Senior Business Development Manager

Senior Business Development Manager

An exciting opportunity has arisen to join the Weapons & Munitions Business Development team. This permanent, full-time role offers compressed working patterns and is based in Bristol, with an average site attendance of 3 days per week.

Role Purpose:

As a dynamic, agile, and pro-active individual, you will take ownership of the sales pipeline. You will lead the development and implementation of clear capture strategies against deadlines to innovate and transform the order intake portfolio and build new business. Leading by example, you will uphold the values of teamwork, loyalty, and integrity to collaborate and drive continual improvement in both sales and wider team performance. Your ability to articulate customer issues at the highest level and deliver solutions as part of an enduring strategy, exploiting our competitive advantage, will be key.

Key Accountabilities:

• Develop and drive an annual order intake of c£15M+ and collaborate with business units across a 3-5 year timeline to deliver year-on-year sustainable growth.
• Actively 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 5-year business plan.
• Use the forward pipeline of opportunities to forecast the internal pan function resources needed to develop and win opportunities.
• Utilise sales management and internal forecasting tools to predict future revenue and resource requirements.
• Identify new opportunities where growth aspirations may drive investment in capability and or capacity.
• Using a Delegation of Authority value, remain compliant with internal Governance & Assurance reviews to ensure the wider business is appraised of the risk versus reward attached to new opportunities.
• Customer Focus – during internal reviews to represent the customer’s perspective and needs - both professionally and personally - focusing on what will deliver value to their organisation.

Key Capabilities/Knowledge:

• Minimum of 5 years demonstrable experience in the weapons and munitions domain.
• Proficiency in a second European language would be a distinct advantage.
• Broad Thinking: Thinks broadly and creatively about the industry and customer landscape, effectively shaping and influencing requirements and identifying longer-term opportunities that fit with QinetiQ’s core capabilities.
• Well-read in Government policy and the outcomes of defence industrial policy to provide timely market intelligence that contributes to assessing addressable and obtainable markets.
• 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. Is situationally aware and able to leverage relationships when needed to meet an outcome. Conversant with techniques such as the speed of trust.
• 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.
• Resilience: Maintains a positive and ‘can do’ approach in difficult situations and over a long period of time; delivers difficult messages constructively when required.
• Commerciality: Evaluates issues and situations in terms of what will optimise growth and sustainable profitability for QinetiQ over the medium and long-term, taking into account the options on route to market.
• Personal Impact: Adapts their approach, both in personal and virtual settings, to communicate clearly, credibly and positively when engaging different stakeholders, focusing on earning trust and getting buy-in.

Experience & Qualifications:

• Minimum of 5 years demonstrable experience in the weapons and munitions domain.
• Proficiency in a European language would be a distinct advantage.
• Demonstrable 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 technical disciplines inside Weapons and Munitions including 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 up to C-level.

Many roles in QinetiQ are subject to national security vetting. Applicants who already hold the appropriate level of vetting may be able to transfer it upon appointment. Please note that all applicants for this role must be eligible for SC clearance, as a minimum.