Senior Business Development Manager in Farnborough

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: Own an annual order intake of c£15M+ and collaborate with business units across a 3-5 year timeline to deliver growth. 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. 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. 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. 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. 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 the 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.
• Relationship Building: Actively seeks to build and maintain trusting relationships with a wide network of relevant people in the industry, customer and QinetiQ, leveraging these relationships appropriately.
• Customer Focus: Ensures they understand the customer’s perspective and needs - both professionally and personally - focusing on what will deliver value to them.
• 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.
• Personal Impact: Adapts their approach to communicate clearly, credibly and positively when engaging different stakeholders, focusing on earning trust and getting buy-in.
• Resilience: Maintains a positive and ‘can do’ approach in difficult situations and over a long period of time; delivers difficult messages constructively when required.
• 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.
• Collaborates Across Boundaries: Drives and facilitates effective working across organisational boundaries to achieve mutually beneficial outcomes.

Experience & Qualifications:

• Previous demonstrable Land Domain experience in a sales/business development role at a management level in a commercial environment.
• 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.
• Comprehensive understanding of concepts and principles within sales and an understanding of the technological disciplines and project delivery.
• Experience of leading a team of professionals.
• Thorough understanding of sales competencies and tools, best practice and current thinking regarding effective and commercially sound sales strategies.
• Highly skilled at managing relationships and conflicting priorities at a senior level.
• Strong coaching, facilitation and consultancy skills with a proven track record of being able to influence at all levels.
• Knowledge of challenges and changes in the sector and how they may relate to QinetiQ.
• Ability to 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.

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 valued, 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.