Administrative Services – CSOF6

Role summary for potential applicants

Advertised Job Title: / Business Development Manager - Iron Ore
Reference Number: / 44371
Classification: / CSOF6
Salary Range: / AU $106K to AU $124K plus up to 15.4% superannuation
Location: / QCAT, Brisbane QLD or Kensington, Perth WA
Tenure: / Specified term of 2 years
Relocation assistance: / Will be provided to the successful candidate if required.
Applications are open to: / Australian and New Zealand Citizens and Permanent Residents Only
  For Specified Term positions, we will accept applications from Temporary Residents with working rights for the length of the term, who do not require sponsorship.
Functional Area: / Administrative Services
% Client Focus - Internal: / 40%
% Client Focus - External: / 60%
Reports to the: / Director, Business Development and Commercialisation Minerals
Number of Direct Reports: / 0
Role Overview:
At CSIRO Mineral Resources (CMR) we are passionate about innovation and collaboration. We are seeking a highly motivated, Business Development professional to work with our Iron Ore Processing team. This role will support the delivery of science and technological innovation to help Australia realise the value of its iron ore assets and drive the competitiveness of the Australian iron ore sector. Your leadership capability will see you develop a culture of influential relationships with multiple industry stakeholders driving CSIRO’s growing role in the innovation system for closing the gap with industry.
Reporting to the Minerals BD&C Director you will become familiar with the consulting and research activities of the Iron Ore Processing Team assisting to:.
(i)  expand the portfolio of external industry relationships to whom these activities are relevant and driving the interactions between industry and research staff to grow external revenue;
(ii)  support the roll-out and successful implementation of key elements of CSIRO’s Customer Experience Program, including Strategic Selling & Conceptual Selling;
(iii)  lead the development of new business engagement models and the commercialisation of a small number of key technologies within the Program; and
(iv)  capture and share insights and key learnings from the market with the Processing and Iron Ore teams.
Your ability to influence, challenge others and provide feedback is essential.
The successful candidate will work closely with the BD&C Director, the Program Directors and other leaders in the research teams to achieve these objectives.
Duties and Key Result Areas:
·  Develop or manage and maintain, a portfolio of commercial relationships aligned to the program’s strategy and plans with multiple touch points within the client organisation
·  Maintain opportunity pipeline and workflow systems to ensure accurate forecasting and visibility of opportunities.
·  Develop and apply a strong knowledge of both CSIRO and the Mineral’s Business Unit strategies, policies, processes, systems and tools relevant to BD, including operational planning, commercial governance mechanisms and pipeline management.
·  Proactively create a portfolio of ‘trusted advisor’ relationships with strategic clients, partners, and key internal stakeholders to drive BD activities and achieve objectives
·  Apply a broad knowledge of mineral science incorporating commercial BD principles, negotiation, markets, business and technology trends and relevant issues
·  Assist in development of strategic commercial plans incorporating insight into industry, market needs and opportunities, effectively utilising available business and market information
·  Lead and monitor the execution of a BD strategy to achieve the commercial objectives of the areas of responsibility and proactively identify, guide and support the conversion of BD opportunities
·  Plan and lead the development of complex bids and negotiate with partners and clients to close high quality deals in collaboration with internal support functions
·  Work within CSIRO and with clients to broaden value of our relationships
·  Strive for “Zero Harm” (physical and psychological) - promote a strong safety culture through active management of HSE performance
Selection Criteria:
Please note: Under CSIRO policy only those applicants who meet all the essential criteria can be appointed
Pre-Requisites:
1.  Education/Qualifications: A Certificate or tertiary qualification in a relevant area, such as Science, Business or Management and/or equivalent management/leadership experience in a resources area.
2.  Communication: Excellent written and oral communication skills, evidenced by high-level reporting, presentation and negotiation abilities, and the capacity to identify and influence critical stakeholders to gain support for contentious proposals/ideas.
3.  Behaviours: A history of professional and respectful behaviours and attitudes in a challenging environment.
4.  Adaptability: Demonstrated flexibility in thinking, capacity for managing ambiguity and responding to change by adapting strategies, goals and priorities.
5.  Problem Solving: Proven ability to anticipate and manage problems in ambiguous situations, develop appropriate solutions and communicate recommendations with reasoned arguments.
Essential Criteria:
1.  Technical resource industry knowledge preferably in the iron ore industry, sales and/or marketing experience (> 2 years)
2.  Demonstrated ability to maintain a portfolio of commercial relationships in the minerals industry and evidence of previous experience in technology-based solutions
3.  Demonstrated ability to grow and convert an opportunity pipeline
4.  Demonstrated ability to develop a commercialisation plan for taking a technology to market
5.  Excellent communication and interpersonal skills to work with scientific and engineering staff, and to deal with customers across multiple seniority levels
6.  A demonstrated ability to develop and implement BD strategy.
Desirable Criteria
1.  A track record of identifying technology gaps through analysis of global macro-economic trends
2.  A familiarity with the principles of conceptual and strategic selling (e.g. Miller Heiman Framework)
CSIRO Values:
As Australia’s Innovation Catalyst, CSIRO has strategic actions underpinned by behaviours aligned to Excellent science, Inclusion, trust & respect, Health, safety & environment and Deliver on commitments. In your application and at interview you will need to demonstrate alignment with these behaviours.
Other Information:
How to Apply
Please provide enough information relevant to the selection criteria for this position to enable the assessment panel to determine your suitability, and upload one document containing your CV/resume and cover letter.
If you experience difficulties applying online call 1300 984 220 and someone will be able to assist you. Outside business hours please email: .
Referees: If you do not already have the names and contact details of two previous supervisors or academic/ professional referees included in your resume/CV please add these before uploading your CV.
Contact: If after reading the selection documentation you require further information please contact:
Mr Hun Gan via email: or phone: 03 9545 2066
Please do not email your application directly to Mr Keyworth. Applications received via this method will not be considered.
About CSIRO
Australia is founding its future on science and innovation. Its national science agency, the Commonwealth Scientific and Industrial Research Organisation (CSIRO) is a powerhouse of ideas, technologies and skills for building prosperity, growth, health and sustainability. It serves governments, industries, business and communities across the nation.
Find out more! www.csiro.au.