Title:  Senior Sales Manager

The Science and Technology business within QinetiQ's UK Defence sector delivers leading-edge research and development, and exploits developed technologies for our customers across some of the most challenging areas in Defence, including advanced materials, signature management, autonomous systems, AI-ML, power sources and vehicle electrification, human performance, complex weapons, hypersonics and directed energy. 

We are expanding the S&T Business Development team to ensure we have the depth of leadership across all of our technology areas.  We are proud of our partnerships, spanning government agencies in the UK and internationally, the Defence industry in UK and abroad, and with academia.  This role will suit those with Business Development experience in R&D and technology exploitation, and also someone considering a move into Business Development from a technical career background.     

Role Purpose

• This Senior Business Development Manager role will have responsibility for developing and winning new business within the S&T business within the QinetiQ UK Defence Sector
• Work with business and technical leads to drive growth in the ISBP (Integrated Strategic Business Plan) to support the UK Defence Sector growth objectives
• Develop a clear understanding of our customer’s desired outcomes, and use these to develop and lead the implementation of winning capture strategies
• Uphold the values of teamwork and integrity to collaborate and drive continual improvement in business winning and the wider team
• Apply business development and sales tools and techniques to provide BD direction and guidance in our business winning activities
• Help lead development of existing and new R&D capability, supporting investment business cases to increase our reach in our existing and new markets and opportunities

Key Accountabilities

• Order Intake: develop and maintain a credible pipeline, and secure in-year order intake commitments, whilst building the platform for future growth and the delivery of longer-term ISBP order intake commitments
• Capture /Bid Management: Shape opportunities and provide leadership during early qualification phases, leading and/or supporting the QinetiQ Business Winning process as appropriate through to contract award 
• Business Acuity: Ensure opportunities and our solutions are developed to maximise our customer’s outcomes while optimising our competitive and market positions, and that our Intellectual Property is suitably protected and/or utilised
• Operations: Maintain opportunities in CRM to accurately forecast orders (in-year and in ISBP)
• Compliance: Ensure all business winning activities are conducted in full compliance to Group business winning policies and procedures. Ensure that Group policies relating to Ethical Trading Policy, Exports and the appointment and use of third party Commercial Intermediaries are fully complied with
• Engagement: Network with our customers, our industry partners and our Commercial Intermediaries to foster and maintain relationships that will assure the delivery of the sales orders target and future growth as declared in the business plan
• Effectiveness: Work collaboratively across the organisation to define and lead Growth Objective-led Business Development strategies

Key Capabilities/Knowledge

• Track Record: Proven record of accomplishment in leading the generation of new and follow-on business to build a credible pipeline with high conversion rate, or demonstrated record of responsibility in technical delivery, with successful customer engagement to define, deliver and develop future business.
• Domain Relevance: Relevant experience of winning business with customers and industrial partners in defence-related Research and Development, and the application and exploitation of technologies commercially and in defence capability.  
• Broad Thinking: Thinks broadly and creatively about our industry and our customer landscape, considering wider factors and identifying longer-term opportunities that offer benefit and fit our research and development capabilities
• Relationship Building: Actively seeks to build and maintains trusting relationships with a wide network of relevant people in the industry, our customers, and within QinetiQ, leveraging these relationships appropriately
• Customer Focus: Ensures they listen and understand the customer’s perspective and needs - both professionally and personally.  Be able to challenge our customers’ plans and thinking in a positive way, offering invention and innovation to deliver outcomes and value to them that differentiates QinetiQ 
• Communication: Highly skilled at managing relationships and conflicting priorities.  Strong communication and interpersonal skills
• 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
• Personal Impact: Adapts their approach to communicate clearly, credibly and positively when engaging different stakeholders, focusing on earning trust and getting buy-in
• Resilience: Maintains a positive and ‘can do’ approach in difficult situations and over a long period of time; delivers difficult messages constructively when required

Experience & Qualifications
•     At least 4 years demonstrated success in Defence industry BD, with some international business development and sales experience,
or
•    Business Development Experience of Advanced Materials, Additive Manufacturing and/or Power Sources.
or 
•    At least 2 years’ demonstrated experience as a complex programme technical lead, with customer relationship responsibilities in AM or Power Sources technology development, engineering or research, with the associated depth of experience in technical project and programme management
•    Established professional network within the Defence research and capability development communities, with a strong reputation built upon consistent delivery.
•    Established professional network within other commercial organisations that operate within this market with strong reputation built upon trust and mutual respect.
•    Already holding a minimum of a SC security clearance is an advantage.
  

Please note that all applicants must be eligible for SC clearance:  UKSV National Security Vetting Solution: guidance for applicants - GOV.UK (www.gov.uk)

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 a 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.