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Business Development Manager

Date: 07-Jun-2022

Location: Lorton, Virginia, US

Company: QinetiQ

Role Purpose

QinetiQ Target Systems (QTS) is a world-leading provider of unmanned 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 United States of America directed by the QTS BD Director. The role is responsible for developing and delivering a 1-3 Year Order Intake Scenario.   


 Key Accountabilities

  • Identify, qualify, develop and capture QTS business opportunities in US as directed by the QTS BD Director Maximise 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 >£2M deals) into client(s)
  • Works collaboratively with wider QinetiQ Group and BD/programme teams to support and manage cross-sales team initiatives
  • Leading and wining 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 domains 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 US market for test and evaluation solutions, and specifically aerial and surface remotely operated targets
  • At least 2 years demonstrated success in military 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.


Further Information

  • Location – This position will be based in US. It is expected that the successful candidate will be required to attend QTS sites at Medicine Hat, Alberta Canada and Ashford United Kingdom on a quarterly basis or as required.


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.