Senior Business Development Manager, Global Grade GG14
Location: UK Sites (Farnborough, Boscombe Down, Bristol, Portsmouth) – three days per week on site
Role Type: Permanent – Full Time, compressed working patterns available
Role ID: 19010
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 – 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. Lead by example and uphold values of teamwork, loyalty and integrity to collaborate and drive continual improvement in sales and wider team performance.
4. Present a clear and concise sales lead story, articulating customer issues and delivering solutions as part of a wider and enduring strategy that exploits our competitive advantage.
5. Deliver direction in sales and support the business strategy using tools such as Shipley, PESTEL, SWOT/TOW and other analyses to support IRAD/business cases and achieve sales close to budget.
6. Previous demonstrable experience in the land domain is highly advantageous.
Key Accountabilities
* Lead the generation of business, translating opportunities into profitable and VFM solutions.
* Own the delivery of orders, ‘as bid’ margin and cash/mobilisation targets associated with the business area.
* Accurately forecast orders and associated revenue.
* Provide timely market intelligence.
* Network with customers and strategic partners to foster relationships that will secure the sales orders target and future growth as declared in the business plan.
* Work internally with others in QinetiQ to define the sales strategy and build larger sales opportunities.
* Ensure bids are released timely, competitively priced and all risks to delivery are understood and mitigated with all relevant stakeholders satisfied.
* Ensure appropriate assurance of bid proposals (technical, financial, business & commercial) is undertaken.
* Ensure staff within the group are competent and qualified to carry out their duties.
* Manage day‑to‑day operation of the Land BD area effectively.
* Communicate with stakeholders so resources and facilities align to customer requirements.
* Maintain compliance with legal and QinetiQ processes, with auditable visibility.
Key Capabilities and Knowledge
* Broad Thinking – Thinks creatively about the industry and customer landscape; considers wider factors and identifies longer‑term opportunities aligned with core capabilities.
* Relationship Building – Actively builds trusting relationships with a wide network of industry contacts, exploits contacts to bring together cross‑functional teams and adopts a stakeholder map to maximise network use.
* Customer Focus – Understands customer perspectives, translates needs into bespoke solutions, manages expectations, asks challenging questions and delivers value propositions aligned to customer needs.
* Commerciality – Evaluates decisions in terms of growth and profitability, balances QinetiQ’s interests with customer loyalty, develops value‑based propositions and understands associated risks.
* Personal Impact – Communicates clearly, credibly and positively to different stakeholders; uses analogy, passion and clarity to persuade and drive conversation.
* Resilience – Adapts quickly, remains focused on key tasks, thrives in changing environments and delivers difficult messages constructively.
* Takes Ownership – Organises oneself and others to deliver for the customer; sets clear expectations and balances control with autonomy.
* Collaborates Across Boundaries – Drives effective working across organisational boundaries, involves relevant experts early, improves output through scrutiny and hands opportunities to colleagues.
Experience & Qualifications
1. Previous demonstrable Land Domain experience in a sales/business development role at a management level in a commercial environment.
2. Expertise in winning business, liaising with senior customers, structuring propositions and overseeing proposals and bids.
3. Comprehensive understanding of sales concepts and principles, technical disciplines and project delivery.
4. Experience leading a team of professionals.
5. Deep knowledge of sales competencies and tools, best practice and current thinking on effective and commercially sound 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 influencing at all levels.
8. Knowledge of sector challenges and change, and how they relate to QinetiQ.
9. Ability to use multiple sources of information to evaluate situations and drive the best possible outcome.
Benefits
* 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: Personal Accident Insurance, Travel Insurance, Restaurants, Cinema Tickets and more.
* Support for the Armed Forces community through the Armed Forces Covenant and Gold Award standard in the Defence Employer Recognition Scheme.
* Volunteering opportunities for charities and local community.
EEO Statement and Eligibility
We are committed to an inclusive recruitment process and welcome reasonable adjustments for candidates with disabilities or health conditions. All applicants must be eligible for SC clearance. National security vetting is required; applicants with appropriate clearance may transfer it upon appointment. Certain roles may have additional restrictions based on nationality or previous nationalities.
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