Senior Business Development Manager
Location: Bristol, England, United Kingdom
Role Type: Permanent – Full Time (Compressed working patterns available)
Role ID: 19010
Global Grade: GG14
UK Sites: Farnborough, Boscombe Down, Bristol, Portsmouth
Role Purpose
* Own an annual order intake of £15M+ and collaborate with business units across a 3‑5 year timeline to deliver growth.
* Dynamic, agile and pro‑active: 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.
* Lead by example, upholding the values of teamwork, loyalty and integrity to collaborate and drive continual improvement in sales and wider team performance.
* Convincingly articulate customer issues at the highest level and deliver solutions as part of a wider enduring strategy exploiting our competitive advantage.
* Deliver direction in sales and support the business strategy, using feedback and tools such as Shipley, PESTEL, PIwin/PTW, SWOT/TOWs to support IRAD/business cases and achieve sales close to budget.
* Previous demonstrable experience in the land domain would be a distinct advantage.
Key Accountabilities
* Lead generation of business, translating opportunities into profitable and VFM solutions.
* Own delivery of orders, ‘as bid’ margin and cash/mobilisation targets.
* Accurately forecast orders and associated revenue.
* Network with customers and strategic partners to foster relationships assuring sales targets and future growth as declared in the business plan.
* Work internally with QinetiQ to define the sales strategy and build larger sales opportunities.
* Ensure bids released are timely, competitively priced and risks to delivery fully understood and mitigated.
* Ensure proper assurance of bid proposals (technical, financial, business & commercial).
* Ensure staff within the group are competent and appropriately qualified.
* Ensure day‑to‑day operation of the Land BD area is properly managed.
* Ensure effective communication with stakeholders so resources and facilities align 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 industry and customer landscape, effectively considering wider factors and identifying longer‑term opportunities that fit with QinetiQ’s core capabilities.
* Looks at new policy and identifies opportunities to translate into an offer.
* Draws clear linkages between issues and extracts key data for the short and longer term.
* Understands what to sell and where to sell it internationally or in 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.
* Approaches creatively, focusing on solutions benefiting the long term.
* Relationship Building – actively builds and maintains trusting relationships with a wide network of industry contacts.
* Has the network to bring together a team quickly for opportunities.
* Invests time to maintain industry contacts.
* Leverages different contacts for key people.
* Develops stakeholder map and plan to maximize effective use of network.
* Strikes rapport quickly to have open conversations.
* Builds relationships on trust and transparency.
* Customer Focus – understands the customer’s perspective and needs, focusing on delivering value.
* Translates customer needs into bespoke solutions aligned to capabilities.
* Manages customer expectations throughout engagement.
* Asks difficult questions, challenging thinking while maintaining tact.
* Creates value proposition aligned to customer needs and business goals.
* Manages expectations – signals potential bad news.
* Checks in regularly with customers throughout opportunity.
* Commerciality – evaluates issues to optimise growth and profitability, considering the wider commercial landscape.
* Advises on commercial decisions, weighing pros and cons.
* Balances QinetiQ’s interests with customer loyalties.
* Understand QinetiQ’s competitive strengths and weaknesses.
* Develops value‑based propositions.
* Considers risks associated with courses of action.
* Considers consequences to determine quick wins vs long term.
* Personal Impact – adapts communication to gain trust and buy‑in.
* Uses positive non‑verbal behaviours to make messages compelling.
* Exudes passion and conviction to elevate importance to others.
* Uses analogy to simplify complexity.
* Enthuses others through energy and positivity.
* Puts complex ideas succinctly and clearly.
* Reflects back to show understanding and drive conversation.
* Resilience – maintains positive can‑do approach, delivers difficult messages constructively.
* Adapts quickly to new approaches.
* Maintains focus on key tasks, avoids distraction.
* Thrives in changing demanding environments.
* Calm demeanour in emotive situations.
* Relishes ambiguity, clean sheet mindset.
* Takes lead in delivering difficult messages calmly.
* Takes Ownership – takes accountability, organizes self and others to deliver for customer and QinetiQ.
* Guides proposals through system, keeping in touch with customer.
* Focuses on wider issues, not bogged by details.
* Prioritises time amid competing demands.
* Maintains responsibility for bid progress.
* Exerts authority on behalf of QinetiQ.
* Balances control and influence, setting expectations while allowing autonomy.
* Collaborates Across Boundaries – facilitates effective work across boundaries for mutual benefit.
* Involves functional experts early.
* Shows flexibility to change assumptions when challenged.
* Plans interactions carefully, setting agenda, structure, topics.
* Adopts collaborative approach even if not immediately rewarded.
* Improves output quality through scrutiny.
* Identifies and passes opportunities to colleagues, supporting success.
Experience & Qualifications
* Previous demonstrable Land Domain experience at a management level in a commercial environment.
* Leading advocate and practitioner of winning business, liaising with senior customers, structuring propositions and overseeing proposal creation.
* Comprehensive understanding of sales concepts and principles, with knowledge of technological disciplines and project delivery.
* Experience leading a team of professionals.
* Strong understanding of sales competencies and tools, best practice, and current thinking regarding effective and commercially sound sales strategies.
* Expertise in managing relationships and conflicting priorities at senior level.
* Strong coaching, facilitation and consultancy skills with proven influence at all levels.
* Knowledge of sector challenges and changes and how they may relate to QinetiQ.
* Ability to use multiple sources of information to evaluate situations and drive best outcomes.
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. Our appetite for innovation and courage to tackle complex challenges drives success.
As a QinetiQ employee, you’ll experience a unique working environment where teams from diverse backgrounds collaborate widely and openly. You’ll discover new ways to solve complex problems in a diverse and inclusive environment where you feel authentic, valued and can realise your full potential. Visit our website to learn more: www.qinetiq.com/en/careers/life-at-qinetiq.
* Matched contribution pension scheme, with life assurance.
* Competitive holiday allowance, with option to purchase additional days.
* Options to join Health Cash Plan, Private Medical Insurance and Dental Insurance.
* Employee discount portal: insurance, travel, restaurants, cinema tickets and more.
* We proudly support the Armed Forces community, honouring the Armed Forces Covenant and maintaining our Gold Award standard.
* Volunteering opportunities – helping charities and local community.
Our Recruitment Process
We strive for an inclusive recruitment process and create a supportive environment for all candidates. If you have a disability or health condition that may affect your performance in certain assessment types, please speak to your Recruiter about reasonable adjustments.
Many roles in QinetiQ are subject to national security vetting. Applicants who already hold the appropriate level of vetting may be able to transfer it upon appointment. Certain roles are subject to additional restrictions – factors such as nationality may affect employment eligibility.
Please note that all applicants for this role must be eligible for SC clearance, as a minimum.
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