Job Title: Business Development Director - Air

Global Grade: GG16

Location: UK Selected Sites 

Role Type: Permanent – Full Time

Role ID: 18915

Role Purpose

To drive Air Business and QQ Germany order intake and revenue growth by developing and executing objective led business development strategies that serve the combined interests of the UK Defence Sector and its Air customers.

The successful candidate will be based in Farnborough, Boscombe Down, or Bristol, with the ability to travel to multiple QinetiQ and customer locations across the UK. The individual will lead an organisation of around 20-25 business development professionals across 5 inter-connected teams with an annual order intake of 350m (growing to £400M p/a over the ISBP period). They will join the UK Defence BD Leadership Team, reporting to the UKD BDD.

Key Accountabilities

The Air BDD will be responsible for generating and maintaining the Air business growth objectives and associated growth strategy. This objective led BD and Growth strategy will underpin annual order intake and pipeline growth targets which the Air BDD will be responsible for delivering.

The Air BDD will be responsible for building a portfolio of opportunities that are aligned to the objective led Air BD and growth strategy, generating investment cases and channels to market that maximise PWIN whilst balancing top and bottom line growth with acceptable / manageable levels of delivery risk.

The Air BDD will establish and maintain trusted relationships with senior stakeholders in both government and private sector entities, ensuring the company is well-positioned for strategic collaborations and partnerships across the Air domain. They will also act as a thought leader and trusted advisor to key clients, bringing insights into national and international market trends and innovative solutions.

The Air BDD will be accountable for driving a structured and improved approach to forecasting, planning and securing all new business within the Air Business, working collaboratively with other Sector and Group colleagues to deliver customer focussed results and impact. This will include accountability for the Air order intake contribution to the UKD Internal Strategic Plan

The Air BDD will be accountable for the overall execution of Air led growth opportunities within the Air Business, securing ~£350M of profitable orders each year with the support and assistance of the wider Air and QinetiQ Growth team. 

The Air BDD will be responsible for the leadership and management of the Air BD team, ensuring a smooth interface exists between the BD team and other Air delivery teams and Group functions where required. Furthermore, they will be responsible for developing high performance Air business winning professionals via coaching, mentoring and other Learning and Development programmes.

The Air BDD will assist the UKD BDD, the Air MD and QinetiQ Strategy team with organic and inorganic portfolio shaping options that support business growth objectives.

Key Capabilities/Knowledge

Results Orientated: Experience of winning business with customers and industrial partners in a demonstrably similar environment and on a similar scale. Focused on improving the quality and sufficiency of the Air Business opportunity pipeline, ensuring targets are aligned to the objective led BD and Growth strategy, and captures are founded on a strong sense of ‘why, how and what’ we can offer to deliver resonating value to the customer community. 

Customer focussed: Proven ability to build strong and sustainable relationships with customers across different levels of seniority, always with a consistent focus on generating buyer safety. Dedicated to serving our customers and the company; able to navigate buyer-centric outcomes that deliver value to all parties. 

Team Leadership: Proven ability to motivate and lead teams of BD and growth professionals that span business / functional boundaries. Experience in leading / mobilising broader teams to execute campaign and capture plans that deliver stretching in-year targets with long-term growth.

Collaboration and Influence: Able to work in a complex, multi-dimensional matrix organisation, influencing with and without authority, and communicating with measured energy and enthusiasm. Demonstrable ability to work effectively with internal and external stakeholders for better customer and business outcomes, and experience of working to C-Suite level to obtain approval for win strategies.

Market Aware: demonstrable understanding of the military air sector in the UK, the relevant MOD stakeholder communities, and international threat representation markets that the Air Business serves. Wider understanding of the business context in which we operate, including competitors and suppliers to the Air Business, the regulatory environment that governs its business, and macro political/economic trends that might impact it over the plan period.

Problem Solving: demonstrable ability to solve complex problems and adapt to changing market conditions. Cultivating a growth mind-set amongst team members, ensuring that the lessons from positive and negative business winning outcomes are identified and learnt.

Financial acumen, with experience in budget management, revenue forecasting, and ROI analysis.
Proficiency in business development tools, CRM software, and market research methodologies.

Experience & Qualifications

‘Key Capabilities/Knowledge’ section above also applies. 

In addition: 

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.

Our Benefits

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.