Title:  Business Development Manager

Why join QinetiQ?

As we continue to grow into new markets around the world, there’s never been a more exciting time to join QinetiQ. The formula for success is our appetite for innovation and having the courage to take on a wide variety of complex challenges.

Our competitive employee offering framework supports the purpose, values, and behaviours that we take pride in. This framework includes rewarding for performance, safety & wellbeing, learning & development, responsibility & sustainability, adaptability & flexibility, and diversity & inclusion. Our people are critical to our success, so it is vital that we create a workplace that is inclusive; where our differences are not only embraced but make us stronger. Read more about our diverse and inclusive workplace culture here Diversity & Inclusion.

As part of the QinetiQ team, you play a critical role in what makes our company a great place to work. So, it is important that working with us is inspiring, that you have the opportunity to realize your full potential and feel recognized for your contribution. You’ll receive a highly competitive salary and benefits package: our basic salaries are very attractive as we constantly review what’s happening in the market. The range of employee offerings that we provide begin with a competitive benefits package, extended health spending account, an additional health and wellness spending account, TFSA/RRSP matching, a personal development fund, an employee referral program, annual salary review, a flexible hybrid working environment and much more. Read more about our employee offerings here Benefits. 

About QinetiQ
 

We offer our customers world-class expertise in advice, services (particularly test and evaluation) and innovative technology-based products. We deploy our scientific and technological knowledge, proven research capabilities and unique, purpose-built facilities to provide both services and products that meet the needs of a wide range of global customers. We operate primarily in the defence, security, and critical national infrastructure markets.

QinetiQ is a company of over 6,000 people dedicated to being on the side of their customers. They are pragmatic and hugely experienced, looking always for enterprising, agile ways to create real benefit and added value. They are also natural collaborators, adept at making vital connections through forging industry partnerships and harnessing the best talents within the supply chain. It is these qualities, demonstrated every day by our employees, that mean QinetiQ can be trusted as a partner to enable, assure, and protect our customers' interests.
 

QinetiQ manages and operates extensive testing and evaluation capabilities for air, land, sea, and target systems. We collaborate closely and responsively to give defence departments, industry customers and academia a competitive edge through the safe and secure conduct of operational and tactical training exercises that combine both real world and simulated events.

QinetiQ Target Systems (QTS) is a world-leading provider of uncrewed air, land and surface vehicle targets for live-fire training and weapon system test and evaluation. They design and develop threat-representative targets and special mission platforms at their manufacturing facilities in Ashford, Kent, UK and Medicine Hat, Alberta, Canada, and they support these platforms with a field service capability honed for decades on military ranges worldwide.  They have manufactured over 10,000 targets, in service in more than 40 countries, including 15 NATO customers.

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

Key Accountabilities: 

• Identify, qualify, develop and capture QTS business opportunities in identified countries and markets as directed by the QTS BD Director
• Maximize 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)
• Works collaboratively with wider QinetiQ Group and BD/programme teams to support and manage cross-sales team initiatives
• Leading and winning major business – changing deals
• To manage internal and external stakeholders
• To demonstrate Selling for Growth in all opportunities and activities
• To influence decisions through sound advice and judgement
• Accurate forecasting and delivery of Sales target
• Support development of the QTS and Regional Strategy and input to the ISBP/Sales & Orders process
• Ability to manage multiple opportunities across various regions and balancing priorities effectively
• Support other business delivery units within QTS as directed by BD Director

Key Capabilities/Knowledge:

• Excellent understanding of and ability to apply sales concepts, tools and principles
• Familiar with the global market for test and evaluation solutions, and specifically aerial and surface remotely operated targets
• At least 2 years demonstrated success in defence business development with global experience
• Highly developed ability to effectively negotiate at a senior level both internally and externally
• Appreciation of QTS capabilities, skills and products
• Highly skilled at managing relationships and conflicting priorities
• Strong communication and interpersonal skills with a proven track record of being able to influence at senior levels
• Excellent knowledge of industry and associated regional politics
• Good knowledge of other functional disciplines related to selling (E.G commercial/finance/project management

Experience & Qualifications:

• An exemplary role model, demonstrating inspirational and motivational leadership for the entire business
• A positive, enthusiastic and compelling representative of QTS to clients, external contacts, suppliers and stakeholders
• An open and honest communicator, including both challenging and building on others’ input
• Known for delivery of commitments/results/management of expectations
• A team player – yet explicitly accountable for business in a country/region
• The ability to interact – including influencing, negotiating and assisting in closing complex, value-adding engagements – with senior people in client and partner organisations
• Energy and drive to lead, implement and impact upon programmes with an unswerving determination to overcome obstacles
• Credibility at Senior levels
• Politically, culturally and organisationally aware
• Demonstrates: Collaboration, Integrity and Performance in all that they do.
• Completed a Proposition Negotiation course
• Completed Selling for Growth or equivalent
• Colloquial language preferable for country/region of deployment