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Battelle delivers when others can’t. We conduct research and development, manage national laboratories, design and manufacture products and deliver critical services for our clients—whether they are a multi-national corporation, a small start-up or a government agency.

We recognize and appreciate the value and contributions of individuals with diverse backgrounds and experiences and welcome all qualified individuals to apply.

Job Summary

This Director, Commercial Business Development is responsible for the management and performance of an assigned, commercial (non-Federal government) opportunity focused, Business Development (BD) and/or Sales team in support of one (or more) business units within Battelle. The incumbent supports the development of the overall commercial market growth strategy for one (or more) major market segment(s) of the organization's business with substantial business opportunity and scope that involves widespread business linkages. The market segment encompasses a large portion of the organization and multidisciplinary efforts. The Director plans strategic marketing and business development approaches and ensures their implementation with primary accountability for the achievement of growth, penetration and sales objectives.

Additionally, develops the annual business development strategy and plan (aligned to the growth strategy) as well as related budgets for the approval of senior management; and directs marketing and business development/sales activities nationally/internationally and ensures an integrated approach in adherence to market strategies. The Director manages client relationships and oversees the execution of strategic customer accounts and possesses the ability to influence client/industry requirements and buying decisions. Finally, the incumbent seeks to leverage network and relationships to monetize Battelle’s portfolio of Intellectual Property for commercial purposes.

Responsibilities

• Obtains a clear and deep understanding of Battelle’s businesses, strategies, and how those intertwine with commercial market dynamics.

• Manages a business development and/or sales team focused on identifying, qualifying, and winning large and/or strategic opportunities aligned with Battelle’s strategy for the market sector.

• Develops, maintains and grows an extensive network of relationships, with both existing and potential Battelle clients, with emphasis on the key and critical clients within Applied Science & Technology aligned to respective business units, to grow current and future business, as well as cultivate relationships with partners – small and large businesses, suppliers, and academia, as appropriate.

• Leads a business development or sales organization with responsibility for achieving fiscal year goals for total orders along with profitability targets for those orders.

• Identifies and structures opportunities where unmet client needs can be satisfied by internal research and development investments, allowing Battelle to bring new capabilities or offerings to both government and commercial clients.

• Builds coalitions between internal stakeholders, customers, partners to create solutions that with the ability to deliver ongoing future revenue opportunities; enables the launch of portfolios of solutions in a Battelle mission solution space.

• Provides market, customer, and competitor intelligence on market segments where the Business Units are engaged, as well as insights on competition specific to individual opportunities.

• Contributes to business-related activities at the senior-executive level, to include participation on applicable Boards, Industry Associations, and other relevant activities.

• Collaborates/oversees opportunity pursuit activities for strategic contract opportunities aligned to respective Business Units. Ensures teams establish overall proposal strategies and themes which clearly differentiate Battelle from other potential providers of service. On strategic contract opportunities, oversees the selection (where applicable) of collaborating organizations (strategic partners, sub-contractors, universities, etc.) and the efforts of the proposal team; assists in formulating an offering that persuasively presents the project approach that meets the client needs and documents the value created for the client by this approach at a competitive price.

• Assists the Business Unit General Managers in the efficient and effective use of marketing resources across multiple client organizations to achieve growth and maintain margins.

• Builds and maintains a robust pipeline of leads and opportunities capable of meeting or exceeding established Business Unit sales goals.

• Consults with Battelle researchers and Technology Council leaders to discuss technology development, innovation, and criteria for IP investment to support commercialization based upon market trends.

• In partnership with Legal, identifies needs for non-disclosure agreements, license options, licenses, and partnership agreements and negotiates, drafts, and executes such agreements.

• Optimizes deal structures that benefit stakeholders to ensure ongoing business opportunities.

• Advances and scales the Battelle Lighthouse customer GTM model.

• Manages a team of employees; mentors, motivates, and empowers team members by providing leadership, performance feedback, coaching, and development opportunities.

Responsibilities

Job Complexity And Scope

Job Complexity

Complexity of Markets and Client Sets

Technical Complexity/Diversity

IP/Commercialization

Multiple markets, Multiple clients, and May have international clients headquartered abroad.

Two or more technical disciplines. Complex technical offerings

Proactively translates unmet client or market needs into IR&D or IP requirements which result in licensing or fee service income.

Interactions

Typical Level of External Contacts

Partnering Arrangements

Large Cap: Senior Executives within the R&D, Operations, Regulatory, or Manufacturing functions

Small Cap: C-Level Executives within the R&D, Operations, Regulatory, or Manufacturing functions

No Cap/Startup: C-Level Executives and Board Members

Develops, alliances with industry leaders, key suppliers, academic institutions, and leading independent consultants.

Drives and enables 2-3 Lighthouse Partnerships per year aligned to strategic business focus.

Scope

Annual Order Volume

Cumulative Profitability Target

Client Significance (Number and Size of Key Accounts)

$30M

30% Gross Margin

Significant commercial organizations (Fortune 1000) capable of sustained engagement in programs with Battelle over 5+ years

Sustained annual order volume across both strategic accounts and new clients at or exceeding $30M

Key Qualifications

• Bachelor’s degree in a relevant field; with extensive experience (10+ years) in a specialized/technical field with a broad grasp of involved practices and precedents; fifteen (15) or more years of related experience; or an equivalent combination of education and or experience in related field.

• Requires thorough knowledge of the business markets and industry involved and the ability to perceive and conceptualize market opportunities.

• Effective strategic planning, integration, human relations, sales and prioritization skills and the ability to operate effectively with a significant degree of autonomy.

Preferred Qualifications

• Advanced degree strongly preferred.

• Awareness and insights on market drivers and components/institutes would be considered a plus.

Benefits: Live an Extraordinary Life

We care about your well-being, not just on the job. Battelle offers comprehensive and competitive benefits to help you live your best life.

• Balance life through a compressed work schedule : Most of our team follows a flexible, compressed work schedule that allows for every other Friday off—giving you a dedicated day to accomplish things in your personal life without using vacation time.

• Take time to recharge : You get paid time off to support work-life balance and keep motivated.

• Prioritize wellness : Stay healthy with medical, dental, and vision coverage with wellness incentives and benefits plus a variety of optional supplemental benefits.

• Better together : Coverage for partners, gender-affirming care and health support, and family formation support.

• Build your financial future : Build financial stability with an industry-leading 401(k) retirement savings plan. For most employees, we put in 5 percent whether you contribute or not, and match your contributions on top of that.

• Advance your education : Tuition assistance is available to pursue higher education.

• Flexible work arrangements : You have options for where you work and when you work.

A Work Environment Where You Succeed

For brilliant minds in science, technology, engineering and business operations, Battelle is the place to do the greatest good by solving humanity’s most pressing challenges and creating a safer, healthier and more secure world.

You will have the opportunity to thrive in a culture that inspires you to:

• Apply your talent to challenging and meaningful projects

• Receive select funding to pursue ideas in scientific and technological discovery

• Collaborate with world-class experts in an inclusive environment

• Nurture and develop the next generation of scientific leaders

• Give back to and improve our communities

Vaccinations & Safety Protocols

Battelle may require employees, based on job duties, work location, and/or its clients’ requirements to follow certain safety protocols and to be vaccinated against a variety of viruses, bacteria, and diseases as a condition of employment and continued employment and to provide documentation that they are fully vaccinated. If applicable, Battelle will provide reasonable accommodations based on a qualified disability or medical condition through the Americans with Disabilities Act or the Rehabilitation Act or for a sincerely held religious belief under Title VII of the Civil Rights Act of 1964 (and related state laws).

Battelle is an equal opportunity employer. We provide employment and opportunities for advancement, compensation, training, and growth according to individual merit, without regard to race, color, religion, sex (including pregnancy), national origin, sexual orientation, gender identity or expression, marital status, age, genetic information, disability, veteran-status veteran or military status, or any other characteristic protected under applicable Federal, state, or local law. Our goal is for each staff member to have the opportunity to grow to the limits of their abilities and to achieve personal and organizational objectives. We will support positive programs for equal treatment of all staff and full utilization of all qualified employees at all levels within Battelle.

The above statements are intended to describe the nature and level of work being performed by people assigned to this job. They are not intended to be an exhaustive list of all responsibilities, activities and skills required of staff members. No statement herein is intended to imply any authorities to commit Battelle unless special written permission is granted by Battelle's Legal Department.

For more information about our other openings, please visit www.battelle.org/careers