Senior Business Development Manager

Job Title: Senior Business Development Manager

Global Grade: GG14

Location: UK Sites (Farnborough, Boscombe Down, Bristol, Portsmouth)

Role Type: Permanent – Full Time. Compressed working patterns available.

Role ID: 19010

An exciting opportunity to join the Land & Weapons Business Development (BD) team.

The ideal candidate will have an intimate knowledge of the UK Land portfolio with strong relationships in the Land community. They will also have the ability to support international Business Development working effectively across the Air, Maritime and Land domains.

Role Purpose:

1. Own an annual order intake of c£15M+ and collaborate with business units across a 3-5 year timeline to deliver growth.
2. Dynamic, agile and pro-active the person will take ownership of the opportunity – leading the development and implementation of a clear capture strategy against deadlines to innovate and transform the order intake portfolio and build new business.
3. Leading by example, the person will uphold the values of teamwork, loyalty and integrity to collaborate and drive continual improvement both in sales and wider team performance.
4. Convincing, clear and concise the sales lead will clearly articulate the customers issues at the highest level and will deliver the solution as part of a wider and enduring strategy exploiting our competitive advantage.
5. The person will deliver direction in sales and support the business strategy. Using feedback and tools such as Shipley, PESTEL, pwin/PTW, SWOT/TOWs to support IRAD/business cases and achieve sales close to budget.
6. Previous demonstrable experience in the land domain would be a distinct advantage.

Key Accountabilities:

• Lead the generation of business, translating business opportunities into profitable and VFM solutions
• Own the delivery of the orders, ‘as bid’ margin and cash/mobilisation targets associated with the business area
• Accurately forecast orders and the associated revenue
• Provide timely market intelligence
• Network with customers and strategic partners to foster relationships that will assure the delivery of the sales orders target and future growth as declared in the business plan
• Work internally with others in the rest of QinetiQ to define the sales strategy and build larger sales opportunities
• Ensure bids released are timely, have been competitively priced and all risks to delivery are thoroughly understood and mitigated with all relevant stakeholders satisfied
• Ensure that the appropriate assurance of bid proposals (technical, financial, business & commercial) is undertaken
• Ensure that staff members within group are competent and appropriately qualified to carry out their duties
• Ensure that the day-to-day operation of the Land BD area is properly and tightly managed
• Ensure effective communication with stakeholders to ensure resources and facilities are aligned to customer requirements
• Ensure compliance and adherence to legal and QinetiQ processes, with auditable visibility

Key Capabilities/Knowledge:

Broad Thinking - Thinks broadly and creatively about the industry and customer landscape, effectively considering wider factors and identifying longer-term opportunities that fit with QinetiQ’s core capabilities

• Looks at a new policy and identifies opportunities to translate into an offer
• Draws clear linkages between issues and extracts key data relevant for the short and longer term
• Has a clear understanding of what to sell and where to sell it in international or adjacent markets
• Takes a longer term view of the pipeline and the market
• Draws upon information from a range of sources to arrive at conclusions
• Takes a creative approach, focusing on solutions that benefit the longer term

Relationship Building - Actively seeks to build and maintains trusting relationships with a wide network of relevant people in the industry, customer and QinetiQ, leveraging these relationships appropriately.

• Has the network to bring together a team quickly and get the best people from across the business to work on an opportunity
• Invests time and effort in continuing to build and maintain a wide range of industry contacts
• Leverages different contacts and relationships to connect key people
• Develops a stakeholder map and plan to maximise effective use of network
• Strikes up rapport quickly to have an open and frank conversation
• Sets a focus on ensuring relationships are built on trust and transparency

Customer Focus - Ensures they understand the customer’s perspective and needs - both professionally and personally - focusing on what will deliver value to them

• Translates customer needs into bespoke solution offerings aligned to capabilities
• Manages customer’s expectations throughout the engagement process
• Asks the difficult questions challenging the customer’s thinking whilst maintaining a tactful approach
• Creates a value proposition that is aligned to customer needs and meets business goals
• Manages expectations – signposts to customer that any bad news may be on the way
• Checks in at regular intervals with customers along the way throughout opportunity

Commerciality - Evaluates issues and situations in terms of what will optimise growth and profitability for QinetiQ over the medium and long-term, taking into account the wider commercial landscape

• Advises on commercial decisions, evaluating pros and cons of proposed course of action
• Finds a balance between QinetiQ’s interests and customer loyalties or bonds
• Has a clear understanding of QinetiQ’s competitive strengths and weaknesses
• Develops value-based propositions
• Understands the risks associated with the proposed course of action
• Considers consequences and whether a quick win is the right thing for the longer-term

Experience & Qualifications:

1. Previous demonstrable experience in a sales/business development role at a management level in a commercial environment
2. A leading advocate and practitioner of winning business, liaising with customers at a senior level, structuring propositions and overseeing the creation of proposals and bids
3. Comprehensive understanding of concepts and principles within sales and an understanding of the technological disciplines and project delivery
4. Experience of leading a team of professionals
5. Thorough understanding of sales competencies and tools, best practice and current thinking regarding effective and commercially sound sales strategies
6. Highly skilled at managing relationships and conflicting priorities at a senior level
7. Strong coaching, facilitation and consultancy skills with a proven track record of being able to influence at all levels
8. Knowledge of challenges and changes in the sector and how they may relate to QQ
9. Ability use multiple sources of information to evaluate situations to drive the best possible outcome.

Why Join QinetiQ?

As we continue to grow into new markets around the world, there’s never been a more exciting time to join QinetiQ. The formula for success is our appetite for innovation and having the courage to take on a wide variety of complex challenges.

As a QinetiQ employee, you’ll experience a unique working environment where teams from different backgrounds, disciplines and experience enjoy collaborating widely and openly as we undertake this exciting and rewarding journey. Through effective teamwork, and pulling together, you’ll get to experience what happens when we all share different perspectives, blend disciplines, and link technologies; constantly discovering new ways of solving complex problems in a diverse and inclusive environment where you can be authentic, feel valued and realise your full potential. Visit our website to read more about our diverse and inclusive workplace culture. www.qinetiq.com/en/careers/life-at-qinetiq

Our Benefits

• Matched contribution pension scheme, with life assurance
• Competitive holiday allowance, with the option to purchase additional days
• Options to join Health Cash Plan, Private Medical Insurance and Dental Insurance
• Employee discount portal: Personal Accident Insurance, Travel Insurance, Restaurants, Cinema Tickets and much more
• We are proud to support the Armed Forces community by honouring the Armed Forces Covenant and maintaining our Gold Award standard in the Defence Employer Recognition Scheme
• Volunteering Opportunities - helping charities and local community#

Our Recruitment Process:

We want to make sure that our recruitment process is as inclusive as possible and we aspire to bring out the best in our candidates by creating an environment where everyone feels value, heard and supported. If you have a disability or health condition that may affect your performance in certain assessment types, please speak to your Recruiter about potential reasonable adjustments.

Many roles in QinetiQ are subject to national security vetting being completed, applicants who already hold the appropriate level of vetting may be able to transfer it upon appointment. A number of roles are also subject to additional restrictions, which mean factors such as nationality or previous nationalities may affect the roles that you can be employed in.

Please note that all applicants for this role must be eligible for SC clearance, as a minimum.

UKSV National Security Vetting Solution: guidance for applicants - GOV.UK (www.gov.uk)