Head of Business Development

QinetiQ

Dec 24

Job
Full-time
Senior Level
Sales & Business Development
Business, Operations & Strategy

AI generated summary

You need management-level experience in global defense business development, strong relationship management skills, team leadership, and relevant qualifications with at least 5 years of success.
You will drive growth strategies, manage a team, build customer relationships, identify market opportunities, and ensure alignment with business objectives while promoting collaboration and safety.

Requirements

You will have previous demonstrable experience in a sales/business development role at a management level in a global environment and be familiar with the global defence market, preferably with knowledge of test & evaluation, training solutions for live weapons firing, aerial and surface remotely operated targets.
You’ll also be highly skilled at managing relationships and conflicting priorities at a senior level and have experience of leading a team of BD professionals, including raising the bar on performance and actively managing poor performance.
We also ask that you:
have applicable business or engineering qualifications.
have at least 5 years demonstrated success in defence business development with a minimum of 2 years global experience.
are a leading advocate and practitioner of winning business, liaising with customers at a senior level, structuring propositions and overseeing the creation of proposals and bids.
have a comprehensive understanding of concepts and principles within sales and an understanding of the technological disciplines and project delivery.
have experience of leading a team of professionals.
have strong coaching, facilitation and consultancy skills with a proven track record of being able to influence at all levels.
have knowledge of challenges and changes in the sector and how they may relate to QinetiQ.

Responsibilities

Reporting to the QTS UK Managing Director (but with accountability to the QTS Canada Managing Director), you will develop and own the growth strategy of the targets business areas (QTS UK & QTS Canada), as a member of the senior leadership team of both sites deliver orders in line with budget and strategy over a 1-3 year period. Protecting and securing new customers, shaping the market strategy for the 4-5 year period.
Own, set and deliver the market strategy and deliver against challenging objectives. Develop and deliver a growing order intake pipeline. Provide clear guidance regarding current and future customer requirements to guide investment and product roadmaps.
This role manages a small team of Business Development Managers and works closely with the Customer Account Teams in pursuit of future orders.
Build and retain strong relationships with customers and partners to close deals and provide the businesses with sound, profitable contracts. Ensuring that customer focus is at the heart of the business decision making.
Provide business winning leadership capability to the business.
Form strong intra and inter-company collaborative working relationships to develop great solutions for customers.
Identify key risks in delivering the growth strategy and to work with the team to remove them as impediments to growth.
With the support of the Customer Account Management organization and Single Route to Market partners, deliver the in-year orders and a growing order intake pipeline in accordance with budget.
Thinks broadly and creatively about the industry and customer landscape, effectively considering wider factors and identifying longer-term opportunities that fit with QinetiQ’s core capabilities.
Understand the geopolitics affecting market conditions in several territories.
Considers wider implications such as reputational consequences when evaluating an opportunity. Identifies market shaping opportunities by thinking in terms of positioning and brand rather than just capability and price.
Finds new and creative possibilities in adjacent markets that benefit the longer term.
Maintains the C4C / CRM to ensure transparency and communication of pipeline and capture forecasting.
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.
Develops QinetiQ’s profile in a locality or market.
Develops broad network with industries, government, and relevant agencies.
Leverages relationships effectively to increase business opportunities.
Champions authenticity, transparency and trust.
Ensures we understand the customer’s needs - focusing on what will deliver value to them.
Champions strong customer relationships that lead to long-term business partnerships.
Effectively uses in depth customer knowledge and understanding to propose solutions that lead to competitive advantage.
Provide thought leadership into targeting customers through initiatives that generate demand for our capabilities.
Optimise growth and profitability for QinetiQ over the medium and long-term, taking into account the wider market landscape.
Encourages others to think in terms of ‘Win strategy’ focusing on how to win and what to sell.
Develops and drives plans for introducing new product and entering new markets.
Comprehensive understanding of concepts and principles within BD and an understanding of the technological disciplines within the business including project delivery.
Can build a compelling business case, using information from multiple sources which guide decisions regarding new market entry and investment decisions.
Brings to the strategy review a price and plan to win (knowledge of cost base/supply chain, customer need, customer engagement strategy and timescales).
Strong coaching, facilitation and consultancy skills with a proven track record of being able to influence at all levels.
Strong influence to the business insuring that any special projects are shaped and aligned to the strategy of the business.
Communicates clearly, credibly and positively when engaging different stakeholders, focusing on earning trust and getting buy-in.
Enthuses their audience as well as delivering a clear message and call to action.
Manages meetings so they are informative and energising and colleagues leave feeling motivated.
Listens well; knows when to stop and listen; asks the right questions at the right time.
Adapts their approach to interact effectively in different company and national cultures.
Champions credibility in their different approaches to gain buy in and engage others.
Acts as a role model in demonstrating commitment to QinetiQ values and behaviours.
Is committed to execution excellence through continuous improvement and works pro-actively with various Functions to accomplish this.
Communicates frequently and clearly with team members at all levels.
Leads and drives employee engagement.
Identifies key drivers to business performance and leads multi-disciplinary teams to address opportunities and risks.
Clearly articulates business objectives to all levels of the organization and ensures Functions have plans in place to fulfil the business growth need.
Leads annual business plan creation and subsequent forecast updates.
Supports and promotes a safety centric culture.

FAQs

What is the job title for this position?

The job title is Head of Business Development.

Where is this position located?

The position is located in Ashford, England, United Kingdom, with significant worldwide travel.

What type of employment is offered for this role?

This is a permanent, full-time position.

What company is hiring for this role?

QinetiQ Target Systems is hiring for this role.

What are the key responsibilities of the Head of Business Development?

Key responsibilities include developing and owning the growth strategy for QTS, managing a team of Business Development Managers, building strong customer and partner relationships, and identifying and analyzing opportunities in the market.

What experience is required for this role?

Candidates should have previous demonstrable experience in a sales/business development role at a management level in a global environment, with a minimum of 5 years of success in defense business development and at least 2 years of global experience.

Are there any specific qualifications required?

Yes, applicable business or engineering qualifications are required.

What are the leadership expectations for this role?

The role requires providing business-winning leadership capability, forming collaborative relationships, and identifying key risks in delivering the growth strategy.

Is international travel required for this position?

Yes, significant worldwide travel is required for this position.

What benefits does QinetiQ offer to employees?

QinetiQ offers a matched contribution pension scheme, generous holiday allowance, health cash plan options, private medical insurance, dental insurance, and volunteering opportunities, among other benefits.

What is the recruitment process like at QinetiQ?

QinetiQ aims to make the recruitment process inclusive and supportive for all candidates, ensuring that everyone feels valued and heard throughout the process.

What security clearance is required for applicants?

All applicants must be eligible for SC clearance as a minimum.

What is the company culture like at QinetiQ?

The culture at QinetiQ emphasizes diversity, inclusivity, and collaboration, allowing employees to feel valued and realise their full potential.

How does the company support the Armed Forces community?

QinetiQ supports the Armed Forces community by honoring the Armed Forces Covenant and maintaining their Gold Award standard in the Defence Employer Recognition Scheme.

QinetiQ

Create It. Test It. Use It.

Defence & Aerospace

Industry

5001-10,000

Employees

2001

Founded Year

Mission & Purpose

We are a company of over 6,000 employees worldwide committed to listening, understanding and responding to our customers' needs. This enables us to use our depth of experience and our unique science and engineering expertise to equip them with powerful solutions to their most pressing challenges. We offer our customers world-class expertise in advice, services (particularly test and evaluation) and innovative technology-based products. We deploy our scientific and technological knowledge, proven research capabilities and unique, purpose-built facilities to provide both services and products that meet the needs of a wide range of global customers. We operate primarily in the defence, security and aerospace markets and our customers are predominantly government organisations, including defence departments, as well as international customers in other targeted sectors. Our people are pragmatic and hugely experienced, looking always for enterprising, agile ways to create real benefit and added value. They are also natural collaborators, adept at making vital connections through forging industry partnerships and harnessing the best talents within the supply chain. We manage and operate extensive testing and evaluation capabilities for air, land, sea and target systems. We collaborate closely and responsively to give the UK Ministry of Defence, international and industry customers a competitive edge through the safe and secure conduct of operational and tactical training exercises that combine both real world and simulated events.