Manager - Commercial Development

Cairns, Australia
$89,182 - $102,410
11 Apr 2017
End of advertisement period
01 May 2017
Contract Type
Fixed Term
Full Time

Position Overview

The Manager, Commercial Development leads the identification of a range of commercial opportunities for the University, including short courses, professional development, and master classes to enable the expansion of its markets and to generate alternative income streams. The incumbent undertakes comprehensive analysis of market opportunities; assesses opportunities in terms of their appropriateness and relevance to James Cook University’s strategic intent and leads the development of solutions, submissions and tenders for service delivery in collaboration with a wide range of internal and external stakeholders.

Division of Global Strategy and Engagement

The Division of Global Strategy and Engagement provides leadership and strategic direction within the University to support JCU’s ambition to become a world leader in education and research related to the tropics. The Division is responsible for development and oversight of the JCU global strategy and marketing, international and engagement strategies. Through a centralised business development function,the Division of Global Strategy and Engagement plays a critical role working with and across the Colleges and Divisions to ensure activities undertaken throughout the University align with the JCU global strategy.

The Division includes the Directorates of Marketing, Future Students, and External Engagementand undertakes other activities including business development, special projects andoversight of the Cairns campus.

The Division is outwardly focused and provides a centralised point for the facilitation, coordination and oversight of all marketing activities, student recruitment activities, international compliance, international student support, alumni, fundraising and external engagement both domestically and internationally.

External Engagement Directorate

The External Engagement Directorate is responsible for oversight of the implementation of the JCU engagement strategy both domestically and internationally and provides a single point of facilitation, oversight and coordination of engagement activities across the University. The Division is responsible for a diverse range of engagement functions including management of relationships, community engagement including sponsorships and memberships, schools and other learning provider engagement, short courses and professional development, graduation ceremonies, alumni relations, fundraising and philanthropic campaigns.

Organisational Charts

James Cook University

Division of Global Strategy and Engagement

External Engagement Directorate

Principal Accountabilities

  1. Identify opportunities in the marketplace for master class, short course and professional development training programsthat meet industry, partner, and community requirements and demands.
  2. Consult across the University to assess both internal capacity and external opportunities for JCU to further expand its short courses, professional developmentand commercial services portfolio. Identify and access appropriate funding and grant opportunities that enable the University to deliver services into a wider market and generate additional income.
  3. Prepare submissions, proposals and tenders for the delivery of identified JCU short courses and professional services to the marketplace.
  4. Take the lead role working with JCU staff, independent contractors and partner agencies to adapt, develop and, where required, deliver service content.
  5. Develop strong external networks in the business, industry, government and not-for-profit sectorsin order to identify, assess and submit expressions of interest, tenders and contracts for commercially based services.
  6. Work with Directorates of Marketing and External Engagement to ensure effective promotion of courses or services to targeted market sectors.
  7. Support the University's commitment to the principles of reconciliation, which exemplify respect for Aboriginal and Torres Strait Islander heritage and the valuing of justice and equity for all Australians.
  8. Demonstrate a commitment to the University values.
  9. Support the principles of the TropEco program and engage in commitment to JCU sustainability goals and objectives.


There are generic responsibilities that apply to all James Cook University staff.  Your specific level descriptor can be found at:

Professional and Technical

Level 8

Generic Accountabilities 

There are generic responsibilities that apply to all James Cook University staff. 

  1. The Manager, Commercial Development is required to observe the lawful and reasonable directions, policies and decisions of the University Council, understand and comply with the Enterprise Agreement, the Statutes and Rules of the University, the policies and decisions of the University Council and other appropriate University authorities, as in force from time to time.
  2. The Manager, Commercial Developmentis required to demonstrate a personal commitment to ensure personal safety and the safety of others and contribute to the continuous improvement of our WHS performance.  This includes the effective implementation and compliance with James Cook University WHS policies, procedures and safe systems of work, together with all relevant legislation, duties and obligations.  Contribute to the continuous improvement of our WHS performance.
  3. The Manager, Commercial Developmentis required to exercise proper discretion in all matters affecting the well-being of the University which involve public writing or speaking in accordance with the University’s Code of Conduct

Special Conditions

  • It is a requirement of this position to operate from either the main JCU Campus (as per table above) or the City Campus.

Selection Criteria

Selection and appointments will be assessed against selection criteria.


  1. Degree qualification or progress towards a postgraduate qualificationin business, marketing or project management and extensive relevant experience, or extensive relevant experience and management expertise; or an equivalent l combination of experience and/or education and/or training.
  2. Demonstrated experience in the development, implementation, review and delivery of professional short course/educational training programs or other similar professional services.
  3. Demonstrated high level written, oral and interpersonal communication skills including the ability to communicate ideas clearly and persuasively tailored to suit audience’s needs.
  4. Demonstrated ability to work collaboratively with a diverse range of stakeholders, including academic and industry partners, to achieve objectives.
  5. Demonstrated ability to set goals, develop priorities and meet timelines, including demonstrated capacity to self-manage and work independently. Proven ability to identify, develop and maintain productive relationships across a wide and diverse external marketplace.


  1. Background in sales, marketing or business development.
  2. Relevant experience in the tertiary education sector.