Senior Business Development Manager

Job Title:

Senior Business Development Manager

Global Grade: GG14

Location:

Boscombe Down, Amesbury - but must be able to travel

Role Type:
Permanent – Full Time. Compressed working patterns available.

Role

An exciting opportunity to join the Land & Weapons Business Development (BD) team.

The ideal candidate will have an intimate knowledge of the UK Land portfolio with strong relationships in the Land community. They will also have the ability to support international Business Development working effectively across the Air, Maritime and Land domains.

• Own an annual order intake of c £15M+ and collaborate with business units across a 3-5 year timeline to deliver growth.
• Dynamic, agile and pro-active the person will take ownership of the opportunity – leading the development and implementation of a clear capture strategy against deadlines to innovate and transform the order intake portfolio and build new business.
• Leading by example, the person will uphold the values of teamwork, loyalty and integrity to collaborate and drive continual improvement both in sales and wider team performance.
• Convincing, clear and concise the sales lead will clearly articulate the customers issues at the highest level and will deliver the solution as part of a wider and enduring strategy exploiting our competitive advantage.
• The person will deliver direction in sales and support the business strategy. Using feedback and tools such as Shipley, PESTEL, pwin/PTW, SWOT/TOWs to support IRAD/business cases and achieve sales close to budget.
• Previous demonstrable experience in the land domain would be a distinct advantage.

• Lead the generation of business, translating business opportunities into profitable and VFM solutions.
• Own the delivery of the orders, ‘as bid’ margin and cash/mobilisation targets associated with the business area.
• Accurately forecast orders and the associated revenue.
• Provide timely market intelligence.
• Network with customers and strategic partners to foster relationships that will assure the delivery of the sales orders target and future growth as declared in the business plan.
• Work internally with others in the rest of Qineti
  
  Q to define the sales strategy and build larger sales opportunities.
• Ensure bids released are timely, have been competitively priced and all risks to delivery are thoroughly understood and mitigated with all relevant stakeholders satisfied.
• Ensure that the appropriate assurance of bid proposals (technical, financial, business & commercial) is undertaken.
• Ensure that staff members within group are competent and appropriately qualified to carry out their duties.
• Ensure that the day-to-day operation of the Land BD area is properly and tightly managed.
• Ensure effective communication with stakeholders to ensure resources and facilities are aligned to customer requirements.
• Ensure compliance and adherence to legal and Qineti
  
  Q processes, with auditable visibility.

• Looks at a new policy and identifies opportunities to translate into an offer.
• Draws clear linkages between issues and extracts key data relevant for the short and longer term.
• Has a clear understanding of what to sell and where to sell it in international or adjacent markets.
• Takes a longer term view of the pipeline and the market.
• Draws upon information from a range of sources to arrive at conclusions.
• Takes a creative approach, focusing on solutions that benefit the longer term.

• Has the network to bring together a team quickly and get the best people from across the business to work on an opportunity.
• Invests time and effort in continuing to build and maintain a wide range of industry contacts.
• Leverages different contacts and relationships to connect key people.
• Develops a stakeholder map and plan to maximise effective use of network.
• Strikes up rapport quickly to have an open and frank conversation.
• Sets a focus on ensuring relationships are built on trust and transparency.

• Translates customer needs into bespoke solution offerings aligned to capabilities.
• Manages customer’s expectations throughout the engagement process.
• Asks the difficult questions…