Business Development Manager

QinetiQ Limited; Ashford; On-site; GBP 65,000 - 90,000; Full time

Benefits offered by this job

Hybrid working

Competitive salary

Pension contributions

Private medical insurance

Dental insurance

Health cash plans

Job summary

QinetiQ Target Systems (QTS) is recruiting a Business Development Manager to join our growing BD Team. QTS designs unmanned aerial and surface target systems and provides full services in over 15 countries.

Reporting to Head of Business Development, you will identify opportunities, build client relationships, and drive a 3–5 year order intake plan across multiple regions. A minimum of 2 years' defence BD experience and strong stakeholder influence are essential.

Qualifications

• You will have at least 2 years demonstrated success in defence business development with global experience.
• Strong communicator with excellent interpersonal skills and ability to influence senior stakeholders.
• Familiar with global test and evaluation markets, aerial/remote targets, and bid capture processes.

Responsibilities

• Develop and win new QTS business in identified countries and markets.
• Lead the 3–5 year Order Intake Scenario and forecast sales.
• Identify opportunities, qualify, develop and capture QTS business.
• Own the bid lifecycle, respond to tender forms, and forecast sales.

Skills

Strong communication

Interpersonal skills

Influence at senior levels

Bid/pursuit experience

Strategic BD

Stakeholder management

Job description

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Location: Any QinetiQ site – travel to Ashford will be required as will international travel

Company: QinetiQ Target Systems

Hours: 37 hour per week

About the role

We are currently recruiting for a Business Development Manager to join QinetiQ Target Systems (QTS) within our Business Development Team. QTS is a wholly owned subsidiary of QinetiQ Group PLC, specialising in the design and manufacture of a range of state-of-the-art Unmanned Aerial and Surface Target systems, including the world-leading Banshee target.

QTS targets are used to enable realistic weapons test and evaluation and operator training in over 40 countries worldwide, with QTS providing a complete managed service in over 15 of these countries.

What will I be doing?

Reporting to the Head of Business Development, you will have responsibility to develop and win new QTS business in identified countries and markets as directed by the QTS Head of Business Development. The role is responsible for developing and delivering a 3 – 5 Year Order Intake Scenario.

Duties will include:

Business Development

• Work directly with clients to identify operational challenges and tailor technical solutions at a high level
• Identify, qualify, develop and capture QTS business opportunities in identified countries and markets as directed by the QTS Head of BD
• Maximise deliverability and profitability of sales within business unit for a major client or group of clients.
• Accountable for personal sales progression of the portfolio of QTS opportunities (typically including >£3M deals) into client(s)
• To demonstrate Selling for Growth in all opportunities and activities
• Ability to manage multiple opportunities across various regions and balancing priorities effectively
• Support other business delivery units within QTS as directed by the Head of BD

Communication

• Generate and deliver high-level presentations to illustrate how a product or capability meets a client’s unique needs
• Works collaboratively with wider QinetiQ Group and BD / programme teams to support and manage cross-sales team initiatives
• To manage internal and external stakeholders
• To influence decisions through sound advice and judgement

Process

• Ownership of the business development and bid lifecycle
• Analysis of tender documentation and responding to various tender forms
• Accurate forecasting and delivery of Sales target
• Support development of the QTS and Regional Strategy and input to the ISBP / Sales & Orders process

What do I need?

You will have at least 2 years demonstrated success in defence business development with global experience and excellent knowledge of industry and associated regional politics.

You’ll be a strong communicator with excellent interpersonal skills and a proven track record of being able to influence at senior levels.

We also ask that you:

• are familiar with the global market for test and evaluation solutions, and specifically aerial and surface remotely operated targets
• have experience in threat representation and weapon system market orientation, an understanding of customer needs, competitor behaviour, and broader industry trends
• have an excellent understanding of and ability to apply sales concepts, tools and principles
• have good knowledge of other functional disciplines related to selling (E.G commercial / finance / project management)
• are highly skilled at managing relationships and conflicting priorities
• are politically, culturally and organisationally aware
• have the ability to interact – including influencing, negotiating and assisting in closing complex, value-adding engagements – with senior people in client and partner organisations
• are a positive, enthusiastic, and compelling representative of QTS to clients, external contacts, suppliers and stakeholders
• have experience in capture management and bid pursuit including writing compelling bids and responses
• have the ability to work under pressure to meet strict, non-negotiable submission deadlines

Please note that all applicants must be eligible for SC clearance as a minimum.

Joining QinetiQ offers you an opportunity to work on a broad range of exciting defence-based projects, with vast career progression across a global organisation, in addition to competitive personal and professional benefits.

You’ll receive a competitive salary and benefits package: our basic salaries are very attractive, as we constantly review what’s happening in the market.

The range of benefits we offer include adaptive and flexible / hybrid working, ample holiday entitlements, generous employer pension contributions, enhanced Maternity and Paternity Pay, and the ability to purchase discounted Health Cash Plans, Private Medical Insurance, and Dental Insurance, plus much more.