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Business Development Manager

2 months ago

Medicine Hat, Alberta, Canada QinetiQ Full time
About the Role

The Business Development Manager will play a key role in driving the growth and success of QinetiQ's business development efforts. This is an exciting opportunity for a highly motivated and experienced professional to join our team and contribute to the development and delivery of a 3 – 5 Year Order Intake Scenario.

Key Responsibilities
  • Identify and Capture Business Opportunities: Identify, qualify, develop, and capture QTS business opportunities in identified countries and markets as directed by the QTS BD Director.
  • Maximize Sales Deliverability and Profitability: Maximize deliverability and profitability of sales within business unit for a major client or group of clients.
  • Accountable for Sales Progression: Accountable for personal sales progression of the portfolio of QTS opportunities (typically including > £3M deals) into client(s).
  • Collaborate with Cross-Sales Teams: Works collaboratively with wider QinetiQ Group and BD/programme teams to support and manage cross-sales team initiatives.
  • Lead and Win Major Business Deals: Leading and winning major business – changing deals.
  • Manage Stakeholders: To manage internal and external stakeholders.
  • Demonstrate Selling for Growth: To demonstrate Selling for Growth in all opportunities and activities.
  • Influence Decisions: To influence decisions through sound advice and judgement.
  • Accurate Forecasting and Delivery: Accurate forecasting and delivery of Sales target.
  • Support Business Strategy: Support development of the QTS and Regional Strategy and input to the ISBP/Sales & Orders process.
  • Manage Multiple Opportunities: Ability to manage multiple opportunities across various regions and balancing priorities effectively.
  • Support Other Business Units: Support other business delivery units within QTS as directed by BD Director.
Key Capabilities and Knowledge
  • Excellent Sales Understanding: Excellent understanding of and ability to apply sales concepts, tools, and principles.
  • Market Knowledge: Familiar with the global market for test and evaluation solutions, and specifically aerial and surface remotely operated targets.
  • Defence Business Development Experience: At least 2 years demonstrated success in defence business development with global experience.
  • Negotiation Skills: Highly developed ability to effectively negotiate at a senior level both internally and externally.
  • QTS Capabilities: Appreciation of QTS capabilities, skills, and products.
  • Relationship Management: Highly skilled at managing relationships and conflicting priorities.
  • Communication and Interpersonal Skills: Strong communication and interpersonal skills with a proven track record of being able to influence at senior levels.
  • Industry Knowledge: Excellent knowledge of industry and associated regional politics.
  • Functional Disciplines: Good knowledge of other functional disciplines related to selling (E.G commercial/finance/project management).
Experience and Qualifications
  • Leadership and Motivation: An exemplary role model, demonstrating inspirational and motivational leadership for the entire business.
  • Representative of QTS: A positive, enthusiastic, and compelling representative of QTS to clients, external contacts, suppliers, and stakeholders.
  • Communication and Collaboration: An open and honest communicator, including both challenging and building on others' input.
  • Delivery and Results: Known for delivery of commitments/results/management of expectations.
  • Team Player: A team player – yet explicitly accountable for business in a country/region.
  • Influencing and Negotiating: The ability to interact – including influencing, negotiating, and assisting in closing complex, value-adding engagements – with senior people in client and partner organisations.
  • Drive and Determination: Energy and drive to lead, implement, and impact upon programmes with an unswerving determination to overcome obstacles.
  • Credibility and Awareness: Credibility at Senior levels, politically, culturally, and organisationally aware.
  • Values and Behaviours: Demonstrates: Collaboration, Integrity, and Performance in all that they do.
  • Training and Development: Completed a Proposition Negotiation course, Completed Selling for Growth or equivalent.
  • Language Skills: Colloquial language preferable for country/region of deployment.