Senior Business Development Manager in Bristol

Location: Bristol, England, United Kingdom

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 and build new business. Lead by example, uphold values of teamwork, loyalty and integrity, collaborate and drive continual improvement in sales and wider team performance. Convey customer issues clearly at the highest level, delivering solutions that exploit our competitive advantage. Use tools such as Shipley, PESTEL, SWOT/TOWS to support IRAD/business cases and achieve sales close to budget. Previous demonstrable experience in the land domain is a distinct advantage.

Key Accountabilities:

• Lead the generation of business, translating opportunities into profitable and VFM solutions.
• Own delivery of orders, margin, and cash/mobilisation targets.
• Forecast orders and associated revenue accurately.
• Network with customers and partners to support sales target and future growth.
• Collaborate internally to define sales strategy and build larger opportunities.
• Ensure bids are timely, competitively priced, and risks mitigated.
• Ensure technical, financial, and commercial aspects of bid proposals are robust.
• Maintain competent and qualified staff within the group.
• Manage day‑to‑day operations of the Land BD area.
• Communicate with stakeholders and align resources to customer requirements.
• Ensure compliance with legal and QinetiQ processes, with auditable visibility.

Key Capabilities / Knowledge:

• Broad Thinking – think broadly and creatively about the industry and customer landscape, considering wider factors and long‑term opportunities.
• Identify opportunities from new policy and translate into offers.
• Draw clear linkages between issues and extract key data.
• Understand what to sell and where to sell it internationally.
• Take a longer‑term view of pipeline and market.
• Use information from multiple sources to derive conclusions.
• Approach solutions creatively for long‑term benefit.

• Relationship Building – actively build and maintain trusting relationships with a wide network.
• Build a team quickly and bring in the best people.
• Invest time in building industry contacts.
• Leverage contacts to connect key stakeholders.
• Develop stakeholder map and plan to maximise network use.
• Build rapport quickly with open conversation.
• Build relationships on trust and transparency.

• Customer Focus – understand customer’s perspective and needs.
• Translate needs into bespoke solution offerings.
• Manage customer expectations throughout engagement.
• Ask challenging questions while maintaining tactful approach.
• Create value proposition aligned to customer needs.
• Sign‑post potential setbacks.
• Check in regularly with customers.

• Commerciality – evaluate scenarios for growth and profitability.
• Advise on commercial decisions, weighing pros and cons.
• Balance QinetiQ interests with customer loyalties.
• Understand competitive strengths and weaknesses.
• Develop value‑based propositions.
• Assess risks associated with proposed actions.
• Consider consequences, quick wins vs long‑term.

• Personal Impact – clear, credible, positive communication.
• Use effective non‑verbal behaviours to persuade.
• Make discussions important to stakeholders.
• Use analogy to simplify complexity.
• Show enthusiasm and positivity.
• Present ideas concisely.
• Clarify understanding to drive conversation.

• Resilience – maintain can‑do attitude in challenging situations.
• Adapt quickly to new approaches.
• Focus on key tasks, avoid distractions.
• Thrive in changing environments.
• Stay composed in emotive situations.
• Embrace ambiguity and fresh starts.
• Deliver difficult messages calmly.

• Takes Ownership – coordinate and deliver for customer and QinetiQ.
• Guide proposals and keep customer updated.
• Prioritise time amid competing demands.
• Ensure bid progress and set expectations.
• Exercise authority on behalf of QinetiQ.
• Balance control and influence, allowing autonomy.

Experience & Qualifications:

• Land Domain sales/business development experience at a management level.
• Expertise in winning business, client engagement, structuring propositions, overseeing proposals and bids.
• Understanding of sales concepts, technological disciplines, and project delivery.
• Leadership of a professional team.
• Knowledge of sales tools and current best practice.
• Strong relationship management at senior level.
• Coaching, facilitation and consultancy skills with influence at all levels.
• Familiarity with sector changes and how they relate to QinetiQ.
• Ability to evaluate situations using multiple information sources to drive best outcomes.

Why Join QinetiQ? We are growing into new markets worldwide, and this is the most exciting time to join. We foster innovation and provide courage to tackle complex challenges. Across diverse teams, you will experience collaboration, creativity, and inclusivity, building your full potential.

Benefits & Perks:

• Matched contribution pension scheme, with life assurance.
• Competitive holiday allowance with option to purchase additional days.
• Health Cash Plan, Private Medical Insurance and Dental Insurance.
• Employee discount portal – personal accident, travel, restaurants, cinema tickets, etc.
• Support for Armed Forces community and Gold Award standard in the Defence Employer Recognition Scheme.
• Volunteering opportunities.

Recruitment Process: Our inclusive recruitment process supports candidates of all backgrounds. We provide reasonable adjustments for disabilities or health conditions. All applicants must be eligible for SC clearance as a minimum. Qualified candidates are invited to complete assessments for national security vetting. Vetting and other restrictions may apply.