Business Development Manager - Institutional

Building the space between proven and possible, MDA Space is a trusted mission partner to the global space industry. A robotics, satellite systems and geointelligence pioneer with a 55-year+ story of world firsts and more than 450 missions, MDA Space is a global leader in communications satellites, Earth and space observation, and space exploration and infrastructure. The global MDA Space team of more than 3,800 space experts has the knowledge and know-how to turn an audacious customer vision into an achievable mission – bringing to bear a one-of-a-kind mix of experience, engineering excellence and wide-eyed wonder that’s been in our DNA since day one. For those who dream big and push boundaries on the ground and in the stars to change the world for the better, we’ll take you there. For more information, visit

We’re on the hunt for a Business Development Manager at our Harwell office.

MDA Space’s international footprint in the UK creates opportunities to work with some of the most exciting space industrial players in the country. Delivering all three business area capabilities in Geointelligence, Robotics & Space Operations, and Satellite Systems, our UK team provides support to our European-based customers while specializing in the development of advanced space sensors for exploration missions as well as space-based communication technology. As our presence grows overseas, so does our need for new ambitious team players to help us advance our place in the Universe and beyond.

As the Institutional Business Development Manager, you will be responsible for cultivating relationships and identifying opportunities within the UK and European Institutional communities, working with the civil agencies such as the UK Space Agency, UKRI and the European Space Agency etc.

Reporting to the Head of Business Development and Sales, The Institutional Business Development Manager‘s primary role will be to take responsibility for developing market strategies, establishing and nurturing key relationships with Institutional Stakeholders, growing and managing a pipeline of opportunities, marketing and communicating the company’s capabilities to government customers and industry partners and maintaining intelligence and knowledge of the opportunities that may be of interest to MDA Space . It is expected that this individual will hold the overall view, and be responsible for the overall Account Management of the institutional customers within the UK and Europe and will represent not only the MDA Space UK team, but will work closely with the Canadian teams to ensure that they are aware and apprised of relevant opportunities.

Responsibilities

• Assisting in growing company revenue by identifying and developing new business opportunities/growth areas while maintaining high quality, valuable relationships with key UK and European Institutional partners.
• Developing strategic partner networks by identifying teammates and companies that may complement MDA Space capability in future opportunities.
• Developing opportunity pipelines of scale to achieve current and future year growth objectives and driving the qualification procedure of those opportunities within the Business Area.
• Leading business capture activities to include development of markets, customers, win strategies and capture plans, driving forwards the opportunity within the company.
• Marketing the company Value Proposition and raising the awareness of capability of MDA Space UK within the key institutions as part of the go-to-market plan. Understanding the competitive landscape and our customers’ needs and objectives, with the ability to speak to MDA’s differentiation
• Tracks pipeline of opportunities using Salesforce and communicates pipeline status to the team
• Provides customer-focused insights and feedback on the institutional opportunities for both MDA Space UK and the wider MDA organisation. Provide market intelligence to the Engineering and Product teams where appropriate to support productionisation of products and features
• Assists in development of the pursuit plan and pricing strategy including price / schedule to win and represents the customer’s requirements and perspectives as inputs to the plan.
• Assist in the preparation and writing of bids
• Monitor government and Institutional web sites for potential opportunities, RFPs and bidding instructions.
• Coordinate with cross-functional teams to deliver compliant, professionally produced proposals within customer-defined requirements and timeframes. Key role is to facilitate value proposition development, including price to win, as well as solution development .Assist the allocated bid team in development of proposal content, and editing of proposal content generated by subject matter experts.
• Leading discussions with the customer after proposal submission and drives pursuit progression through to close.
• Supports Corporate Development team in creation of the annual Strategic Growth Plan by inputting via the Head of Business Development and Sales
• Representing MDA at business meetings, industry events, and conferences, requiring travel in many cases
• Coordinating business development contract related documents (non-disclosure agreements, teaming agreements, etc.) with the Contracts Manager.

Required Skills & Experience

Interested candidates must possess the following:

• University degree or equivalent (preferably in a space-related or technical discipline)
• Minimum 5+ years of experience in business development role ideally within the Space industry and in preference, on opportunities related to Institutional Customers.
• Minimum 5+ years of and knowledge of Space Industry and Ecosystem and Space Technology
• Understanding of commercial, government and institutional organisations in the space ecosystem
• Demonstrated ability to develop and maintain excellent relationships with current and potential customers , partners and internal colleagues. Must be a team player, detail oriented, and self-motivated, with the ability to work well with and motivate others.
• Demonstrated experience developing and managing a pipeline with the ability to balance attention on pipeline of opportunities that foster longer term growth, while also securing near-term orders
• Proven ability to win new contracts and close bookings
• Familiarity with project lifecycles from bid through execution and close down
• Experience in collating and presenting relevant market knowledge and intel such that this can be considered in opportunities and factored into other company needs.
• Thorough knowledge of, or ability to learn relevant technologies, products, services, and methods such that these can be accurately represented to Stakeholders.
• Must possess excellent written and oral communication skills with the ability to brief senior leadership, prospective customers, and partners and communicate with a variety of stakeholders.
• Ability to use standard English writing styles and structures to write proposal sections, including the ability to research and synthesize information from multiple sources (subject matter experts, previous proposals) into a cohesive and persuasive final product.
• Demonstrated ability to meet deadlines, and the ability to manage multiple and shifting priorities while meeting high quality standards in a fast-paced environment supporting critical business development activities under tight deadlines.
• Attention to detail, follow-up and resolution
• Proven understanding of and successful experience managing, writing and coordinating the development of Institutional opportunities within the government or agency frameworks , such as those progressed through UKSA contracting routes or those of ESA.
• Software expertise: MS Office (Word, Excel, PowerPoint, Project), Adobe Acrobat Pro.
• Experienced in applying document configuration management principles
• Self-starter requiring very little guidance with good interpersonal skills.
• Ability to travel to customer sites and conferences.

Desired Skills

• Exposure to Key Institutional Agencies such as UKSA and ESA and established relationships within those
• 10+ years Experience and knowledge of Space Industry and Space Technology is preferred
• Experience of working in a growth environment
• Experience with Salesforce considered to be an asset

We’re a dream team of purpose-driven, collaborative and passionate people, and we are constantly looking for others to join #TeamMDA to ignite new and innovative approaches to problem-solving that push us forward to improve life on and above Earth. If you’re excited to expand our place in space and driven to inspire the next generation, we’ll take you there.

We have entered a new era of exploration and development, and MDA Space welcomes all who yearn to suit up and be part of it. An equal opportunity employer prizing diversity, integrity and collaboration, we are committed to growing MDA Space’s leadership in this next golden age.

Comments/Special Considerations

We are required to conduct a BPSS (Baseline Personnel Security Standard) screening in which we will check your:

• Right to work: To confirm that you are entitled to take up the position as well as check your nationality and immigration status
• Identity: Full ID check
• Criminal records: Basic Disclosure
• Employment history check: Confirmation of past three years of employment (minimum) history/activity
• Reference checks

Benefits Statement

MDA Space provides competitive compensation and benefits packages for its employees at all locations. As a team member of MDA, you and your qualified dependents are eligible to participate in a benefit plan that ensures a comprehensive level of protection through competitive health care including; private healthcare, disability income protection, life insurance, pension plan; and an employee assistance program. We also have a Hybrid work model in place, for a better work/life balance.

Equal Opportunity Statement

MDA Space is an equal opportunity employer prizing diversity and inclusion. We are committed to treating all employees and applicants for employment with respect and dignity. If you require assistance and/or reasonable accommodation due to a disability during the application or the recruiting process, please feel free to notify us.

Accommodations

MDA Space is proud to provide accommodation(s) during the recruitment process. Should you require any accommodations, please indicate this on your application/cover letter and we will work with you to meet your accessibility needs.