Business Development Manager - Products

Business Development Manager - Products

Location:

Malvern, England, United Kingdom (also Farnborough or London)

Role Type:
Permanent – Full Time

Global Grade: GG13

Role

Salary: £72k - 78k depending on experience

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.

• 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.

• 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…