Business Development Manager - Defence Consulting

07419599; Chippenham; Hybrid; GBP 60,000 - 90,000; Full time

Job summary

RINA is seeking an experienced Business Development Manager to join the Consulting BD Team within the Aerospace and Defence unit in the UK. You will target and win growth opportunities with Defence clients, manage a pipeline, and collaborate with Consulting leads to expand our portfolio of services.

You will build strong client relationships, develop tenders, and work across the MOD and prime contractors to drive profitable new business. Occasional travel is expected in a hybrid UK environment.

Qualifications

• 3+ years in BD and sales within consulting or engineering-related Professional Services.
• Strong knowledge of Defence domain across air, land, sea or cyber.
• Experience writing compelling business-winning responses to tenders/RFPs/RFIs.
• Understanding of UK Defence procurement processes and frameworks.
• Existing personal network in Defence and Security sectors preferable.
• SC clearance at point of employment or British citizenship with vetting willingness.

Responsibilities

• Create and manage a pipeline of profitable new and repeat business with MOD, prime contractors and within frameworks.
• Plan BD campaigns aligned to wider business strategy and market opportunities.
• Act as Key Account Manager for nominated clients and prospects.
• Lead or contribute to tender/Proposal responses; assume Capture Manager role when required.
• Support customer satisfaction, drive repeat business and expansion into new markets.
• Convert prospects into contracts and assist Operations during mobilisation and onboarding.
• Identify opportunities for strategic alliances to enhance client value projections.
• Collaborate with the broader RINA Group for cross-selling and collaboration.
• Monitor competitor activity and relay intelligence to the team.
• Plan and attend events, expos and conferences in collaboration with Marketing.
• Maintain an active network and represent RINA at industry events.

Skills

BD & sales

Defence domain knowledge

Tender/RFP responses

UK Defence procurement

Defence & Security network

SC clearance

Job description

RINA is looking to recruit an experienced, talented and drivenBusiness Development Manageras part of our Consulting BD Team. You will join our Aerospace and Defence (ASD) Business Unit accountable for targeting and winning growth opportunities with existing and new Defence clients across the UK. The role will be instrumental in driving the business to achieve its ambitious growth targets.
RINA operates a hybrid working environment: providing you are happy to travel occasionally, your UK location is not a concern, though our main UK offices are located in Chippenham, Leatherhead, Manchester, Southampton and Lincoln.

The Role:

You will work as part of the ASD BD Team and collaborate with the Consulting leads to identify and win new and repeat business in the UK, selling our portfolio of consultancy services. The portfolio of engineering services RINA ASD provides include: Safety Engineering, Engineering Design, Integrated Logistics Support, Electromagnetic Compatibility and Project Management. RINA also provides high end Defence Training and Learning solutions.

Your responsibilities:

• Create and manage a pipeline of profitable new and repeat business through the identification of business opportunities, both with the MOD, prime contractors and within the frameworks.
• Plan BD campaigns, contributing ideas and opportunities aligned to the wider business strategy;
• Act as the Key Account Manager for nominated key clients and prospects;
• Contribute to the generation of business-winning Tender and Proposal responses, act as Capture Manager, when required;
• Support our focus on customer satisfaction, repeat business and develop into new markets;
• Convert prospects to contracts and provide support to the Operational Team during contract mobilisation ensuring clients are on-boarded effectively, and capture lessons learned;
• Identify opportunities for strategic alliances and partnerships to enhance Client Value Projections;
• Work across the wider RINA Group to augment Business Unit cross selling' and collaboration;
• Track competitor activity and provide timely updates on competitor news and intelligence to the team;
• Plan for and attend events, expos and conferences, having collaborated with Marketing.

Qualifications & experience:

• Must have at least three years' BD and sales experience in a consulting or engineering related Professional Services environment;
• Strong knowledge of the Defence domain, across either air, land, sea, and/or cyber;
• Have some understanding of UK Defence procurement processes and frameworks;
• Previous roles in Business Development may include Customer Relationship Manager, Account Executive, Sales Executive or Capture Manager;
• A current personal network within theDefence and Security sectorthat can be exploited through the ASD portfolio of servicesis preferable;
• Significant experience of writing compelling and persuasive business-winning responses to Tenders and Requests for Proposals (RFPs / RFIs);
• Due to the security clearance requirements of the role, candidates should be SC cleared at the point of employment, or be a British citizen, willing to undergo vetting.

The Person:

You will be a highly motivated self-starter, goal focussed and tenacious. Your communication and listening skills teamed with your proactive approach to sales will enable you to identify leads and new opportunities. You are able to present ideas successfully, ask the right questions and negotiate effectively. You will have a flexible approach, be happy to adapt to changing business & client needs and be able to manage the pressure in a fast moving, growth environment.