Job Title:             Senior Business Development Manager 

Global Grade:     GG14

Location:             Bristol - minimum, average site attendance of 3 days per week on site

Role Type:           Permanent – Full Time.  Compressed working patterns available. 

Role ID:              18975

An exciting opportunity to join the Weapons & Munitions Business Development team.

The ideal candidate will have an intimate knowledge of the weapons and munitions portfolio used by the UKMoD & NATO and will have current relationships at all levels in both the defence contracting and manufacturing communities. You will also have the ability to support international business development with a proven business winning (closing) background in industry working effectively across the Air, Maritime and Land domains.

Role Purpose:

• Dynamic, agile and pro-active the person will take ownership of the sales pipeline – leading the development and implementation of a clear capture strategy against deadlines to innovate and transform the order intake portfolio and build new business.


• Leading by example, the person will uphold the values of teamwork, loyalty and integrity to collaborate and drive continual improvement both in sales and wider team performance.


• Convincing, clear and concise the sales lead will clearly articulate the customers issues at the highest level and will deliver the solution as part of a wider and enduring strategy exploiting our competitive advantage.

Key Accountabilities:

• Develop and drive an annual order intake of c£15M+ and collaborate with business units across a 3-5 year timeline to deliver year-on-year sustainable growth.


• Actively network with customers and strategic partners to foster relationships that will assure the delivery of the sales orders target and future growth as declared in the 5-year business plan.


• Use the forward pipeline of opportunities to forecast the internal pan function resources needed to develop and win opportunities.


• Utilise sales management and internal forecasting tools to predict future revenue and resource requirements.


• Identify new opportunities where growth aspirations may drive investment in capability and or capacity.


• Using a Delegation of Authority value, remain compliant with internal Governance & Assurance reviews to ensure the wider business is appraised of the risk versus reward attached to new opportunities.


• Customer Focus – during internal reviews to represent the customer’s perspective and needs - both professionally and personally - focusing on what will deliver value to their organisation.

Key Capabilities/Knowledge:

• 5 years demonstrable experience in the weapons and munitions domain as a minimum expectation. 


• Proficiency in a second European language would be a distinct advantage.


• Broad Thinking - Thinks broadly and creatively about the industry and customer landscape, effectively shaping and influencing requirements and identifying longer-term opportunities that fit with QinetiQ’s core capabilities


• Be well read in Government policy and the outcomes of defence industrial policy to provide timely market intelligence that contributes to assessing addressable and obtainable markets.


• Relationship Building - 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.   Is situationally aware and able to leverage relationships when needed to meet an outcome.  Conversant with techniques such as the speed of trust.


• Takes Ownership - Takes accountability for organising themselves and others to deliver for the customer and QinetiQ; consistently takes the initiative and ownership to drive outcomes.


• Collaborates Across Boundaries - Drives and facilitates effective working across organisational boundaries to achieve mutually beneficial outcomes


• Resilience - Maintains a positive and ‘can do’ approach in difficult situations and over a long period of time; delivers difficult messages constructively when required.


• Commerciality - Evaluates issues and situations in terms of what will optimise growth and sustainable profitability for QinetiQ over the medium and long-term, taking into account the options on route to market.


• Personal Impact - Adapts their approach, both in personal and virtual settings, to communicate clearly, credibly and positively when engaging different stakeholders, focusing on earning trust and getting buy-in. 

Experience & Qualifications:

• 5 years demonstrable experience in the weapons and munitions domain as a minimum expectation. 


• Proficiency in a European language would be a distinct advantage.

• Demonstrable experience in a sales / business development role at a management level in a commercial environment.


• 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.


• Comprehensive understanding of concepts and principles within sales and an understanding of the technical disciplines inside Weapons and Munitions including project delivery.


• Experience of leading a team of professionals.


• Thorough understanding of sales competencies and tools, best practice and current thinking regarding effective and commercially sound sales strategies


• Highly skilled at managing relationships and conflicting priorities at a senior level.  Strong coaching, facilitation and consultancy skills with a proven track record of being able to influence up to C-level.

Why Join QinetiQ?

As we continue to grow into new markets around the world, there’s never been a more exciting time to join QinetiQ. The formula for success is our appetite for innovation and having the courage to take on a wide variety of complex challenges.

As a QinetiQ employee, you’ll experience a unique working environment where teams from different backgrounds, disciplines and experience enjoy collaborating widely and openly as we undertake this exciting and rewarding journey. Through effective teamwork, and pulling together, you’ll get to experience what happens when we all share different perspectives, blend disciplines, and link technologies; constantly discovering new ways of solving complex problems in a diverse and inclusive environment where you can be authentic, feel valued and realise your full potential. Visit our website to read more about our diverse and inclusive workplace culture.  www.qinetiq.com/en/careers/life-at-qinetiq

Our Benefits

• Matched contribution pension scheme, with life assurance


• Competitive holiday allowance, with the option to purchase additional days


• Options to join Health Cash Plan, Private Medical Insurance and Dental Insurance


• Employee discount portal: Personal Accident Insurance, Travel Insurance, Restaurants, Cinema Tickets and much more


• We are proud to support the Armed Forces community by honouring the Armed Forces Covenant and maintaining our Gold Award standard in the Defence Employer Recognition Scheme


• Volunteering Opportunities - helping charities and local community

Our Recruitment Process:

We want to make sure that our recruitment process is as inclusive as possible and we aspire to bring out the best in our candidates by creating an environment where everyone feels value, heard and supported.  If you have a disability or health condition that may affect your performance in certain assessment types, please speak to your Recruiter about potential reasonable adjustments.

Many roles in QinetiQ are subject to national security vetting being completed, applicants who already hold the appropriate level of vetting may be able to transfer it upon appointment. A number of roles are also subject to additional restrictions, which mean factors such as nationality or previous nationalities may affect the roles that you can be employed in.

Please note that all applicants for this role must be eligible for SC clearance, as a minimum.

UKSV National Security Vetting Solution: guidance for applicants - GOV.UK (www.gov.uk)