Business Development Manager Jobs

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

• Accurate forecasting and delivery of Sales target
• To influence decisions through sound advice and judgement
• To manage internal and external stakeholders
• 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
• Support other business delivery units within QTS as directed by BD Director
• Support development of the QTS and Regional Strategy and input to the ISBP/Sales & Orders process
• To demonstrate Selling for Growth in all opportunities and activities
• Ability to manage multiple opportunities across various regions and balancing priorities effectively
• Leading and wining major business – changing deals
• 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.

Key Capabilities/Knowledge

• At least 2 years demonstrated success in defence business development with global experience
• Highly skilled at managing relationships and conflicting priorities
• Good knowledge of other functional disciplines related to selling (E.G commercial/finance/project management)
• Highly developed ability to effectively negotiate at a senior level both internally and externally
• Strong communication and interpersonal skills with a proven track record of being able to influence at senior levels
• Familiar with the global market for test and evaluation solutions, and specifically aerial and surface remotely operated targets
• Excellent knowledge of industry and associated regional politics
• Appreciation of QTS capabilities, skills and products
• Excellent understanding of and ability to apply sales concepts, tools and principles

Experience & Qualifications

• Credibility at Senior levels
• Demonstrates: Collaboration, Integrity and Performance in all that they do.
• An open and honest communicator, including both challenging and building on others’ input
• Completed Selling for Growth or equivalent
• 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
• An exemplary role model, demonstrating inspirational and motivational leadership for the entire business
• Known for delivery of commitments/results/management of expectations
• Colloquial language preferable for country/region of deployment
• A positive, enthusiastic and compelling representative of QTS to clients, external contacts, suppliers and stakeholders
• Completed a Proposition Negotiation course
• A team player – yet explicitly accountable for business in a country/region
• Politically, culturally and organisationally aware