// Role Summary
Lead business development initiatives for QinetiQ Target Systems, focusing on winning new opportunities in identified global markets and developing strategic 3-5 year order intake plans.
// Key Responsibilities
- Develop and win new QTS business in designated countries and markets.
- Deliver a 3-5 Year Order Intake Scenario.
- Manage complex deals typically exceeding £3M and influence senior stakeholders.
- Analyze tender documentation and respond to various bid forms.
- Requires minimum SC clearance and experience in defence business development.
// Role Specification
About the Role
QinetiQ Target Systems (QTS) is seeking a Business Development Manager to join their Business Development Team. QTS, a subsidiary of QinetiQ Group PLC, specialises in state-of-the-art Unmanned Aerial and Surface Target systems used worldwide for weapons test and evaluation, and operator training.
What You Will Be Doing
Reporting to the Head of Business Development, you will be responsible for developing and winning new QTS business in identified countries and markets, and for developing and delivering a 3-5 Year Order Intake Scenario.
Business Development Responsibilities:
- Collaborate directly with clients to understand operational challenges and tailor high-level technical solutions.
- Identify, qualify, develop, and capture QTS business opportunities.
- Maximize the deliverability and profitability of sales within the business unit for major clients.
- Manage personal sales progression for the QTS portfolio, typically including deals over £3M.
- Lead and win major business-changing deals.
- Demonstrate a commitment to 'Selling for Growth' in all activities.
- Effectively manage multiple opportunities across various regions, balancing priorities.
- Support other QTS business delivery units as directed.
Communication Responsibilities:
- Generate and deliver high-level presentations showcasing product and capability alignment with client needs.
- Collaborate with the wider QinetiQ Group and BD/programme teams on cross-sales initiatives.
- Manage internal and external stakeholders effectively.
- Influence decisions through sound advice and judgment.
Process Responsibilities:
- Own the business development and bid lifecycle.
- Analyze tender documentation and respond to various tender forms.
- Provide accurate forecasting and delivery of sales targets.
- Support the development of QTS and Regional Strategy, contributing to the ISBP / Sales & Orders process.
What You Need
You will possess at least 2 years of demonstrated success in defence business development with global experience, coupled with excellent knowledge of the industry and associated regional politics. Strong communication and interpersonal skills, with a proven ability to influence at senior levels, are essential.
Additionally, you should:
- Be familiar with the global market for test and evaluation solutions, particularly aerial and surface remotely operated targets.
- Have experience in threat representation and weapon system market orientation, understanding customer needs, competitor behavior, and industry trends.
- Possess an excellent understanding and application of sales concepts, tools, and principles.
- Have good knowledge of related functional disciplines such as commercial, finance, and project management.
- Be highly skilled at managing relationships and conflicting priorities.
- Be politically, culturally, and organizationally aware.
- Be able to interact effectively, including influencing, negotiating, and assisting in closing complex engagements with senior client and partner representatives.
- Be a positive, enthusiastic, and compelling representative of QTS.
- Have experience in capture management and bid pursuit, including writing compelling bids and responses.
- Be able to work under pressure to meet strict submission deadlines.
Please note that all applicants must be eligible for SC clearance as a minimum.
What Else You Need to Know
Joining QinetiQ offers the opportunity to work on exciting defence projects with vast career progression. You will receive a competitive salary and benefits package, including adaptive/flexible working, ample holiday, generous employer pension contributions, enhanced Maternity and Paternity Pay, and the option to purchase discounted Health Cash Plans, Private Medical Insurance, and Dental Insurance.