Business Development Manager - Defence Sector

Description:

Business Development Manager – Defence & Government Markets
Reports to: Managing Director
Location: United Kingdom (Hybrid with UK and International Travel)
Package including: Negotiable salary with commission, bonus, company car 
  
Are you a business development executive with experience in the defence sector?  We would welcome ex MOD or service who have a strong sales background. 

Job Purpose
  
The Business Development Manager is responsible for identifying, developing and securing new business opportunities across the UK Ministry of Defence (MOD), NATO, prime defence contractors and international defence organisations. The role is focused on developing long-term strategic customer relationships, winning profitable contracts and supporting sustainable business growth while ensuring full compliance with defence procurement regulations and security requirements.

The successful candidate will possess a strong understanding of the UK defence
market, defence acquisition processes and the ability to engage confidently with senior military, government and commercial stakeholders.
  
Key Responsibilities
  
Business Development

Develop and execute a Defence Business Development Strategy aligned with company objectives.
Identify new opportunities within UK MOD, NATO and international defence markets.
Generate and qualify new business leads.
Develop annual sales and growth plans.
Build and maintain a robust opportunity pipeline
Monitor market trends, defence spending and procurement programmes. Customer Relationship Management

Develop strategic relationships with:
UK Ministry of Defence
Defence Equipment & Support (DE&S)
Defence Infrastructure Organisation (DIO)
Prime Contractors
Tier 1 and Tier 2 Defence Suppliers
NATO procurement agencies
International defence organisations
Maintain regular engagement with procurement teams, programme managers and technical specialists.
Represent the company at customer meetings and defence exhibitions. Market Intelligence

Monitor:
Defence budgets
Future procurement programmes
Framework agreements
Competitor activity
Emerging technologies
Government policy
Identify opportunities arising from defence capability reviews.  Strategic Growth

Develop opportunities across sectors including:

Soldier Systems
C4ISR
Tactical Communications
Personal Protective Equipment
Medical Systems
Vehicle Systems
Naval Equipment
Aerospace
Secure Textiles
Load Carriage Equipment
Weapon Accessories
Sustainment & Logistics  Commercial Responsibilities

Achieve annual sales targets.
Deliver profitable revenue growth.
Prepare sales forecasts.
Manage account development plans.
Protect company margins.
Support long-term strategic agreements.  Cross Functional Collaboration
  
Work closely with:

Technical
Design
Production
Quality
Procurement
Programme Management to ensure customer requirements are fully understood and delivered.

Compliance

Ensure all activities comply with:

UK Export Control Regulations
MOD procurement rules
Security classifications
ISO 9001
ISO 14001
Cyber Essentials / Cyber Essentials Plus
DEFCONs
JSP Publications
Modern Slavery Act
Bribery Act 2010 Key Performance Indicators (KPIs)

Annual Sales Revenue
Gross Margin
New Customer Acquisition
Pipeline Value
Contract Awards
Customer Retention
Forecast Accuracy
Number of Customer Visits
New Market Penetration
Strategic Account Growth   
Knowledge & Experience
  
Essential

Minimum 5 years' Business Development experience within the defence sector.
Proven track record of winning defence contracts.
Experience dealing with MOD and prime contractors.
Understanding of defence procurement processes.
Strong commercial negotiation skills.
Experience managing strategic customer accounts.
Excellent presentation and communication skills.
Experience using CRM systems.
Full UK driving licence.
Willingness to travel throughout the UK Desirable

Knowledge of NATO procurement.
Experience within textile manufacturing, defence equipment, engineering or protective systems.
Understanding of government framework agreements.
Existing defence industry network.
Experience with export markets.
Security cleared (SC or DV) or eligible to obtain clearance.   
Skills & Competencies
  
Commercial

Business Acumen
Strategic Thinking
Negotiation
Financial Awareness
Opportunity Management   
Leadership

Influencing Skills
Relationship Building
Stakeholder Management
Decision Making   
Personal

Self-motivated
Highly organised
Professional
Resilient
Results driven
Customer focused
Excellent communicator
Ethical
High integrity   
Qualifications
  
Essential

Degree in Business, Engineering, Manufacturing or related discipline, or equivalent industry experience.   
Desirable

MBA
Institute of Sales Professionals Membership
Prince2 or equivalent project management qualification   
Security Requirements
  
The successful candidate must:

Be eligible for UK Security Clearance (SC) as a minimum.
Be capable of obtaining Developed Vetting (DV) if required.
Meet UK Export Control compliance requirements.
Comply with company information security policies.   
Typical Customers

UK Ministry of Defence (MOD)
Defence Equipment & Support (DE&S)
BAE Systems
INVISIO
Babcock International
Leonardo UK
Thales UK
Rheinmetall UK
QinetiQ
General Dynamics UK
Lockheed Martin UK
Rolls-Royce Defence
MBDA UK
NATO Support and Procurement Agency (NSPA)   
Career Progression

Senior Business Development Manager
Head of Business Development
Commercial Manager
Sales Director
Business Unit Director
Commercial Director