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Strategic Business Development Leader

3 months ago

Medicine Hat, Alberta, Canada QinetiQ Full time
Why Choose QinetiQ?

As we expand into new markets globally, this is an exhilarating moment to become part of QinetiQ. Our success stems from our commitment to innovation and our readiness to tackle a diverse range of intricate challenges.

Our competitive employee offering framework aligns with our core purpose, values, and behaviors that we cherish. This framework encompasses rewards for performance, safety and wellbeing, learning and development, responsibility and sustainability, adaptability and flexibility, as well as diversity and inclusion. Our workforce is essential to our success, making it crucial to foster an inclusive workplace where our differences are not only accepted but also enhance our strength.

About QinetiQ

We provide our clients with exceptional expertise in advisory services, particularly in testing and evaluation, alongside innovative technology-driven products. We leverage our scientific and technological expertise, proven research capabilities, and unique, purpose-built facilities to deliver services and products that cater to a diverse array of global clients. Our primary operations are within the defense, security, and critical national infrastructure sectors.

QinetiQ manages extensive testing and evaluation capabilities across air, land, sea, and target systems. We work closely and responsively to equip defense departments, industry clients, and academic institutions with a competitive advantage through the secure execution of operational and tactical training exercises that blend real-world and simulated scenarios.

The Role: Business Development Manager

The Business Development Manager will be tasked with cultivating and securing new business opportunities for QTS in designated countries and markets as outlined by the QTS BD Director. This role is pivotal in formulating and executing a 3 to 5-Year Order Intake Strategy.

Key Responsibilities
  • Identify, assess, develop, and secure QTS business opportunities in specified countries and markets as directed by the QTS BD Director.
  • Enhance the deliverability and profitability of sales within the business unit for major clients or client groups.
  • Accountable for the personal sales progression of the QTS opportunity portfolio (typically involving deals exceeding £3M) into client(s).
  • Collaborate with the broader QinetiQ Group and BD/program teams to support and manage cross-sales initiatives.
  • Lead and secure significant business-changing contracts.
  • Manage relationships with internal and external stakeholders.
  • Exhibit Selling for Growth in all opportunities and activities.
  • Influence decisions through sound advice and judgment.
  • Provide accurate forecasting and achieve Sales targets.
  • Contribute to the development of the QTS and Regional Strategy and input into the ISBP/Sales & Orders process.
  • Effectively manage multiple opportunities across various regions while balancing priorities.
  • Support other business delivery units within QTS as directed by the BD Director.
Key Skills and Knowledge
  • Strong understanding of and ability to apply sales concepts, tools, and principles.
  • Familiarity with the global market for testing and evaluation solutions, particularly aerial and surface remotely operated targets.
  • A minimum of 2 years of demonstrated success in defense business development with global exposure.
  • Highly developed negotiation skills at senior levels, both internally and externally.
  • Appreciation of QTS capabilities, skills, and products.
  • Expertise in managing relationships and navigating conflicting priorities.
  • Strong communication and interpersonal skills with a proven ability to influence at senior levels.
  • In-depth knowledge of industry and associated regional politics.
  • Good understanding of other functional disciplines related to sales (e.g., commercial/finance/project management).
Experience & Qualifications
  • A role model demonstrating inspirational and motivational leadership for the entire business.
  • A positive, enthusiastic, and compelling representative of QTS to clients, external contacts, suppliers, and stakeholders.
  • An open and honest communicator, capable of both challenging and building on others' input.
  • Known for delivering commitments/results and managing expectations.
  • A team player who is explicitly accountable for business in a specific country/region.
  • The ability to engage with senior individuals in client and partner organizations, influencing, negotiating, and assisting in closing complex, value-adding engagements.
  • Energy and determination to lead, implement, and impact programs while overcoming obstacles.
  • Credibility at senior levels.
  • Politically, culturally, and organizationally aware.
  • Demonstrates collaboration, integrity, and performance in all endeavors.
  • Completion of a Proposition Negotiation course.
  • Completion of Selling for Growth or equivalent training.
  • Colloquial language preferred for the country/region of deployment.