The Clay Partnership
Business Development Manager - Defence
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Business Development Manager - Defence
The Role We are seeking a highly driven and commercially focused Business Development Manager / Key Account Manager to lead growth within the UK Defence Industry.
This role is responsible for hunting and securing new business opportunities with manufacturers and strategic partners who utilise high performance and premium industrial products.
The successful candidate will open new doors, build strong relationships, and convert opportunities into profitable, long-term partnerships, while also developing existing accounts.
Key Responsibilities New Business Development (Primary Focus) Identify, target and win new customers across the UK Defence manufacturing landscape Proactively generate leads and open access to key decision-makers and influencers Develop a robust pipeline of opportunities aligned to strategic growth targets Convert technical product trials and value propositions into commercial agreements
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Account Development Grow and retain key accounts through structured account planning Strengthen relationships with both end-users and distribution Identify cross-selling and upselling opportunities across the product portfolio
Commercial Value Selling Work closely with Application Engineers to coordinate technical trials and demonstrations Translate technical performance into clear commercial and operational value for the customer Build compelling business cases focused on cost savings, productivity gains, and quality improvements
Industry Engagement Act as an industry influencer within Defence Maintain a strong presence within key industry networks, events, and forums
Ideal Skills & Experience Required Proven success in new business development (“hunter” profile) within an industrial B2B environment Strong experience within or selling into the UK Defence sector Holder of existing security clearance or able to obtain. Familiarity with defence procurement frameworks and standards Demonstrated capability to sell technical solutions with commercial impact Established network across end-users and distribution Highly disciplined in CRM usage, pipeline management, and target delivery Ability to open doors, build relationships quickly, and influence at multiple levels Strong commercial acumen and negotiation skills
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Personal Attributes Highly motivated, target-driven and resilient Entrepreneurial mindset with strong initiative Credible, confident communicator with strong influencing skills Structured and organised, with excellent attention to detail Collaborative approach, working effectively across technical and commercial teams
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