Level: post-graduate qualification
The ADAPT Centre for digital content technology, hosted by the School of Computer Science & Statistics, is seeking to appoint a Business Development Manager. This post is responsible for attracting and evaluating potential industry partners for the ADAPT Centre. The ADAPT Centre has five industrial research areas (spokes) which are driven by commercial requirements of companies.
ADAPT is looking for a candidate who is strong in lead generation and really diligent in bringing these leads through the pipeline to cash in bank. The role requires a completer / finisher mindset to attract new industry partners to engage with the ADAPT research programme, through outbound sales activity and personal network development and then manage a sales pipeline to deliver on client acquisition targets, revenue and profitability expectations. The ideal candidate will have experience in leading and driving the entire sales cycle, leveraging repeatable offerings that maximize revenue/market share/consumption opportunities and increase customer satisfaction. A tenacious passion to "seal the deal" with Industry partners delivering Impact for ADAPT and the Industry Partner, achieving and exceeding sales targets is key to long-term success in the role. The appointee will engage with potential industrial partners, explain ADAPT’s strategic scientific approach and work within a broader commercial team to build partnership between industrial entities and ADAPT’s academic cohort. Sales experience, business development experience, coupled with a knowledge of research cultures is important.
Informal enquiries about this post should be made to by e-mail to: Dr Liam Cronin, Associate Director Commercialisation, (email@example.com).
Standard Duties and Responsibilities of the Post:
- Attract and develop new industry partners to engage with the ADAPT research programme, through outbound sales activity and personal network development
- Achieve and exceed sales targets. Manage a sales pipeline to deliver on client acquisition targets, revenue and profitability expectations
- Generate and qualify optimum leads. Identify optimum leads and the key contacts in target organisations, converting them to opportunities
- Educate the contact on the merits of ADAPT Research Centre research. Report on sales performance. Accurately track sales activity and deal progress. Formally and informally keep all stakeholders abreast of progress towards targets and milestones
- Manage and Ensure full support from the ADAPT Commercialisation team (Associate Director Commercialisation, IP Manager, Marketing Manager, Design & Innovations Manager) for maximum industry partner participation and engagement in ADAPT activies
- Participate in industry events and other relevant forums to promote the strategic objectives of ADAPT and maintain a high-level awareness of ADAPT activities and impact
- Work closely with the ADAPT IP Manager in negotiating new partnerships, in developing the ADAPT commercialisation strategy, and in its implementation
This position is funded through the Science Foundation Ireland ADAPT Research Centre
- While a relevant business or technology related qualification is desirable a proven track record in quota bearing sales roles will be prioritised
- Technology background experience would be a distinct advantage; particularly with experience in one or more of the ADAPT research areas (e.g. Information Retrieval, Personalisation, Digital Content Management, Natural Language Processing, Machine Translation, Machine Learning and Localisation, Data/Knowledge Management)
Candidates appointed to this post should have a post-graduate qualification in business or technology related business, preferably in aspects of business development
Knowledge & Experience (Essential & Desirable)
- Excellent detail-orientated organizer and negotiator, with positive energy, accountability, strong customer focus, and high degree of resourcefulness (essential)
- Proven track record in a senior and quota bearing Sales or Business Development role in a B2B environment. A track record of growing a sales channel via new business acquisition (essential)
- The successful candidate should have a proven track record (5 years+) of strategic planning and successful execution in business development, sales, and marketing in a commercial ICT environment, ideally in an international context. They should also have firm knowledge and experience of the research function in the industry and academic sectors. (desirable)
Skills & Competencies
- Focus on results, not purely activity. Have a high desire to achieve and to win in sales
- Candidates must have at least 5 years of experience in sales. Applicants should clearly address this experience and how they obtained their knowledge in their application.
- Excellent communication and interpersonal skills both written and verbal
- Should possess excellent computer and organisational skills, and the ability to anticipate problems, innovate and deliver solutions
- Proven ability to prioritize workload and work to exacting deadlines
- Flexible and adaptable in responding to stakeholder needs
- Excellent problem-solving abilities and Illustrate, through past examples, their ability to work on their own initiative and resolve problems
- An understanding of the innovation process is essential. The applicant should give examples of involvement in innovation implementation and what the applicant learned from the process
In order to assist the selection process, candidates should submit a Curriculum Vitae and a Cover Letter (1x A4 page) that specifically address the following points in their application.
- Candidates must have at 5 years’ experience in sales. Applicants should clearly address this experience and how they obtained their knowledge in their application.
- An understanding of the Commercialisation process is essential. The applicant should give examples of involvement in innovation management and sales pipeline management in terms of what the applicant learned from the process.
- Illustrate, through past example, their ability to work on their own initiative and resolve problems.
- Applicants who do not address the application requirements above in their cover letter will not be considered at the short list stage.
- Applicants should note that the interview process for this appointment may include the delivery of a presentation and may include a test of practical skills.
ADAPT is Ireland’s global centre of excellence for digital content technology. Led by TCD, and hosted by the School of Computer Science & Statistics, it combines the expertise of researchers at four universities (Trinity College Dublin, Dublin City University, University College Dublin, and Dublin Institute of Technology) with that of its industry partners to produce ground-breaking digital content innovations. ADAPT brings together more than 120 researchers who collectively have won more than €100min funding and have a strong track record of transferring world-leading research and innovations to more than 140 companies. With €50M in new research funding from Science Foundation Ireland and industry, ADAPT is seeking talented individuals to join its growing team. Our research and technologies will continue to help businesses in all sectors and drive back the frontiers of future Web engagement.
The Selection Process in Trinity
The Selection Committee (Interview Panel) may include members of the Academic and Administrative community together with External Assessor(s) who are expert in the area. Applications will be acknowledged by email. If you do not receive confirmation of receipt within 1 day of submitting your application online, please contact the named Recruitment Partner on the job specification immediately and prior to the closing date/time.
Given the degree of coordination and planning to have a Selection Committee available on the specified date, the University regrets that it may not be in a position to offer alternate selection dates. Where candidates are unavailable, reserves may be drawn from a shortlist. Outcomes of interviews are notified in writing to candidates and are issued no later than 5 working days following the selection day.
In some instances the Selection Committee may avail of telephone or video conferencing. The University’s selection methods may consist of any or all of the following: Interviews, Presentations, Psychometric Testing, References and Situational Exercises.
It is the policy of the University to conduct pre-employment medical screening/full pre-employment medicals. Information supplied by candidates in their application (Cover Letter and CV) will be used to shortlist for interview.
Applications from non-EEA citizens are welcomed. However, eligibility is determined by the Department of Jobs, Enterprise and Innovation and further information on the Highly Skills Eligible Occupations List is set out in Schedule 3 of the Regulations https://www.djei.ie/en/What-We-Do/Jobs-Workplace-and-Skills/EmploymentPermits/Employment-Permit-Eligibility/Highly-Skilled-Eligible-Occupations-List/ and the Ineligible Categories of Employment are set out in Schedule 4 of the Regulations https://www.djei.ie/en/What-We-Do/Jobs-Workplace-and-Skills/EmploymentPermits/Employment-Permit-Eligibility/Ineligible-Categories-of-Employment/. Non-EEA candidates should note that the onus is on them to secure a visa to travel to Ireland prior to interview. Non-EEA candidates should also be aware that even if successful at interview, an appointment to the post is contingent on the securing of an employment permit.
Equal Opportunities Policy
Trinity is an equal opportunities employer and is committed to employment policies, procedures and practices which do not discriminate on grounds such as gender, civil status, family status, age, disability, race, religious belief, sexual orientation or membership of the travelling community. On that basis we encourage and welcome talented people from all backgrounds to join our staff community. Trinity’s Diversity Statement can be viewed in full at https://www.tcd.ie/diversity-inclusion/diversity-statement.
This is a pensionable position and the provisions of the Public Service Superannuation (Miscellaneous Provisions) Act 2004 will apply in relation to retirement age for pension purposes. Details of the relevant Pension Scheme will be provided to the successful applicant.
Applicants should note that they will be required to complete a Pre-Employment Declaration to confirm whether or not they have previously availed of an Irish Public Service Scheme of incentivised early retirement or enhanced redundancy payment. Applicants will also be required to declare any entitlements to a Public Service pension benefit (in payment or preserved) from any other Irish Public Service employment.
Applicants formerly employed by the Irish Public Service that may previously have availed of an Irish Public Service Scheme of Incentivised early retirement or enhanced redundancy payment should ensure that they are not precluded from re-engagement in the Irish Public Service under the terms of such Schemes. Such queries should be directed to an applicant’s former Irish Public Service Employer in the first instance.
If you have any application queries, please contact: Lisa Hynes Human Resources, House No. 4, Trinity College Dublin, the University of Dublin Tel: +353 1 896 3327 Email: firstname.lastname@example.org