Director of Capture & Bidding UK Intelligence

QinetiQ is recruiting for a Director of Capture & Bidding to join a team of focused and successful professional Capture Managers, Bid Managers and Bid Writers working in our Intelligence Domain.

The types of captures that you will work on will be complex and very varied. You will play a pivotal role in helping secure new business to support QinetiQ’s growth agenda, putting the strategy in place and guiding a team of up to 20 people.

You will ensure QinetiQ engage effectively with our customers to build their confidence, develop our understanding of their needs and drive a winning strategy so that the customers recognise the value of our offer and differentiation.

QinetiQ operate an adaptive working policy which gives you flexibility and a mix of home/office working.

Your base site can be one of the following locations:

Farnborough, Amesbury, Malvern, Bristol or Portsmouth.

Role Purpose

1.    Strategic leadership of large and strategically important Captures within the Intelligence Sector, leading on the delivery of resonating  and compelling tender submissions that achieve PWIN improvement on scale binary deals (>£100m) to drive step change in growth. 
2.    Ensure that all Captures and resulting bid submissions include development of a well understood and costed delivery plan along with an understood commercial position. Consequently, all proposals strike the optimal balance of being compelling from a client perspective but also carry an acceptable level of risk and margin to QinetiQ.
3.    Lead Integrated and Multi-Discipline Capture Teams pulled from across the Intelligence Sector to ensure that opportunities are supported by a compelling and winning capture plan and are being executed accordingly.
4.    Leadership the bid management team to ensure that opportunities are resourced effectively and that optimal bid plans are in place and being executed effectively. Optimise the utilisation of capture and bid resources and their cost efficiency.
5.    Collaborate with the Intelligence Sector BD Operations Manager in forward planning and resource management to deliver efficient and effective execution of pipeline opportunities.
6.    Engage proactively and effectively with the wider business (Global Campaigns/Defence Sector) to ensure coordination and optimal execution of cross Sector opportunities.
7.    Engage proactively with Group Business Winning Excellence to ensure best practice is consistently adopted within the Intelligence Sector, and that potential areas of improvement in processes and procedures are fed back to Group. Likewise, ensure adherence to Group business winning policies and procedures.
8.    Coolaborate with the Sector BD leads to engage effectively with customers to build their confidence in QinetiQ, develop our understanding of their needs and work with them so they can see the value of our offer and differentiation from other suppliers – ‘USP’
9.    Leadthe BD Operations and Resource Management team, with leadership responsibility for disciplined budget management, resource planning, order intake reporting and best practice across the relevant tools (C4C and Power BI etc). In this capacity the candidate will also be expected to assign staff to requisite BD Organisation input to support the monthly UK Defence Sector and QinetiQ Group reporting cadence. 
10.    Deputise for UKI BDD as required in the strategic direction and operational running of the Sector BD team and in engagement with external parties as required

Key Accountabilities

1.    Leadership: provide direct and “hands on” leadership to the Capture Leads and Bid Team within the Intelligence Sector to deliver PWIN improvement and high win rates for complex, competed and transformational opportunities (>£100m). Ensure that the team is appropriately trained in Company Best practice and that it follows this routinely in the execution of all Captures within the Sector. Engage with Sector MDs to ensure that the Capture philosophy is embraced and executed correctly on all Captures within their area of responsibility.
2.    Capture: ensure that approved Capture plans are in place and are being executed for all major opportunities being executed within the Intelligence Sector. Ensure that best practice is applied at all times in the execution of these captures through “hands on” leadership of all major Captures.
3.    Bid Management: ensure that Capture Plans are faithfully enacted through the bid management team. Continually revalidate that all bids are developed to give QinetiQ the best chance of success against the customer requirement and competitive terrain. Ensure that that internal governance is followed from inception to submission. 
4.    Forward planning resourcing: Proactively engage with the Intelligence Sector BDD and Operations Lead to ensure that there is a clear forward view of the pipeline and resourcing requirements. Ensure that opportunities can be resourced correctly from a Capture/Bid Management perspective and that requirements for technical resource from the business are known and understood.  
5.    Wider engagement: Proactively engage with the Campaigns and Defence Sectors to ensure areas of cross collaboration are known and understood. Maintain visibility of cross collaboration execution plan to ensure that this is known and understood within the Intelligence Sector and that it is being followed correctly. 
6.    Best Practice: Proactively engage with Group Business Winning Excellence to ensure that activities within the Sector follow accepted best practice and that the team is trained in accordance with Company requirements/schedules. Feedback to Group Business Winning Excellence any LFE and identified areas of potential improvements/refinements in best practice or training based upon experience within the Sector of Capture execution.
7.    Deputy to BDD: as required deputise for the BDD to support operational running of the Intelligence Sector BD team, represent BDD at external/internal meetings as required. . 

Key Competencies

1.    Capture Success: Hands on leadership experience in the development, negotiation and closure of strategically important contracts in competitive environments (as a minimum that are greater than £50M in value).
2.    Outturn performance: Proven track record in development of achievement of high win rate for scale contracts (>£50m) which deliver against a clear and costed plan, understood risk profile and known commercial position.
3.    Execution of Win Strategy: Track record of win strategy development and the execution of associated capture plans in complex, competitive environment; to underpin a high win percentage.
4.    Leadership: Proven ability to lead teams of senior professionals that span business and functional boundaries.
5.    Domain Relevance: Relevant experience of winning business with customers and industrial partners in a demonstrably similar environment.
6.    Deep customer domain knowledge and relationships, ability to provide thought leadership to customers in complex domains and develop compelling QinetiQ propositions to meet deliver on this thought leadership.

Experience & Qualifications

1.    Proven track record in hands on execution of major captures (>£50m) in a competitive terrain, preferably with formal training in recognised best practice.
2.    Proven track record in cradle to grave execution of win strategies, implementing Capture through effective bid management and direction.
3.    Over 10 years’ experience working in Defence and Secure Government environment with particular focus on Cyber and Intelligence markets within those environments
4.    Established network with the Defence and Secure Government markets with strong reputation built upon consistent delivery.
5.    DV clearance to allow unfettled access to core clients and access to operational requirements and procurement strategies.

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.

You’ll experience a unique working environment where teams from different backgrounds, disciplines and experience enjoy collaborating widely and openly as we undertake this exciting and rewarding journey. Through effective teamwork, and pulling together, you’ll get to experience what happens when we all share different perspectives, blend disciplines, and link technologies; constantly discovering new ways of solving complex problems in an diverse and inclusive environment where you can be authentic, feel valued and realise your full potential. Read more about our diverse and inclusive workplace culture here.  

Joining QinetiQ offers you an opportunity to work on a broad range of interesting defence-based projects with vast career progression across a global organisation in addition to competitive personal and professional benefits.  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 benefits that we offer include, adaptive and flexible working, generous holiday entitlements, Health Cash Plan, Private Medical Insurance and Dental Insurance and much more. 

About QinetiQ

As a company of over 6,000 dedicated professionals, we are a world-centre of excellence in research and development and act as a catalyst for fast-track innovation, offering outstanding experimentation facilities, and technical, engineering and scientific expertise. QinetiQ is made up of dedicated experts in defence, aerospace, security and related markets, all working together to explore new ways of protecting what matters most. Being part of QinetiQ means being central to the safety and security of the world around us. Partnering with our customers, we help to save lives; reduce risks to society; and maintain the global infrastructure on which we all depend. Come and find out how you can play a role.

Please note that many roles in QinetiQ are subject to national security vetting. Applicants that already hold the appropriate level of vetting may be able to transfer it upon appointment, subject to approval. A number of roles are also subject to restrictions on access to information that mean factors such as nationality, previous nationalities held and the country in which you were born may have an effect on the roles that you can be employed in.