Business Development Manager - Products

Business Development Manager - Products

QinetiQ is seeking a motivated Business Development Manager to identify, qualify, and win new business opportunities across its hardware product portfolio. This role focuses on defence, export, and dual-use markets, with a specific emphasis on Positioning, Navigation, and Timing (PNT) products like the Q40 GNSS receiver, as well as other QinetiQ hardware offerings for international markets.

As a "hunter", you will proactively prospect for new business, originate opportunities, and build a strong pipeline weighted towards new business acquisition. You will be responsible for bringing multiple products to market within assigned regions and maintaining accurate sales forecasts in the company's CRM system. This role involves developing competitive strategies, leveraging your network of customer and partner contacts to engage early, understand requirements, and effectively communicate the value and differentiation of QinetiQ's solutions.

You will collaborate closely with Capture, Engineering, and Programmes colleagues within the Business Development team and across QinetiQ to advance opportunities through the entire business-winning process, from initial shaping to securing orders.

Key Accountabilities:

• New Business and Pipeline: Identify, qualify, and progress new opportunities across the product portfolio and assigned regions. Own and maintain an accurate pipeline weighted towards new business, including realistic dates and probability of win (pWin) in the CRM.
• Customer Engagement: Build and maintain strong relationships across the customer's sphere of influence, including user and requirements communities, MOD and DE&S, and OEMs/primes. Act as the voice of the customer in internal discussions.
• Export and International: Develop international business through various sales channels, collaborating with the reseller network and wider business to identify and shape opportunities early, ensuring compliance with export control requirements.
• Competitive Positioning: Develop and apply competitive strategies and Price-to-Win analysis to enhance the probability of winning and provide clear, evidence-based insights into win requirements.
• Forecasting and Governance: Provide timely and accurate order forecasts, adhere to gate and Decision Point discipline, and progress pursuits through QinetiQ's business-winning process.
• Team Contribution: Support the Business Development function's cohesion, standards, and behaviours. Share market intelligence and collaborate across QinetiQ to convert opportunities into orders.

Key Capabilities/Knowledge:

• Strong defence and security market knowledge (UK and international customers, primes, partners, acquisition routes, export markets, dual-use applications).
• A "hunter's" instinct for new business, with the drive to identify, shape, qualify, and win profitable opportunities.
• Clear understanding of assigned regions and accounts, including customer priorities, budgeting cycles, procurement approaches, competitor landscape, and routes to market.
• Strong relationship-building skills across the customer sphere of influence, with an established network in defence, export, prime contractor, and partner communities.
• Customer-focused approach with the ability to understand user needs, influence requirements early, test propositions, and align QinetiQ capabilities to operational value.
• Sound commercial judgement, including understanding direct customer routes, prime/partner-led routes, government-to-government opportunities, export licensing, and protecting commercial interests.
• Rigorous opportunity qualification and competitive analysis, including Price-to-Win, value proposition development, competitor positioning, and an honest assessment of pWin.
• Disciplined pipeline and CRM management, maintaining accurate and realistic opportunity data in C4C.
• Confident representation of a technical product portfolio to non-technical customers, translating complex capabilities into clear operational, commercial, and strategic value.
• Excellent written, verbal, and presentation skills for producing staff work, customer-facing material, and senior stakeholder briefings.
• Effective cross-functional working with Capture, Engineering, Product, Marketing, Government Relations, Commercial, and delivery teams.
• Courage of conviction, with the ability to challenge constructively, raise risks early, and be heard when QinetiQ's chance to win is affected.
• Resilience, pace, and ownership, maintaining momentum under ambiguity or time pressure and driving pursuits to order.

Experience & Qualifications:

• Degree (or equivalent demonstrable experience).
• Proven experience of business development, sales, or capture in defence, national security, or a closely related market.
• Track record of identifying, qualifying, and winning new business, with evidence of building and converting a pipeline.
• Experience of international and export business development, with an established network of relevant contacts.
• Desirable: Experience in PNT, navigation, sensors, C4ISR, or a similar hardware product portfolio.
• Desirable: Experience with SAP Cloud for Customer (C4C), Microsoft Dynamics, or a similar CRM.
• Desirable: Knowledge of MOD, DE&S, NATO, and priority international defence markets and their acquisition routes.
• Desirable: Experience of reseller or partner management in export markets.

Security Clearance: SC clearance is required for this role (held or eligible to obtain). Developed Vetting (DV) is a bonus.

Location: Malvern, Farnborough, or London.

Role Type: Permanent – Full Time.