Business Development Manager
Fuel Recruitment
- United Kingdom
- Permanent
- Full-time
Our client is a technical consultancy delivering world class services in Support Engineering, Cyber Security & Information Assurance, Training & Leadership Development and Communications.From delivering forward-thinking training to the UK Armed Forces, to working in partnership with Tier 1 defence and security providers on some of the most significant defence programmes of recent years.About the role
Our client is looking for a self-starter with initiative and plenty of ideas, who wants to work & further their career in an environment that is both dynamic and has growth aspirations in the Government & Defence arena and beyond. You will be given a high degree of autonomy and responsibility against a challenging target.
This role will report into the Sales and Marketing Director and will be working closely with the Head of CS&IA Services. You will support all business development and sales activity to feed CS&IA Services a challenging flow of attractive and winnable opportunities to support the growth targets.Responsibilities
You will:
- Be at the frontline of the company, an enthusiastic individual helping them grow their business by sourcing and engaging with new clients, engaging with key stakeholders, influencing decision makers and bringing opportunities into the team to deliver
- Work alongside other Business Development Managers with responsibilities including market analysis, strategy development, bid management, scoping and pricing, stakeholder & key client management & engagement, as well as attending sales calls and meetings and importantly successfully develop and manage inter team relationships to drive best behaviours and success in securing and delivering new work
- Target areas and opportunities for consolidation, innovation, disruption and growth, as well as support developing business opportunities in adjacent markets. You will also generate draft written material for bid and tender submissions, ensuring they meet both customer specifications and company standards
- Champion, Lead and pursue opportunities, driving them through the sales approval process to bid delivery, engaging with the bid support team and other key technical and commercial stakeholders as necessary
- Negotiate pricing, terms and conditions and closure of opportunities that have been identified, within the boundaries of the current delegations of authority
- Working alongside the marketing team, develop appropriate strategies for marketing collateral and publicity to support the CS&IA campaigns
- Be expected to travel & engage with customers in and around the UK to achieve the necessary goals as well as attend and support events. It is expected that in future years some overseas travel may be required.
- Work within the Sales & Marketing team to promote and develop consistent defence and security, sector-leading and business-winning value propositions, based on our existing, CS&IA and cross company capabilities (training, operation support & support engineering).
- Drive and support business development and sales activity to feed CS&IA Services a challenging flow of attractive and winnable opportunities in the UK defence and security sectors, adjacent markets, and beyond to drive a strong future pipeline of work, growing sustainable revenue and profits.
- Target areas and opportunities for consolidation, innovation, disruption and growth, as well as developing business opportunities in adjacent markets.
- Identify, pursue, support, manage through internal processes, draft & deliver bid and tender submissions, ensuring they meet both customer specifications and company standards. Working closely with the operations team and the bid support team.
- Meet or exceed agreed order intake & in year revenue targets, as well as return on business development investment activity.
- Provide market intelligence, strategic options and sales pipelines and forecasts into business planning activities to ensure delivery against key performance metrics, with a strong emphasis on new business sales (client, competition and market), balancing near, mid-term and strategic opportunities to maximise overall revenue generation.
- Reinforce long-term client relationships and work streams, spanning multiple service offerings.
- Seek and build new client relationships to ensure the business has a diverse and resilient client-base, encouraging enduring engagement
- Support specific marketing strategies to support CS&IA & attend events/exhibitions as required.
- Have demonstrable business development or sales record that speaks for itself, ideally in the defence and/or CS&IA sectors.
- Have a good understanding and technical background in at least the CS&IA services we currently offer complemented by knowledge of the CS&IA marketplace, systems and technologies.
- Have a strong network within the CS&IA services and technology sector at senior stakeholder levels.
- Have UK defence business development and sales experience of relevant consultancy/professional services
- Have up-to-date knowledge and understanding of related CS&IA service provision
- Are able to achieve and maintain or already have relevant UK security clearances
- Are able to have an understanding of potential future markets and the gaps to be exploited
- Are qualified to degree level (bachelor's or master's) or equivalent
- Have experience of contract commercials & negotiation
- The personal drive and appetite to grow a successful business further, able to provide support to achieve stretch targets and business development goals
- The clarity of thought and ability to translate information technically and creatively spotting and developing competitive advantages for the company
- The appetite to work flexibly and travel (predominantly in the UK) as necessary to meet goals
- Appropriate UKSV Security Clearance
- Team working & excellent communication skills both in writing, verbal and presentational