Defence Account Manager

Smiths Group; Hemel Hempstead; On-site; GBP 90,000 - 130,000; Full time

Job summary

Smiths Detection is seeking a Defence Account Manager to drive growth with military and government customers across Northern Europe. You will combine commercial acumen with knowledge of CBRNE capability requirements and defence procurement environments to identify and win opportunities.

You will develop strategic account plans, conduct capability demonstrations, and work with internal teams to align technology with customer needs, ensuring compliant procurement and sustained long-term

Qualifications

• Experience in defence sales, account management, business development, or military capability development.
• Strong knowledge of the CBRNE environment and the challenges faced by defence and military organisations.
• Understanding of military operational requirements and concepts of operation relating to CBRNE detection.
• Experience engaging with defence customers, military users, procurement authorities, or government stakeholders.
• Ability to build trusted relationships with both operational and senior decision-makers.
• Excellent communication, presentation, negotiation, and influencing skills.
• Strong commercial awareness combined with a strategic approach to account growth.
• Ability to manage multiple opportunities and priorities within a complex stakeholder environment.

Responsibilities

• Develop and grow relationships with defence customers across the Northern Europe region.
• Identify and pursue new business opportunities within the CBRNE and defence technology markets.
• Act as a trusted adviser to military, government and defence stakeholders regarding CBRNE detection capabilities and operational applications.
• Develop strategic account plans and growth initiatives in partnership with the Defence Business Development Manager.
• Conduct regular customer engagement activities, including site visits, capability demonstrations, and operational discussions.
• Prepare and deliver compelling presentations, proposals, and commercial offers tailored to defence requirements.
• Work closely with internal technical, product management, and sales teams to align solutions with customer needs.
• Support defence procurement activities and navigate complex acquisition processes.
• Monitor market trends, emerging threats, capability gaps, and defence programmes relevant to the CBRNE domain.
• Ensure all activities are conducted in accordance with defence regulations, export controls, and company compliance requirements.

Skills

Defence sales

Account management

Business development

Military capability knowledge

Stakeholder engagement

Communication skills

Strategic account planning

Job description

Every minute of every day, Smiths Detection’s threat detection and security screening technology helps to protect people and infrastructure, making the world a safer place.

Smiths Detection is a global leader in the development, manufacture and management of security and detection solutions designed to make the world a safer place. Our technology provides threat detection and screening solutions for customers in our key markets: aviation, ports and borders, defence, and urban security.

Our expertise spans 21 global offices, seven manufacturing sites and five R&D centres, with a global network of 3,500 dedicated colleagues contributing towards over 40 years at the frontline of advances in safety and security.

This results in careers built on variety and the opportunity to work on a range of state-of-the-art solutions, where you can develop your knowledge and experience every day.

Job Description

At Smiths Detection, we develop and deliver world-leading threat detection technologies that help military, government, and security organisations protect personnel against Chemical, Biological, Radiological, Nuclear and Explosive (CBRNE) threats.

We are looking for a Defence Account Manager with a strong understanding of the CBRNE domain to drive growth across our defence customer base in Northern Europe. This role is ideal for an individual who combines commercial acumen with operational or technical knowledge of CBRNE capability requirements, military concepts of operation, and defence procurement environments.

You will work closely with defence organisations, armed forces, and government stakeholders, helping them identify and adopt advanced CBRNE detection and monitoring technologies that support mission success and force protection.

The Opportunity

As the Defence Account Manager, you will be responsible for developing strategic relationships with military and defence customers while expanding the adoption of Smiths Detection's CBRNE, IMS and digital technology portfolio.

Success in this role requires an ability to understand evolving threat environments, engage credibly with military end users and procurement organisations, and translate operational requirements into technology solutions that deliver real-world capability.

What you will be doing:

• Develop and grow relationships with defence customers across the Northern Europe region.
• Identify and pursue new business opportunities within the CBRNE and defence technology markets.
• Act as a trusted adviser to military, government and defence stakeholders regarding CBRNE detection capabilities and operational applications.
• Develop strategic account plans and growth initiatives in partnership with the Defence Business Development Manager.
• Conduct regular customer engagement activities, including site visits, capability demonstrations, and operational discussions.
• Prepare and deliver compelling presentations, proposals, and commercial offers tailored to defence requirements.
• Work closely with internal technical, product management, and sales teams to align solutions with customer needs.
• Support defence procurement activities and navigate complex acquisition processes.
• Monitor market trends, emerging threats, capability gaps, and defence programmes relevant to the CBRNE domain.
• Ensure all activities are conducted in accordance with defence regulations, export controls, and company compliance requirements.

Qualifications

• Experience in defence sales, account management, business development, or military capability development.
• Strong knowledge of the CBRNE environment and the challenges faced by defence and military organisations.
• Understanding of military operational requirements and concepts of operation relating to CBRNE detection and response.
• Experience engaging with defence customers, military users, procurement authorities, or government stakeholders.
• Ability to build trusted relationships with both operational and senior decision-makers.
• Excellent communication, presentation, negotiation, and influencing skills.
• Strong commercial awareness combined with a strategic approach to account growth.
• Ability to manage multiple opportunities and priorities within a complex stakeholder environment.

Highly Desirable

• Military, defence industry, CBRN Regiment, specialist response, or CBRNE programme experience.
• Experience with chemical detection, biological detection, radiological/nuclear monitoring, IMS technology, or related sensing capabilities.
• Knowledge of NATO capability requirements, defence acquisition programmes, or international military cooperation frameworks.
• Experience supporting government contracts and defence procurement activities.
• Technical understanding of detection technologies and their operational employment in contested environments.

Additional Information

Join us and we’ll help build your career, with excellent training and opportunities for career growth across the business, both locally and globally. You’ll experience an inclusive environment, with strong leadership and a focus on safety and wellbeing. You’ll also have the flexibility to choose from a wide range of benefits to suit your lifestyle, offering you and your family support from a health and wellbeing, financial andlifestyle perspective.

Join us and work for a world-leader, with the benefits and training to reward your dedication and skills. Be part of a team where we are making the world a safer place.

We believe that different perspectives and backgrounds are what make a company flourish. All qualified applicants will receive equal consideration for employment regardless of color, religion, sex, sexual orientation, gender identity, national origin, economic status, disability, age, or any other legally protected characteristics. We are proud to be an inclusive company with values grounded in equality and ethics, where we celebrate, support, and embrace diversity.