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Business Relationship Developer

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The Basics

Location: Central London
Reporting to: Head of Relationship Development
Salary: Competitive salary, dependent on experience
Working hours: Full time. The pattern of hours may vary according to operational needs and generally work will be carried out during normal office hours. We’re a flexible employer.
Contract: This is a permanent contract. The period notice is 3 months in writing on each side. There is a probationary period of 3 months.
Holidays: 25 days per annum, plus statutory holidays
Equal Opportunities: We strive to be an equal opportunities employer and commitment to this process will be expected.

So what's it about?

The essence of this role is to successfully lead the development, qualification and initial shaping of commercial and collaborative R&D project opportunities with businesses. Informed by our priority themes, capabilities, value propositions and reference projects, as well new and evolving insights into market and client needs, the role requires a nuanced understanding of urban innovation, and how businesses across multiple sectors are seeking to develop and scale new offers in the market. 
Our projects are exciting and varied, but also complex and challenging, typically combining innovative approaches and new technologies with partners from adjacent or very different sectors, in order to solve different city challenges in the UK, Europe and internationally. Our areas of expertise are varied from public policy and planning to digital and data, through to design in its many forms: human-centred, user experience, user interface, visual, speculative 
The role requires creativity, vision and a proven ability to develop relationships and shape new opportunities with businesses, often blending expertise from universities and the science and research base, working with established and fast growing firms from multiple sectors, and city governments and public agencies with distinctive and diverse cultures.
The role will require some UK, European and international travel.

What will you be doing?

The Business Relationship Developer will report to the Head of Relationship Development and will have the following responsibilities in seven key areas:
  1. Develop new relationships and new project opportunities involving businesses, with a strong focus on impact, in order to generate value for the Catapult and the market;
  2. Bring rigour and discipline to the vital front-end process of shaping and qualifying new opportunities and forming productive partnerships; Deliver as part of a team where nominated Relationship Developers have >8 BD meetings a week;
  3. As a team to develop a sales funnel of >£35M and a qualified project pipeline value of >£25M (which when taken forward by a team of account leads will yield >£4.5M of revenue for FY16 and >£5.5M of revenue for FY17);
  4. Of this to personally develop a qualified sales pipeline of >£10M;
  5. Work with the Marketing, Comms and events to inform our external positioning for engaging our priority business stakeholders; and
  6. Provide high-quality, live reporting (using Salesforce for key contact and BD tracking and reporting) ensuring accuracy of the sales funnel and pipeline;
What will you be doing?
Developing new client relationships and opportunities
  • Cultivate productive relationships with businesses in particular, working within our team of relationship developers who focus on city leaders/city officials, SMEs, academics etc.
  • Run needs & capabilities workshops and meetings, generating high-quality concept notes and qualified leads that can be turned into new partners and clients.
  • Clarify and validate customer needs.
  • Meet assigned individual and team targets for new opportunity meetings, stage gate approvals and funnel/pipeline forecasted value.
  • Play a vital role in developing the sales funnel and pipeline, delivering a quantum of qualified opportunities that enable the Catapult to achieve a high conversion rate.
Shaping new offers
  • Develop and take-to-market our value propositions.
  • Shaping initial ‘concept notes’ that capture client needs and set-out methods and products that help address them.
  • Working with our market and technology-scanning teams to inform new value propositions.
Promoting the Future Cities Catapult to External Stakeholders
  • Strongly communicate market challenges and opportunities, business and cities’ needs and the Catapult’s insights, capabilities and value propositions to stakeholders – in ways that engage actors in new and innovative combinations that generate and capture value.
  • Present at events, in particular showcasing our capabilities and projects.
  • Promote our portfolio of projects, references and achievements in order to engage our priority stakeholders and support the whole Relationship Development team’s efforts.
Add value to a high performing team
  • Within the Relationship Developers contribute fully to a high-performing team, developing the key competencies needed to excel in your role using our Competency Framework.
  • Contribute to an agile, collaborative environment where the team you and the team deliver; to open up and shape initial concept notes - using our market segmentation and analysis, value packages and reference projects - to deliver impact through our projects.

What will be the first year outcomes?

Outcomes are what you need to accomplish in your role. We think it is always useful to know these before you start. These are not all the outcomes you will be expected to achieve, but are some of the primary ones:  
  • Working with the other Relationship Developers, generate a qualified pipeline of projects valuing at least £14m, which when taken forward by the Accounts team will yield more than £5.5m of revenue in FY17.
  • Of this, to personally develop a qualified sales pipeline of at least £7m.
  • Defining and managing the relationship and opportunity development time with businesses, across the multiple sectors relevant to urban innovation.
  • Position the Catapult and its offers in a way that builds its reputation strongly with businesses in the marketplace, measured by lead indicators including stakeholder surveys.

What kind of person are we looking for?

  • Easily build new relationships and networks in a professional or personal environment.
  • Hold excellent and confident interpersonal and presentation skills with the ability to portray a strong professional image.
  • Have strong, clear and nuanced negotiation skills with a consultative approach.
  • Hold a strong team ethic with the ability to convene and collaborate with a diverse range of people.
  • Have demonstrable experience of working with blue chip business clients, and in bringing businesses and other market actors together in creative ways.
  • Have strong commercial awareness.
  • Competent in identifying key project requirements and in scoping solutions that are Catapult-shaped; able to develop scopes of work that are feasible, deliverable and lead to innovative results.
  • Have evident judgement in assessing realistic deliverables and risks, and how to mitigate them.
  • Be outgoing, motivated, proactive and confident with a strong professional image.
  • Have outstanding interpersonal and networking skills.
  • Competent using Keynote and the suite of Microsoft packages.
  • Be able to design work packages, bringing our value propositions together and understanding the team capabilities required to execute a project effectively.
  • Have the ability to cut through complexity, not be a cause of it.
  • Shows drive, purpose and integrity.
  • Takes difficult decisions and responds constructively to pressure.
  • Shows a relentless focus on success in delivering for cities.
  • Shares learning and expertise across and beyond the organisation.
 Essential skills and experience:
  • Strong track record in an innovation and/or project-led environment;
  • 8+ years' experience of working within a similar position, ideally in a high- innovation, high-growth unit or business;
  • Experience in developing and implementing successful growth strategies in new markets and geographies.
  • Awareness of the built environment and / or technology arena, ideally with experience of leading innovation projects in Cities;
  • Experience working with senior stakeholders and running senior level presentations;
  • Proven ability to work well with multi-disciplinary teams.
  • Demonstrable ability to shape and structure projects, and to define work packages that deliver results.


Want to apply?

Send your CV with covering letter via our application portal. In your cover letter tell us why you’re right for the job.
Twitter: @FutureCitiesCat

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