Business Development Manager

Banner Lane; England; On-site; GBP 70,000 - 110,000; Full time

Job summary

Banner Lane is seeking a commercially minded Business Development Manager to drive a tiered solutions model across defence and communications markets. You will engage with customers, partners and internal engineering teams to position high-value RF, fibre-optic and SDR solutions.

The role emphasizes relationship building, opportunity development and strategic pipeline management in a field with long sales cycles and complex requirements.

Qualifications

• Experience in technical or solution-based sales across complex multi-stakeholder opportunities.
• Proven ability to identify, develop and convert new business opportunities through consultative engagement.
• Able to communicate system-level solutions to customers without being a deep technical specialist.

Responsibilities

• Identify, target and develop new customers across defence, satcom, maritime and test environments.
• Own a portfolio of customer relationships and opportunities within RF, fibre optic and SDR solutions.
• Manage end-to-end sales cycle: engagement, requirements, positioning, quotation, negotiation and order placement.
• Build trusted relationships with customers, partners and internal teams; enable solution-focused proposals.
• Track pipeline performance and contribute to revenue growth and order intake.

Skills

Technical sales

Opportunity development

System-level solutions

Sales cycle management

Stakeholder engagement

Market exposure (satcom/RF/defence)

Channel partnerships

Systems integration knowledge

RF/fibre/microwave tech knowledge

Education

Technical or business degree

Job description

Our client is an established, high-technology engineering business headquartered in Oxfordshire, operating as a wholly owned subsidiary of a major UK defence and security group. Founded in 1994, the business designs and manufactures a range of fibre-optic, RF and microwave technologies, including RF-over-fibre systems, antennas, software-defined radios and associated electronic subsystems.

Its products are deployed across satellite ground stations, broadcast infrastructure, secure communications networks and defence applications worldwide, with notable applications spanning Signals Intelligence (SIGINT), Communications Intelligence (COMINT), electronic warfare and force protection.

As part of one of the world's leading defence and security organisations, the business combines the agility and technical depth of a specialist engineering company with the backing, investment and market access of a major global group. The company holds Gold Investors in People accreditation and is certified to ISO 9001 and Cyber Essentials Plus.

Role Overview

Our client is entering an important phase of commercial evolution. Historically operating as a highly bespoke engineering organisation, the business is now focused on creating a more scalable solutions model that can be applied across multiple customers, applications and markets. To support this, the business is adopting a tiered commercial model comprising bespoke projects, configurable solution variants and fully established product offerings.

This newly created Business Development Manager role reflects the company's ambition to build a dedicated Systems sales capability focused on higher-value solutions and customer relationships. The successful candidate will engage with customers across a broad range of commercial and defence applications, working to understand operational challenges and position the most appropriate solution.

Many opportunities involve multiple stakeholders, longer sales cycles and a consultative approach. Unlike a product-led, transactional sales environment, opportunities within this division are relationship-driven and solution-focused, requiring close engagement with customers, partners and internal engineering teams. Technical support is provided by a dedicated systems engineering capability, enabling the Business Development Manager to focus on customer relationships, opportunity development and commercial execution.

This role suits a commercially minded, entrepreneurial individual who is motivated by the opportunity to build a market, develop relationships and create genuine growth. Energy, curiosity and the ability to create momentum are likely to be more important than deep product knowledge on day one.

Key Responsibilities

• Proactively identify, target and develop new customers and opportunities across target markets including satcom, maritime, defence and test environments
• Own and manage a portfolio of customer relationships, identifying and developing new opportunities within the RF, fibre optic and software-defined radio solutions portfolio
• Take end-to-end responsibility for the full sales cycle: initial engagement, requirements capture, solution positioning, quotation, negotiation and order placement
• Establish and maintain trusted relationships with customers, channel partners and the representative network to uncover and convert opportunities
• Plan, track and measure the financial performance of the pipeline, taking accountability for revenue growth, order intake and achievement of agreed targets
• Monitor industry trends, customer developments and competitor activity; attend relevant trade shows and industry events
• Utilise CRM systems to manage pipelines, prepare quotations, produce accurate sales forecasts and support proposal deadlines

Essential Skills and Experience

• Experience in technical sales, business development or account management within a technology, engineering, communications or defence-related environment
• Demonstrated ability to identify, develop and convert new business opportunities through consultative, solution-focused engagement
• Able to understand and communicate system-level solutions, even without being a deep technical specialist
• Comfortable managing opportunities with varying sales cycles, from relatively transactional through to longer-term strategic pursuits
• Confident communicator, able to engage credibly with customers, partners and internal stakeholders across both technical and commercial discussions
• Exposure to markets such as satellite communications, RF systems, telecommunications, defence, maritime, aerospace or test and measurement
• Experience working with channel partners, distributors or representative networks
• Familiarity with solution-level or systems integration offerings, as opposed to purely product-based sales
• Background in or knowledge of RF, fibre optic, microwave or software-defined radio technologies

Qualifications

• Degree-qualified in a relevant technical, engineering or business discipline, or equivalent professional experience in a technology or engineering sales environment
• Proven experience in technical or solution-based sales, including engagement across complex, multi-stakeholder opportunities
• Track record of delivering revenue growth within a defined territory, product range

Person Specification

Commercial drive is essential; however, our client places equal emphasis on mindset and interpersonal effectiveness. The successful candidate will bring energy, curiosity and credibility to a technically complex market environment. They will demonstrate strong relationship-building skills, the ability to engage across both technical and commercial discussions, and a disciplined approach to pipeline management and opportunity development.

Candidates who are motivated by ownership, variety and pace within a collaborative, close-knit engineering environment are particularly encouraged to apply. The business is open to a range of industry backgrounds - the ideal candidate need not come from a traditional

Eligibility Requirements

Due to the nature of our client's products and customer base, candidates will be exposed to ITAR and UK export controls. Candidates must be eligible to work within those constraints. Sole UK National status is essential.