the agricultural, horticulture, environmental, or other sectors related to The James Hutton Institute's activities
  • Excellent communication and interpersonal skills
  • Experience of pitching technical ideas to senior executives
  • Knowledge of financial controls and reporting, experience of managing budgets
  • Experience of costing projects; ability to feel comfortable and work with P&L's, cash flow, and balance sheets
  • Good understanding of the fundamentals of intellectual property management
  • Experience of licensing patents; knowledge of plant variety rights
  • Experience of using contemporary management information systems, including a CRM system
  • Resilient and resourceful; good interpersonal skills, emotional intelligence combined with well-developed leadership and management skills
  • Ability to delegate effectively and follow up appropriately; good time management and organisational skills
  • Strong IT skills, including Word, Excel, and PowerPoint
  • Willingness to travel regularly between Hutton Sites as well as nationally and internationally