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Business Development Manager (Submarines)

  • Salary: Negotiable
  • Job type: Contract
  • Location: Portsmouth, Hampshire
  • Sector: Engineering
  • Date posted: 12/10/2017
  • Job reference: J374498A

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Business Development Manager (Submarines)

6 Month Contract


SC Cleared Role


QinetiQ comprises teams of dedicated people; experts in defence, aerospace, security and related markets. We draw on our extensive technical knowledge and intellectual property to provide the know-how and support to solve some of the world's most challenging problems. Our people make the critical difference to customers by providing unique approaches to problem solving. Why don't you join some of the world's finest scientific and technical minds and help us make tomorrow work today?

Role Purpose:

To develop and win profitable business within the Maritime domain relating to submarine capabilities. This will be achieved through the development and ownership of customer relationships, primarily across the UK MOD, UK industry primes and the SME community but also with academia and non-military customer domains. There may be additional requirements to support the development of opportunities from overseas.

Reporting directly to the Business Development Manager for Submarines and through to the UK Business Development Director.

Key Accountabilities:

  1. Development and delivery of the sales pipeline including the identification and development of new business propositions to deliver both in-year and future success.
  2. Management of a portfolio of qualified sales and opportunities to achieve a specific sales target based on a particular domain within the Maritime environment. Overall sales target will typically exceed £3M.
  3. Provide accurate and timely opportunity forecasting of Order Intake targets.
  4. Provide timely market/customer intelligence within the Maritime and Submarine domain.
  5. Provide input to shape, implement and drive a sales strategy that aligns with the QinetiQ Corporate Vision.
  6. Occasional briefing on the portfolio or business stream at up to Maritime Land and Weapons leadership level.
  7. Actively seeks to build and maintains trusting relationships with a wide network of relevant people in the industry, customer and QinetiQ, leveraging these relationships appropriately.
  8. Works collaboratively with the wider BD teams in QinetiQ to support Integrated Capture Teams and Integrated Delivery Teams and the pursuit of campaigns both across the Group and within the business.
  9. Accountability for meeting individual and team business Order Intake targets as well as the longer term sales pipeline development and performance objectives.
  10. Ensures that their own performance positively impacts the performance of the wider sales and delivery teams
  11. Takes personal accountability for organising themselves and others to deliver for the customer and QinetiQ; consistently takes the initiative and drives to achieve outcomes.
  12. Contribute towards a professional Business Winning culture based on the QinetiQ Core Business Winning competencies.

Successful outcomes of this role:

  1. Demonstrable growth in both delivered orders and future pipeline in the Maritime and submarine domain market segment allocated.
  2. Demonstrable achievement of winning profitable and deliverable business for QinetiQ.
  3. Accurate forecasting of future sales pipeline.
  4. Developing, gaining agreement and communicating your strategy both within the business development function and to the wider business.

Key Capabilities/Knowledge:

  1. Credible and proven experience within the C4I UK Defence market as a supplier, customer or user.
  2. Demonstrable experience in a Sales / Business Development role, preferable with consultancy based selling skills.
  3. Highly skilled at developing and maintaining client and business partner relationships.
  4. Knowledge of Command, Control, Communications, Computers and Information Systems (C4I) in the naval domain.
  5. Knowledge of Defence acquisition processes.
  6. Knowledge of MOD test, evaluation and acceptance processes
  7. Evidence based examples of many or all of the following key competencies, commerciality, resilience, taking ownership of issues, innovative thinking, clear and credible communication, experience of working across functional boundaries and relationship building.

Person Specification - Experience & Qualifications:

  1. Previous Military Naval (Surface or Sub-Surface) experience highly desirable.
  2. Existing UK security clearance or the lack of any impediment to achieving this status is essential.
  3. An exemplary role model able to demonstrate opportunity and proposition leadership across a complex business environment.
  4. A positive and compelling representative of the business to customers and partners.
  5. An advocate and practitioner of winning business, liaising with customers, partners and internal stakeholders to deliver winning propositions.
  6. A team player - whilst also being fully accountable for delivering sales performance against agreed targets.
  7. Maintains a positive and 'can do' approach.
  8. Thorough understanding of Business Winning competencies or equivalent, best practice and current thinking regarding effective and commercially sound BD strategies.
  9. Strategic creative thinker and team player who can lead to successful closure.
  10. Degree qualified in a Science/IT/Engineering/Computer discipline or equivalent.
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