Job Summary

Purdue University is looking for an individual who desires meaningful work that directly impacts Indiana's manufacturing sector.  The mission of the Manufacturing Extension Partnership (MEP) is to advance Indiana's prosperity, health, and quality of life.  Each year, MEP serves hundreds of manufacturing companies, businesses, high tech start-ups, life science companies, governmental units, and non-profit organizations.  Impacts include significant sales increases, cost reductions, capital investments, and jobs created or saved.

The Director of Business Development will provide strategic and operational oversight for a team of business development staff supporting the Purdue MEP Center.  The individual in this position must be proficient in directing, monitoring, and implementing all aspects of sales activities within a holistic team approach.  Most importantly, this position will set forth and attain revenue goals through effective performance management of all business development staff.  In addition to management of the business development team, the Director of Business Development will take responsibility for generating and managing a book of businesses.

Office location:  Carmel, Indiana home base.

Strict adherence to Purdue confidentiality policies is required.

This position is eligible for annual incentive compensation.

Duties & Responsibilities:

Strategic Duties:

Work with a high degree of independence to develop and implement all facets of a high-performance sales team.  The key influences this position will have on strategy and performance include the following:

• Achieve ascending higher levels of overall revenue performance annually.
• Increase the average value of contracts at acceptable contribution margins.
• Assure all contracts and projects by the Business Development team are profitable and meet the client and Center goals.
• Collaboratively develop, manage, and monitor sales dashboards (individuals, center, etc.) that meet the organization's operational plans/goals.
• Ensure Key Performance Indicator (KPI) transparency throughout the organization.

The Director of Business Development will be a part of the Center's leadership team, guiding the direction and strategy of the organization.

Business Development:

Responsible for increasing client revenues from the manufacturing industry's small and medium-sized entities.  Monitors revenue driving metrics, such as client prospecting efforts, client activity, and new companies engaged.  Also responsible for oversight of invoiced and collected client revenues, client reported economic impact, clients served, surveyable clients, and project volume.  Build on existing sales team management practices and structures while accommodating the development of team members and complexity of service offerings.  Public presentations, statewide travel (some overnight), regular client-facing activities, sales staff mentoring and coaching, and partner engagements will be key activities.

Contribute to the Center's revenue generation with a personal sales metric separate from team goals.

Supervision:

Train, develop, motivate, and monitor sales team members.  Lead by maintaining a personal and transparent annual sales goal.  Routinely monitor the productivity of team members and craft and implement plans for success.  When necessary, define the talent acquisition needs, manage the recruitment process, and make hiring recommendations.

Product Service Development:

Through voice of the customer and Business Development Team inputs, identify near- and long-term products and services for development that have return on investment prospects.

Operational Duties:

Verify accurate CRM utilization by sales staff and development of performance dashboards to provide effective management and sales performance transparency.  Assure that the Center scorecard inputs and outputs, controlled by the Business Development Unit, are maintained across the Center to sustain performance excellence.

Fiscal & Administrative Duties:

Center fiscal duties:  responsible for quarterly and annual performance planning and reviews of all reporting staff members and grant programs, assuring compliance with applicable grant guidelines, attaining strategic performance dashboard measures, and monitoring assigned budgets that meet or exceed the revenue requirements of the Center's fiscal plan.

Center administrative duties:  conceptualize and implement business development unit level plans, investments, and tactics that drive higher levels of performance and overall organization sustainability.  These projects may require external partners, agreements, funding attractions, and university authorizations.

Performance Management & Results:

Responsible for key operating plan measures pertaining to client revenue, client project levels, and client participation in impact surveys and reported impacts.  The project volumes will increase over time in accordance with the operating plans as will client reported business impacts.

What We're Looking For:

• Bachelor's degree in Business, Marketing, Industrial Management, Engineering, or a related field
• Eight or more years of experience in the following areas:  Industry (manufacturing) business leadership and supervision; Business development experience; High-level managerial experience in areas such as revenue generation, product launches oversight of rapid growth or contraction, managing stakeholder expectations, direct customer support, and other significant business management experiences.  A working knowledge of Quality and Industry Management Systems Standards, Engineering and Technology, OEM through Tier 4 Supply Chains, Leadership, and Frontline Workforce.  Use of customer relationship management tools/systems (e.g., Salesforce) and data to measure, identify and manage trends in performance and behaviors of customers and staff.
• Consideration will be given to an equivalent combination of required education and related experience
• Executive (C-level) sales relationship skills, confidence, and knowledge of sales territory and pipeline management strategies and tools
• Superior Leadership skills and a commitment to performance excellence
• Organizational and project management skills with the ability to respond quickly and effectively in a fast-paced work environment and many interruptions
• Demonstrated Executive Leadership skills, such as rapid conflict resolution, problem solving, and performance improvement plans
• Ability to negotiate and resolve business matters and fulfillment of organizational strategies while considering University policy
• Must be adept in complex proposal and operating plan development and execution.  The role will have a firm annual revenue objective and will be continually measured for performance.
• Must possess office computer skills, including all Microsoft applications and other project management tools
• Adept use and manipulation of Customer Relationship Management software tools (e.g., Salesforce) for data extraction and purposes of managing sales team performance
• Candidate must possess excellent verbal and written communication skills, strategic planning abilities, and strong internal collaboration experience
• This individual must be polished, articulate, and motivated to ensure the organization is highly engaged with the state's manufacuturing and business sectors
• The typical schedule for this position will require longer than normal workdays, frequent statewide travel, limited out-of-state travel, and evening functions

What Is Helpful:

• Master's degree in business administration, science, engineering, technology, or another relevant field

What We Want You To Know:

• Purdue will not sponsor employment authorization for this position
• A background check is required for employment in this position
• FLSA: Exempt (Not eligible for overtime)
• Retirement Eligibility: Defined Contribution Waiting Period
• Purdue University is an EO/EA University.