Senior Business Development Manager

Job Title Senior Business Development Manager

Location Bristol, England, United Kingdom (UK Sites: Farnborough, Boscombe Down, Bristol, Portsmouth)

Role Type Permanent - Full Time. Compressed working patterns available.

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.
• Convincing, clear and concise, the sales lead will clearly articulate the customer's issues at the highest level and 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, 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 that 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 - 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 maintain 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 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.

• Advise 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.
• 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 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

• Previous 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 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.
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