Defence Business Development Manager | Midlands-East Anglia

The Opportunity:

Nigel Wright is delighted to have been retained by a growing manufacturing client, to lead the search for a newly created Defence Business Development Manager.

The company supplies its products into multiple sectors and has seen growth in its defence revenue stream in recent years, without having been particularly proactive. Having recently taken on investment, driving its defence revenue stream is a key strategic objective in the coming years.

The role is a hybrid market facing position, with a requirement for circa 2 days per week at the Company HQ in East Anglia.

Role Profile:

• Build and deliver a Defence go-to-market plan that sets business development and account management goals, target segments, routes-to-market and a rolling 12–24 month action plan.
• Identify and develop new customers across the Defence sector on a proactive basis, while directly managing and growing existing customer accounts.
• Map and target end users, MoD departments and agencies, OEMs, system integrators and supply chain partners (Prime to Tier 3) to identify “operational and product gaps” where the Company's engineering, R&D and manufacturing capability can add value.
• Be accountable for achieving agreed quarterly and annual sales targets (including value, margin and mix, as applicable).
• Lead on tenders, proposals, pricing and bid governance.
• Identify, review and support implementation of accreditations and approvals relevant to defence business (including customer-specific requirements), working with internal owners to maintain compliance.
• Work with government and sector support bodies that facilitate defence market access and growth (e.g. introductions, programmes, innovation/CR&D opportunities and industry networks).
• Proactively generate leads through research and attendance at relevant tradeshows / exhibitions.
• Identify, qualify, acquire, train and launch indirect sales channel partners (e.g., distributors, resellers and specialist partners).
• Maintain disciplined CRM usage for all opportunities, contacts, activities and forecasting; ensure data quality to support management reporting and decision making.
• Prepare and submit structured monthly activity reports to the Sales & Management Team covering pipeline status, key account activity, risks, competitor insights and next actions.
• Work collaboratively with Engineering, Design, Operations, Quality and Finance to translate requirements into deliverable solutions and to support accurate resource planning and risk management.
• Contribute to marketing and brand activity by providing sector insight, case studies and content that supports credibility and lead generation.