Business Development Manager

Date: 16 May 2023

Location: Medicine Hat, Alberta, CA

Company: QinetiQ

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 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 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 >£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 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 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