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:
7. Lead the generation of business, translating business opportunities into profitable and VFM solutions
8. Own the delivery of the orders, ‘as bid’ margin and cash/mobilisation targets associated with the business area
9. Accurately forecast orders and the associated revenue
10. Provide timely market intelligence
11. 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
12. Work internally with others in the rest of QinetiQ to define the sales strategy and build larger sales opportunities
13. Ensure bids released are timely, have been competitively priced and all risks to delivery are thoroughly understood and mitigated with all relevant stakeholders satisfied
14. Ensure that the appropriate assurance of bid proposals (technical, financial, business & commercial) is undertaken
15. Ensure that staff members within group are competent and appropriately qualified to carry out their duties
16. Ensure that the day-to-day operation of the Land BD area is properly and tightly managed
17. Ensure effective communication with stakeholders to ensure resources and facilities are aligned to customer requirements
18. 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
19. Looks at a new policy and identifies opportunities to translate into an offer
20. Draws clear linkages between issues and extracts key data relevant for the short and longer term
21. Has a clear understanding of what to sell and where to sell it in international or adjacent markets
22. Takes a longer term view of the pipeline and the market
23. Draws upon information from a range of sources to arrive at conclusions
24. 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.
25. Has the network to bring together a team quickly and get the best people from across the business to work on an opportunity
26. Invests time and effort in continuing to build and maintain a wide range of industry contacts
27. Leverages different contacts and relationships to connect key people
28. Develops a stakeholder map and plan to maximise effective use of network
29. Strikes up rapport quickly to have an open and frank conversation
30. 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
31. Translates customer needs into bespoke solution offerings aligned to capabilities
32. Manages customer’s expectations throughout the engagement process
33. Asks the difficult questions challenging the customer’s thinking whilst maintaining a tactful approach
34. Creates a value proposition that is aligned to customer needs and meets business goals
35. Manages expectations – signposts to customer that any bad news may be on the way
36. 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
37. Advises on commercial decisions, evaluating pros and cons of proposed course of action
38. Finds a balance between QinetiQ’s interests and customer loyalties or bonds
39. Has a clear understanding of QinetiQ’s competitive strengths and weaknesses
40. Develops value-based propositions
41. Understands the risks associated with the proposed course of action
42. Considers consequences and whether a quick win is the right thing for the longer-term
Personal Impact - Adapts their approach to communicate clearly, credibly and positively when engaging different stakeholders, focusing on earning trust and getting buy-in
43. Deliberately uses effective and positive non-verbal behaviours to make their case and message all the more compelling
44. Makes the subject under discussion important to others through exuding passion and conviction
45. Uses analogy to help people grasp complexity
46. Enthuses others through own energy and positivity; talks with energy and passion
47. Takes complex ideas and puts them succinctly and clearly
48. Reflects back and clarifies to show understanding and drive conversation forward effectively
Resilience - Maintains a positive and ‘can do’ approach in difficult situations and over a long period of time; delivers difficult messages constructively when required
49. Does not rely on existing and tested methods but is open and adapts fast to new approaches
50. Retains focus on key tasks at hand and does not get distracted by occurring pressures, driving things forward
51. Thrives in changing and demanding environments, finding ways to overcome difficulties
52. Has a calm demeanour and retains composure in emotive situations and when working through change
53. Relishes ambiguity and a clean sheet – rather than just coping
54. Is willing to take the lead and deliver difficult messages in a calm and focused way
Takes Ownership - Takes accountability for organising themselves and others to deliver for the customer and QinetiQ; consistently takes the initiative and ownership to drive outcomes
55. Guides a proposal through the system by keeping in touch with the customer through the process
56. Doesn’t get bogged down in detail, understands the need to focus on wider issues
57. Prioritises time effectively in the face of competing demands
58. Retains sense of responsibility for progress of a bid through the QinetiQ system and sets clear expectations for those involved
59. Exercises authority on behalf of QinetiQ
60. Strikes the right balance between control and influence: sets clear expectations while allowing autonomy
Collaborates Across Boundaries - Drives and facilitates effective working across organisational boundaries to achieve mutually beneficial outcomes
61. Involves functional experts early in order to arrive at right solution and encourage engagement
62. Demonstrates flexibility and willingness to change assumptions/views when being challenged by others
63. Plans interactions and meetings carefully; sets the agenda, structure and topics around mutually beneficial outcomes
64. Takes a collaborative approach even when structures and rewards may not reward it immediately
65. Improves quality of output by subjecting it to scrutiny from appropriate colleagues
66. Identifies and then passes opportunities to colleagues and sets them up for success
Experience & Qualifications:
67. Previous demonstrable experience in a sales/business development role at a management level in a commercial environment
68. 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
69. Comprehensive understanding of concepts and principles within sales and an understanding of the technological disciplines and project delivery
70. Experience of leading a team of professionals
71. Thorough understanding of sales competencies and tools, best practice and current thinking regarding effective and commercially sound sales strategies
72. Highly skilled at managing relationships and conflicting priorities at a senior level
73. Strong coaching, facilitation and consultancy skills with a proven track record of being able to influence at all levels
74. Knowledge of challenges and changes in the sector and how they may relate to QQ
75. 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.
Our Benefits
76. Matched contribution pension scheme, with life assurance
77. Competitive holiday allowance, with the option to purchase additional days
78. Options to join Health Cash Plan, Private Medical Insurance and Dental Insurance
79. Employee discount portal: Personal Accident Insurance, Travel Insurance, Restaurants, Cinema Tickets and much more
80. 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
81. 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.