Business Development Manager - Defence Consulting

RINA; Leatherhead; Hybrid; GBP 60,000 - 85,000; Full time

Benefits offered by this job

25 days leave (plus bank holidays)

Bonus

Car allowance

Option to buy more holiday

Pension

Health Insurance

Professional development

Pay for professional membership

Life Assurance

Military reservists support – 10 extra

STEM ambassador leave

Cycle to work

EV scheme

Retail discounts

Recruitment referral bonus

Job summary

RINA is seeking an experienced Business Development Manager to join the Aerospace and Defence (ASD) UK Consulting BD Team. You will target and win growth opportunities with Defence clients across the UK, leveraging a portfolio of engineering and consultancy services.

Hybrid working is offered with occasional travel to client sites and our UK offices. Key responsibilities include pipeline development, campaign planning, key account management, and tender/proposal support.

Qualifications

• 3+ years BD and sales experience in a consulting or engineering related Professional Services environment.
• Strong knowledge of Defence domain across air, land, sea and/or cyber.
• Understanding of UK Defence procurement processes and frameworks.
• Previous BD roles include CRM/Account Executive or Capture Manager.
• SC clearance at start or British citizen willing to undergo vetting.

Responsibilities

• Create and manage a pipeline of profitable new and repeat business with MOD, primes and frameworks.
• Plan BD campaigns aligned to wider business strategy and growth targets.
• Act as Key Account Manager for nominated clients and prospects.
• Contribute to tender/proposal responses and capture management when required.
• Support customer satisfaction, repeat business and expansion into new markets.
• Convert prospects to contracts and support mobilisation to onboard clients.
• Identify opportunities for strategic alliances to enhance client value.
• Collaborate with the wider RINA Group for cross-selling opportunities.
• Monitor competitor activity and provide intelligence to the team.
• Plan and attend events, expos and conferences with Marketing.

Skills

BD experience

Sales experience

Defence knowledge

UK defence procurement

Job description

RINA is looking to recruit an experienced, talented and driven Business Development Manager as 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 Propositions;
• 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 the Defence and Security sector that can be exploited through the ASD portfolio of services is 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.

About RINA Aerospace & Defence (ASD) UK:

RINA ASD UK is a Gold status member of the Armed Forces Covenant Employers Recognition Scheme and proudly supports those who serve.

We provide Engineering Consultancy to the Defence sector, selling a portfolio of engineering services, including Safety, ILS, Training and Cyber Assurance. It has a proven track record and excellent reputation in supporting and improving performance for some of the military’s most technically advanced programmes across air, land, and sea, with a current focus on supporting autonomous air and marine platforms.

RINA Group

RINA is a 7,000 strong global engineering services firm, with a heritage in Classification and Certification. It provides innovative safety related services to Defence, Aerospace, Energy, Renewables, Transport, Infrastructure and Manufacturing sectors. Operating out of 70 countries, RINA offers significant depth of experience across engineering disciplines to support clients, ensuring the functional safety of products and platforms. RINA has a strong reputation providing services that are of the highest quality, creating significant value add.

Benefits:

• 25 days leave (plus bank holidays)
• Bonus
• Car allowance
• Option to buy more holiday
• Pension
• Health Insurance
• Professional development, support with qualifications
• Pay for professional membership
• Life Assurance
• Support of Military Reservists – 10 additional paid days
• 4 days paid leave for STEM Ambassadors
• Cycle to work scheme
• E-Vehicle Scheme
• Retail discounts
• Generous recruitment referral bonus

Flexibility and respect drive how we work. We are committed to building a workplace where every person feels valued and empowered to develop their potential. RINA provides equal employment opportunities and does not discriminate on any basis.