Associate Director of Business Development - National Robotics Engineering Center
Carnegie Mellon University - Pittsburgh, PA
posted 3 days ago
About the position
The Associate Director of Business Development will lead NREC's expansion into existing and new commercial markets. In this position, you will be responsible for analyzing needs and opportunities and establishing relationships with decision makers in key organizations in each market. We need a person who can rapidly identify and qualify project opportunities within large commercial companies in target markets. You will collaborate with robotics researchers, engineering staff and NREC leadership to define customer needs, present NREC capabilities, generate interests in funding R&D projects to address these needs, and lead the entire business development process until closure. This is a high-profile, senior position and as part of the leadership team, you will lead and execute the business development process from initial strategy through closing deals with a direct impact on NREC's success and growth. We need someone who can think strategically and rapidly identify, qualify and close commercial and DoD project opportunities. This position can grow into a Director of Business Development position.
Responsibilities
- Manage the deal process as part of the leadership team from initial contact strategy through closing.
- Profile, qualify and identify potential opportunities for robotics R&D projects within large market sectors and accounts in both industry and government.
- Conduct market research to understand trends, unmet needs and identifying key players.
- Contact key players in these markets to promote NREC's capabilities and generate interest.
- Qualify each opportunity to ensure that the potential project would be a good fit for NREC.
- Approach different types of industry players such as manufacturers and end-users to formulate the most favorable approach to funding projects.
- Support contract structuring, negotiation and closing.
- Collaborate with NREC management and technical leadership to formulate strategic plans for growth.
- Document NREC's business development pipeline and activities.
- Work with NREC's Customer Relationship Management system to collect information about potential opportunities.
- Provide weekly updates to NREC's Associate Director on the pipeline of opportunities.
- Manage NREC's externally facing communications.
- Support NREC's marketing and branding effort.
- Coordinate and attend trade shows in targeted markets to generate new leads.
- Host potential clients and other visitors and lead discussion in meetings related to potential opportunities.
Requirements
- Bachelor's Degree in business, engineering or science, or related field from an accredited university.
- 15+ years of successful business development experience with an engineering, R&D, or technology services organization.
- Consistent track record of closing multi-million-dollar projects.
- Capability to lead and handle complex business development process to closure.
- Ability to negotiate complex agreements.
- Ability to reach C-level executives and VP-level decision makers within Fortune 500 Companies.
- Understanding of intellectual property terms as well as other fundamental contractual terms.
- Familiarity with government proposal process (RFP, BAA), contracting process and the different agreements.
- Ability to profile and qualify companies.
- Ability to evaluate opportunities from the basis of the business case and potential return on investment.
- Excellent interpersonal and presentation skills (both verbal and written).
- Entrepreneurial spirit.
- Ability to quickly learn market needs and robotics technology.
- Ability to prioritize opportunities based on the balance of customer needs, NREC interests, and technological feasibility.
- Availability to travel both in U.S. and internationally (5-15% of time).
- Good knowledge of MS Office (Word, Excel, PowerPoint).
Nice-to-haves
- Experience in a non-profit environment, especially negotiating agreements within a non-profit organization.
- Experience selling R&D services.
- Deep understanding of robotics technology.
- Scientific or Engineering background.
Benefits
- Comprehensive medical, prescription, dental, and vision insurance.
- Retirement savings program with generous employer contribution.
- Tuition benefits.
- Ample paid time off and observed holidays.
- Life and accidental death and disability insurance.
- Free Pittsburgh Regional Transit bus pass.
- Family Concierge Team to help navigate childcare needs.
- Fitness center access.
