Business Development Manager – Defence Sector

Recruitment South East

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