Senior Business Development Manager

Senior Business Development Manager

Location:

Bristol, England, United Kingdom

Role Type:
Permanent – Full Time (Compressed working patterns available)

Role

Global Grade: GG14

UK Sites:
Farnborough, Boscombe Down, Bristol, Portsmouth

• Own an annual order intake of £15M+ and collaborate with business units across a 3‑5 year timeline to deliver growth.
• Dynamic, agile and pro‑active: 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.
• Lead by example, upholding the values of teamwork, loyalty and integrity to collaborate and drive continual improvement in sales and wider team performance.
• Convincingly articulate customer issues at the highest level and deliver solutions as part of a wider enduring strategy exploiting our competitive advantage.
• Deliver direction in sales and support the business strategy, using feedback and tools such as Shipley, PESTEL, PIwin/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 generation of business, translating opportunities into profitable and VFM solutions.
• Own delivery of orders, ‘as bid’ margin and cash/mobilisation targets.
• Accurately forecast orders and associated revenue.
• Network with customers and strategic partners to foster relationships assuring sales targets and future growth as declared in the business plan.
• Work internally with Qineti
  
  Q to define the sales strategy and build larger sales opportunities.
• Ensure bids released are timely, competitively priced and risks to delivery fully understood and mitigated.
• Ensure proper assurance of bid proposals (technical, financial, business & commercial).
• Ensure staff within the group are competent and appropriately qualified.
• Ensure day‑to‑day operation of the Land BD area is properly managed.
• Ensure effective communication with stakeholders so resources and facilities align to customer requirements.
• Ensure compliance and adherence to legal and Qineti
  
  Q processes, with auditable visibility.

• Broad Thinking – thinks broadly and creatively about industry and customer landscape, effectively considering wider factors and identifying longer‑term opportunities that fit with Qineti
  
  Q’s core capabilities.
• Looks at new policy and identifies opportunities to translate into an offer.
• Draws clear linkages between issues and extracts key data for the short and longer term.
• Understands what to sell and where to sell it internationally or in 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.
• Approaches creatively, focusing on solutions benefiting the long term.

• Relationship Building – actively builds and maintains trusting relationships with a wide network of industry contacts.
• Has the network to bring together a team quickly for opportunities.
• Invests time to maintain industry contacts.
• Leverages different contacts for key people.
• Develops stakeholder map and plan to maximize effective use of network.
• Strikes rapport quickly to have open conversations.
• Builds relationships on trust and transparency.

• Customer Focus – understands the customer’s perspective and needs, focusing on delivering value.
• Translates customer needs into bespoke solutions aligned to capabilities.
• Manages customer expectations throughout engagement.
• Asks difficult questions, challenging thinking while maintaining tact.
• Creates value proposition aligned to customer needs and business goals.
• Manages expectations – signals potential bad news.
• Checks in regularly with customers throughout opportunity.

• Commerciality – evaluates issues to optimise growth and profitability, considering the wider commercial landscape.
• Advises on commercial decisions, weighing pros and cons.
• Balances Qineti
  
  Q’s interests with customer loyalties.
• Understand Qineti
  
  Q’s competitive strengths and weaknesses.
• Develops value‑based propositions.
• Considers risks associated with courses of action.
• Considers consequences…