Business Development Lead

Mackinnon Bruce International; Cambridgeshire and Peterborough; On-site; GBP 90,000 - 130,000; Full time

Benefits offered by this job

Supportive team

Clear progression paths

Job summary

Mackinnon Bruce International partners with a UK engineering company to recruit a commercial leader for land defence. Based in the East of England, you will manage the process from first customer contact to signed contract, balancing strong relationships with technical depth.

You will open conversations, lead priority bids, own pricing and term negotiations with finance and engineers, and hand won work to delivery while building a robust pipeline with Army commands, MOD land teams, primes and

Qualifications

• Proven track record selling technically complex defence or aerospace projects.
• Understanding of UK MOD procurement routes and funding.
• Established relationships with Army/MOD land customers and primes.
• Engineering or science background to engage with engineers.
• Experience taking deals from initial contact to signature.
• Based in or near East of England.

Responsibilities

• Set commercial direction for land defence and prioritise customers.
• Open conversations through events and partnerships, influence requirements.
• Lead pursuit of priority bids and decide on bidding strategy.
• Own pricing, terms and negotiations with finance and technical teams.
• Ensure smooth handover to delivery and maintain customer confidence.
• Report pipeline and forecast; represent the business at events and meetings.

Skills

Defence sales

Engineering understanding

Deal negotiation

Relationship building

Education

Engineering or science background

Job description

MBI are currently partnered with a UK engineering company that develops advanced electronic systems for defence and other demanding markets. Their technical reputation is strong and their defence ambitions are growing, so they want a commercial leader who can turn that reputation into signed contracts.

Do you already know who buys, and who influences, in UK land defence?

If you have spent years earning the trust of Army commands, MOD land capability teams, prime contractors and the smaller specialists that supply them, this role could be a natural next step. Our client is not looking for someone to start from a blank page. They want a seller who can make introductions and build momentum from the first week.

The Role

Based in the East of England, you will take charge of our client's land defence business development, from the first conversation with a customer through to a signed contract and a smooth start on delivery. You will pair strong relationships with enough technical understanding to explain what the engineers can build, and why it matters to the people who will use it.

Key Responsibilities

• Set the commercial direction for land defence, deciding which customers, primes and partners deserve the most attention
• Open new conversations through events, introductions and partner relationships, and engage early enough to influence how requirements are framed
• Run the pursuit of priority bids, including who the decision makers are, what the winning argument is, and whether to bid at all
• Own pricing, terms and negotiation, working with finance and technical colleagues
• Pass won work cleanly to the delivery engineers, keep the customer confident throughout, and spot the next piece of work
• Report pipeline and forecast accurately, and represent the business at events and customer meetings

Ideal Background

• A track record of selling technically complex work to defence, security or aerospace customers
• Working knowledge of how the UK MOD buys, including routes to market, innovation funding and collaborative bids
• Existing relationships with Army and MOD land customers, prime contractors and specialist suppliers
• An engineering or science background, or enough technical depth to hold your own with engineers
• Experience taking a deal from first conversation to signature
• Based in or within easy reach of the East of England

Package

This is a permanent role with a package including:

• A supportive team and genuine scope to progress