Senior Business Development Manager - Frameworks

Overview Job Title: Senior Business Development Manager - Frameworks

Location: Bristol, England, United Kingdom

Role Type: Permanent - Full Time

Role ID: 18212

Global Grade: GG14

Role Purpose

• Customer focused, with complete awareness of overall customer programme & priorities. Leverage service delivery, engineering capability development and programmes pan domain to build high value and longer term contracts using common methods in conjunction with business winning and other functions.
• 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 develop and build the frameworks position as an enabler for the wider business growth strategy and capability development.
• The person will collaborate, share and direct across customer, partner and internal stakeholders to ensure business objectives are met, supporting M&L and technical strategies and outcomes and across the wider QQ group to leverage best practice.
• Shape and grow c£120m p/a pipeline at 10%+ CAGR to maximise self-delivery and demonstrate value to the customer. This will include the support, development and coherence of teaming requirements.

Key Accountabilities

• Growing in-year and longer term order book, upselling of current contracts/offers, capability growth and opening up new markets.
• Optimise self-delivery in line with M&L strategic direction and margin growth aspirations through improved pipeline forecasting and strategy development with the Integrated Delivery Team Leaders.
• Increased customer intimacy to allow better influencing of longer term requirements and delivery of innovation with regular (physical or virtual) engagement, support to senior stakeholders and wider partnership communications.
• Leverage partner and provider network engagement to exploit new opportunities through a sound understanding of capabilities and aspirations and capacity to deliver.
• Drive other maritime domestic and international commercial offerings outside of UK framework contracts by working with the wider QinetiQ teams.
• The person will support the creation of various communities of interest to drive performance.
• Lead the generation of business, translating business opportunities into profitable and VFM solutions
• 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 strategy and build larger 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 group are competent and appropriately qualified to carry out their duties;
• 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

•Looks at a new policy and identifies opportunities to translate into an offer

•Draws clear linkages between issues and extracts key data relevant for the short and longer term

•Has a clear understanding of what to sell and where to sell it in international or adjacent markets

•Takes a longer term view of the pipeline and the market

•Draws upon information from a range of sources to arrive at conclusions

•Takes a creative approach, focusing on solutions that benefit the longer term

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

•Has the network to bring together a team quickly and get the best people from across the business to work on an opportunity

•Invests time and effort in continuing to build and maintain a wide range of industry contacts

•Leverages different contacts and relationships to connect key people

•Develops a stakeholder map and plan to maximise effective use of network

•Strikes up rapport quickly to have an open and frank conversation

•Sets a focus on ensuring relationships are built on trust and transparency

Customer Focus - Ensures they understand the customer's perspective and needs - both professionally and personally - focusing on what will deliver value to them.

•Translates customer needs into bespoke solution offerings aligned to capabilities

•Manages customer's expectations throughout the engagement process

•Asks the difficult questions challenging the customer's thinking whilst maintaining a tactful approach

•Creates a value proposition that is aligned to customer needs and meets business goals

•Manages expectations - signposts to customer that any bad news may be on the way

•Checks in at regular intervals with customers along the way throughout opportunity

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

•Advises on commercial decisions, evaluating pros and cons of proposed course of action

•Finds a balance between QinetiQ's interests and customer loyalties or bonds

•Has a clear understanding of QinetiQ's competitive strengths and weaknesses

•Develops value-based propositions - doesn't use a cost plus model for everything

•Understands the risks associated with the proposed course of action

•Considers consequences and whether a quick win is the right thing for the longer-term

Personal Impact - Adapts their approach to communicate clearly, credibly and positively when engaging different stakeholders, focusing on earning trust and getting buy-in

•Deliberately uses effective and positive non-verbal behaviours to make their case and message all the more compelling

•Makes the subject under discussion important to others through exuding passion and conviction

•Uses analogy to help people grasp complexity

•Enthuses others through own energy and positivity; talks with energy and passion

•Takes complex ideas and puts them succinctly and clearly

•Reflects back and clarifies to show understanding and drive conversation forward effectively

Resilience - Maintains a positive and 'can do' approach in difficult situations and over a long period of time; delivers difficult messages constructively when required

•Does not rely on existing and tested methods but is open and adapts fast to new approaches

•Retains focus on key tasks at hand and does not get distracted by occurring pressures, driving things forward

•Thrives in changing and demanding environments, finding ways to overcome difficulties

•Has a calm demeanour and retains composure in emotive situations and when working through change

•Relishes ambiguity and a clean sheet - rather than just coping

•Is willing to take the lead and deliver difficult messages in a calm and focused way

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

•Guides a proposal through the system by keeping in touch with the customer through the process

•Doesn't get bogged down in detail, understands the need to focus on wider issues

•Prioritises time effectively in the face of competing demands

•Retains sense of responsibility for progress of a bid through the QinetiQ system and sets clear expectations for those involved

•Exercises authority on behalf of QinetiQ

•Strikes the right balance between control and influence: sets clear expectations while allowing autonomy

Collaborates Across Boundaries - Drives and facilitates effective working across organisational boundaries to achieve mutually beneficial outcomes

•Involves functional experts early in order to arrive at right solution and encourage engagement

•Demonstrates flexibility and willingness to change assumptions/views when being challenged by others

•Plans interactions and meetings carefully; sets the agenda, structure and topics around mutually beneficial outcomes

•Takes a collaborative approach even when structures and rewards may not reward it immediately

•Improves quality of output by subjecting it to scrutiny from appropriate colleagues

•Identifies and then passes opportunities to colleagues and sets them up for success

Experience & Qualifications The role requires a deep customer organisational knowledge and technical understanding able to manage this complex, challenging and rewarding role.
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