Senior Business Development Manager

Senior Business Development Manager

Location:

Bristol, England, United Kingdom

Role

Purpose:

• Own an annual order intake of £15M+ and collaborate with business units across a 3-5 year timeline to deliver growth.
• Dynamic, agile, and pro‑active; take ownership of the opportunity – leading the development and implementation of a clear capture strategy against deadlines to innovate and transform the order intake and build new business.
• Lead by example, uphold values of teamwork, loyalty and integrity, collaborate and drive continual improvement in sales and wider team performance.
• Convey customer issues clearly at the highest level, delivering solutions that exploit our competitive advantage.
• Use tools such as Shipley, PESTEL, SWOT/TOWS to support IRAD/business cases and achieve sales close to budget.
• Previous demonstrable experience in the land domain is a distinct advantage.

Key Accountabilities:

• Lead the generation of business, translating opportunities into profitable and VFM solutions.
• Own delivery of orders, margin, and cash/mobilisation targets.
• Forecast orders and associated revenue accurately.
• Network with customers and partners to support sales target and future growth.
• Collaborate internally to define sales strategy and build larger opportunities.
• Ensure bids are timely, competitively priced, and risks mitigated.
• Ensure technical, financial, and commercial aspects of bid proposals are robust.
• Maintain competent and qualified staff within the group.
• Manage day‑to‑day operations of the Land BD area.
• Communicate with stakeholders and align resources to customer requirements.
• Ensure compliance with legal and Qineti
  
  Q processes, with auditable visibility.

Key Capabilities / Knowledge:

Broad Thinking – think broadly and creatively about the industry and customer landscape, considering wider factors and long‑term opportunities.

• Identify opportunities from new policy and translate into offers.
• Draw clear linkages between issues and extract key data.
• Understand what to sell and where to sell it internationally.
• Take a longer‑term view of pipeline and market.
• Use information from multiple sources to derive conclusions.
• Approach solutions creatively for long‑term benefit.

Relationship Building – actively build and maintain trusting relationships with a wide network.

• Build a team quickly and bring in the best people.
• Invest time in building industry contacts.
• Leverage contacts to connect key stakeholders.
• Develop stakeholder map and plan to maximise network use.
• Build rapport quickly with open conversation.
• Build relationships on trust and transparency.

Customer Focus – understand customer’s perspective and needs.

• Translate needs into bespoke solution offerings.
• Manage customer expectations throughout engagement.
• Ask challenging questions while maintaining tactful approach.
• Create value proposition aligned to customer needs.
• Sign‑post potential setbacks.
• Check in regularly with customers.

Commerciality – evaluate scenarios for growth and profitability.

• Advise on commercial decisions, weighing pros and cons.
• Balance Qineti
  
  Q interests with customer loyalties.
• Understand competitive strengths and weaknesses.
• Develop value‑based propositions.
• Assess risks associated with proposed actions.
• Consider consequences, quick wins vs long‑term.

Personal Impact – clear, credible, positive communication.

• Use effective non‑verbal behaviours to persuade.
• Make discussions important to stakeholders.
• Use analogy to simplify complexity.
• Show enthusiasm and positivity.
• Present ideas concisely.
• Clarify understanding to drive conversation.

Resilience – maintain can‑do attitude in challenging situations.

• Adapt quickly to new approaches.
• Focus on key tasks, avoid distractions.
• Thrive in changing environments.
• Stay composed in emotive situations.
• Embrace ambiguity and fresh starts.
• Deliver difficult messages calmly.

Takes Ownership – coordinate and deliver for customer and Qineti

Q.

• Guide proposals and keep customer updated.
• Prioritise time amid competing demands.
• Ensure bid progress and set expectations.
• Exercise authority on behalf of Qineti
  
  Q.
• Balance control and influence, allowing autonomy.

Experience &

Qualifications:

• Land Domain sales/business development experience at a management level.
• Ex…