Job Title:  Business Development Manager - Products

Job Title:              Business Development Manager - Products 
Global Grade:      GG13
Location:              Malvern, Farnborough or London

Role Type:           Permanent – Full Time
Role ID:               20339

Role Purpose

Identify, qualify and win new business across QinetiQ's hardware product portfolio, in defence, export and dual-use markets. The portfolio spans the Positioning, Navigation and Timing (PNT) and navigation product lines, including the Q40 GNSS receiver, alongside the wider range of QinetiQ hardware products taken to market internationally. Operate as a ‘hunter’, proactively prospecting and originating new opportunities. Build and own a pipeline weighted towards new business, take multiple products to market across assigned regions, and maintain accurate forecasts in the business CRM tool.
Develop and apply competitive strategies that position QinetiQ to win, drawing on an established network of customer and partner contacts to engage early, understand requirements and demonstrate the value and differentiation of our offer. Work as part of the Business Development team and across QinetiQ, with Capture, Engineering and Programmes colleagues, to progress opportunities from early shaping through to order.

Key Accountabilities

New Business and Pipeline: Identify, qualify and progress new opportunities across the portfolio and assigned regions. Own a pipeline weighted towards new business and maintain its accuracy, with realistic dates and honest pWin, in the business CRM.
Customer Engagement: Build and maintain relationships across the customer sphere of influence, including the user and requirements community, the customer, MOD and DE&S, and the OEM or prime. Act as the voice of the customer in internal discussions.
Export and International: Develop business through various international sales routes, working with the reseller network and the wider business to identify and shape international opportunities early, within export control requirements.
Competitive Positioning: Develop and apply competitive strategies and Price-to-Win analysis to improve pWin, and provide a clear, evidence-based view of what is required to win.
Forecasting and Governance: Provide timely and accurate order forecasts, maintain gate and Decision Point discipline, and progress pursuits through the QinetiQ business winning process.
Team Contribution: Support the cohesion, standards and behaviours of the Business Development function, share market intelligence, and collaborate across QinetiQ to convert opportunities into orders.

Key Capabilities/Knowledge

•    Strong defence and security market knowledge, including UK and international customers, primes, partners, acquisition routes, export markets and dual-use applications.
•    A hunter’s instinct for new business, with the drive to identify, shape, qualify and win profitable opportunities.
•    Clear understanding of assigned regions and accounts, including customer priorities, budgeting cycles, procurement approaches, competitor landscape and routes to market.
•    Strong relationship building across the customer sphere of influence, drawing on an established network across defence, export, prime contractor and partner communities.
•    Customer-focused approach, with the ability to understand user needs, influence requirements early, test propositions with customers and align QinetiQ capability to operational value.
•    Sound commercial judgement, including direct customer routes, prime and partner-led routes, government-to-government opportunities where relevant, export licensing considerations and protection of QinetiQ’s commercial interests.
•    Rigorous opportunity qualification and competitive analysis, including Price-to-Win, value proposition development, competitor positioning and an honest read on pWin.
•    Disciplined pipeline and CRM management, owning accurate, current and realistic opportunity data in C4C, including dates, values, next actions, pWin and forecast position.
•    Confident representation of a technical product portfolio to customers who may not be technical, translating complex capability into clear operational, commercial and strategic value.
•    Excellent written, verbal and presentation skills, producing clear staff work, customer-facing material, pursuit updates and senior stakeholder briefings.
•    Effective cross-functional working with Capture, Engineering, Product, Marketing, Government Relations, Commercial and delivery teams to bring the right expertise to each pursuit.
•    Courage of conviction, with the confidence to challenge constructively, raise risks early and be heard when something is affecting QinetiQ’s chance to win.
•    Resilience, pace and ownership, maintaining momentum under ambiguity or time pressure, meeting commitments and driving assigned pursuits through to order.

Experience & Qualifications

• Degree (or equivalent demonstrable experience)
• Proven experience of business development, sales or capture in defence, national security or a closely related market
• Track record of identifying, qualifying and winning new business, with evidence of building and converting a pipeline
• Experience of international and export business development, with an established network of relevant contacts
• Desirable: experience in PNT, navigation, sensors, C4ISR or a similar hardware product portfolio
• Desirable: experience of SAP Cloud for Customer (C4C), Microsoft Dynamics or a similar CRM for pipeline and forecasting
• Desirable: knowledge of MOD, DE&S, NATO and priority international defence markets and their acquisition routes
• Desirable: experience of reseller or partner management in export markets
• Security clearance: SC is required for this role (held or eligible to obtain); Developed Vetting (DV) is a bonus.

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.

As a QinetiQ employee, 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. Visit our website to read more about our diverse and inclusive workplace culture.  www.qinetiq.com/en/careers/life-at-qinetiq

Our Benefits

• Matched contribution pension scheme, with life assurance
• Competitive holiday allowance, with the option to purchase additional days
• Options to join Health Cash Plan, Private Medical Insurance and Dental Insurance
• Employee discount portal: Personal Accident Insurance, Travel Insurance, Restaurants, Cinema Tickets and much more
• We are proud to support the Armed Forces community by honouring the Armed Forces Covenant and maintaining our Gold Award standard in the Defence Employer Recognition Scheme
• Volunteering Opportunities - helping charities and local community

Our Recruitment Process:

We want to make sure that our recruitment process is as inclusive as possible and we aspire to bring out the best in our candidates by creating an environment where everyone feels value, heard and supported.  If you have a disability or health condition that may affect your performance in certain assessment types, please speak to your Recruiter about potential reasonable adjustments.

Many roles in QinetiQ are subject to national security vetting being completed, applicants who already hold the appropriate level of vetting may be able to transfer it upon appointment. A number of roles are also subject to additional restrictions, which mean factors such as nationality or previous nationalities may affect the roles that you can be employed in.

Please note that all applicants for this role must be eligible for SC clearance, as a minimum.

UKSV National Security Vetting Solution: guidance for applicants - GOV.UK (www.gov.uk)