JOB DESCRIPTION

Job Title: Head of Business Development

Reports to: Executive Director

Salary Band: TBA

SUMMARY OF THE ROLE

The Head of Business Development (HoBD) is a full-time leadership role within the CCDC.
Working in conjunction with Executive Director and leading the sales, account
management/technical support and marketing teams within the external facing functions
together with other members of the Senior Leadership and Management Team and, in keeping
with its charitable status, to propose and co-ordinate agreed strategies for the development of
the company, in order to ensure that the company is positioned as a scientific leader in the
area of in silico approaches to structural chemistry. In conjunction with other functions within
CCDC, monitor and direct the sales, marketing and account management/technical support
activities of the company and establish appropriate systems and operations to grow the users
and services of CCDC.

MAIN DUTIES AND RESPONSIBILITIES

Main responsibilities
• Leadership and management of the sales, marketing and account management/technical
support teams, fostering a team-based culture, ensuring positive interactions with other
teams within CCDC and with CCDC users, Research Partners and other external
collaborators;
• The proactive engagement of the existing and potential user communities for the effective
delivery of agreed budgets and targets for sales, marketing, account
management/technical support;
• In agreement with the Executive Director, create and implement sales plans to grow
income in target user market and geographic sectors globally;
• Working with Product Managers to agree positioning strategies for their product lines;
• Through the in-depth understanding of user needs, identify new opportunities and
markets for the application of CCDC science;
• Overseeing the annual renewals process, ensuring on-target retention of existing users;
• Responsible for the acquisition of new users;
• Oversee the relationship with CCDC Inc. to ensure the on-target delivery in line with the
Service Level Agreement sales lead generation and support activities in North America;
• Monitoring and management of sales and support processes in the rest of the world;
• Ensuring the quality of technical support provided to Users;
• Coordination of exercises designed to capture the Voice of the Customer;
• With a focus on continuous improvement, to propose and develop new services for CCDC,
including those for commercial and academic co-operation that offer scientific benefits to
the company and its users, and that contribute to the charitable aims of the company;
• Identification of competitive threats to the underlying base of the company and propose
appropriate action;
• Develop and maintain technical and commercial awareness of the capabilities and use of
all CCDC solutions and their benefits to users;
• Monitor and manage the performance of Sales Agents and distributors of CCDC
software;
• Responsible for his/her own work planning against objectives set in agreement with the
Executive Director.
Communication and information
• Report to and meet with, the Executive Director at a minimum of once per month;
• Represent and promote the interests of the company via external conferences and
meetings;
• Participate in and encourage the activities of CCDC in external consortia and expert
groups in support of the company’s charitable aims;
• Ensure effective internal communications both within the external facing functions and
across the organisation;
• Continuously improve user relations with particular regard to the provision of efficient
communications to facilitate product development and support management.
Financial
• Working with the Finance Manager, agree and establish systems for the effective financial
management of the external facing functions;
• Provide monthly financial results, forecasts and other KPIs for the external facing
functions.
Staffing, Management and resources
• Ensure that the skills and experience of CCDC's sales, account management and
marketing teams are consistent with its scientific, technological and business needs for
providing quality in present and future services;
• Encourage staff to represent CCDC at conferences and meetings with research partners
and users to continuously grow the scientific reputation of the charity;
• Within the CCDC policies and procedures, establish clear functional structures for the
externally facing functions, including the responsibilities and accountabilities of
individuals;
• Establish clear organisational structures and succession plans aligned with appropriate
responsibilities, accountabilities and personal development for all staff within the team
in line with anticipated growth;
• Provide support for all staff in keeping with the CCDC Values

Policies and Procedures

• Comply with all relevant policies and procedures
• Complete all documents required by the company policies and procedures

Other
• Undertake additional tasks and responsibilities as may be reasonably expected of the role
and as necessary in order to achieve the objectives of the function and CCDC goals.
PERSON SPECIFICATION

Education, Skills & Knowledge

Educated to degree level or equivalent Essential

PhD in a chemistry related field or equivalent experience Desirable

Excellent leadership and management skills Desirable

Significant structural chemistry/data management expertise Essential

Knowledge of crystallography and/or a good appreciation of the Desirable

value of structural information and how it is used.

Knowledge of non-profit organisations Desirable

Excellent communication and presentation skills at all levels Essential

including presenting information at board of director level

Demonstrable influencing skills Desirable

Strong negotiating skills and knowledge of commercial agreements Essential

and frameworks

Experienced in account management and support Essential

Abilities

Able to lead a team and be a member of a leadership team Essential

Able to deal with varied tasks and to work under pressure to meet Essential
deadlines and targets
Able to work effectively and responsibly without close supervision Essential

Able to negotiate with all types of customers Essential

Capable of agile thinking to provide fast, accurate answers to Essential

questions

Able to undertake substantial international travel Essential

Experience

Leadership role in scientific software sales Desirable

Software or scientific sales experience Essential

Experience in an organisation involved in structural science and/or Desirable

software development or a related company

Experience in the use of computer software applications Essential

Experience of launching new products Desirable

Demonstrate a high level of personal merit and performance at a Essential

senior level

Demonstrate a capacity to lead and develop initiatives within a Essential

strategic framework

Experience of managing sales staff and sales agents Desirable

Personal Characteristics

Diplomatic Essential

Proactive and innovative Essential

Respectful Essential

Reliable Essential

Supportive Essential

Passionate Essential

Professional Essential
Collaborative Essential