Commercial Director

at  The James Hutton Institute

CANDIDATE PROFILE

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

EDUCATION

Degree in biology, chemistry, environmental sciences or similar.
Master degree in sciences relevant to the Hutton Group or equivalent
Formal business qualification
MBA or equivalent

EXPERIENCE:

Extensive experience working in sales or business development in a commercial environment
Ideally related to sales of technical services or products of relevance to the Hutton Group
Line management experience
Management of 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 Hutton Group activities.

SKILLS:

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
Up-to-date with new and emerging management information and data systems; use of the CRM system HubSpot
Personal skills/experience
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.
Experience of doing business overseas in key geographies important to the Hutton Group.
We will not consider the use of 3rd party recruitment agencies for the sourcing of candidates for this position.
The James Hutton Institute is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.
The James Hutton Institute is a: Stonewall Diversity Champion; Athena SWAN Bronze Status Holder; Disability Confident Committed Employer and a Living Wage Employer.
The James Hutton Institute is Happy to Talk Flexible Working

JOB PURPOSE

The Commercial Director will be responsible for driving the development and execution of JHL’s growth strategy within the James Hutton Group Through the leadership and management of business development activities you will ensure the delivery of revenue growth, improved gross margins and increased net profit. Working with colleagues, external partners, and through successful teamwork, s/he will contribute to the achievement of operational and strategic objectives for our Group Flagship initiatives and especially those developing as Innovation Centres that link to industry.

MAIN DUTIES OF POSTHOLDER

To provide strategic leadership to the commercial team, to develop and implement business plans for the achievement of targeted growth in JHL’s revenues and profits.

• Identify and search out new revenue opportunities and prioritise activities.
• To report to the Managing Director of JHL and the Board and provide regular updates on performance of the commercial team and progress toward delivering financial targets.
• To attend JHL Board meetings and take responsibility for reporting on business development activities.
• To deputise for the Managing Director at internal meetings as and when required.
• Gain a good understanding of the breadth of JHI science working closely with colleagues provide commercial input to business decisions ensuring that business development strategies are focused and have a sound commercial basis.
• Present on the overall commercial offering to various stakeholders including senior executives in commerce.
• To build excellent working relationships with key JHI staff including the Exec, Finance, Contracts Office and HR and in particular strengthen the culture across both JHI and JHL so that all staff, particularly key scientists can see the benefit of working together.
• To develop working relationships with key JHI scientists, including Science Department Heads, to gain an understanding of the breadth of science expertise in the Hutton Group, capabilities and constraints
• Develop, manage and retain a team of commercially astute sales and business development professionals with appropriate skills and experience to increase market penetration, revenues and profits., including setting annual targets, monitoring performance and providing inspirational leadership. To lead on the recruitment and development of Commercial team members as required.
• Convening and chairing monthly meetings with the Commercial Team to ensure sharing of best practice and identifying new areas of business.
• Ensure that the Commercial Team fully utilise and maximise the benefit of contemporary information management systems and collaboration tools including the chosen CRM system to its full potential to both for effective targeting of effort and reporting of results.
• Develop and implement a culture and process to manage our key existing customers (top 10) to find ways to extend the scope and depth of our commercial relationship with them.
• To work closely with JHL colleagues, especially the Innovation Manager, Commercialisation and Licensing Manager, Project Manager and professional services, to ensure opportunities are taken effectively and that we provide an efficient and professional service to clients.
• To manage budgets for marketing, travel and subsistence and related areas.