Senior Business Development Manager in Amesbury

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. 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.
• 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 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: Think 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: Has the network to bring together a team quickly and get the best people from across the business to work on an opportunity.
• Customer Focus: Translates customer needs into bespoke solution offerings aligned to capabilities.
• Commerciality: Advises on commercial decisions, evaluating pros and cons of proposed course of action.
• Personal Impact: Deliberately uses effective and positive non-verbal behaviours to make their case and message all the more compelling.
• Resilience: Does not rely on existing and tested methods but is open and adapts fast to new approaches.
• Takes Ownership: Guides a proposal through the system by keeping in touch with the customer through the process.
• Collaborates Across Boundaries: Involves functional experts early in order to arrive at the right solution and encourage engagement.

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.

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. 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.