Role Overview
This is a development-led sales role suited to an individual with deep experience across the aerospace and defence manufacturing ecosystem. The successful candidate will bring strong market knowledge, established relationships within Prime Contractors and their supply chains, and the credibility required to position industrial automation solutions into complex, regulated production environments.
Key Responsibilities
* Define and execute the commercial strategy for the Aerospace & Defence Manufacturing vertical, from initial market entry through to scale.
* Develop a structured business plan covering revenue targets, pipeline creation, key accounts, and growth milestones across Primes and Tier suppliers.
* Identify and prioritise opportunities within defence manufacturing programmes, platform supply chains, and long term production contracts.
* Monitor market trends, customer investment plans, and competitor activity within defence manufacturing to inform strategy.
* Lead all new business development activity across Defence Primes, Tier 1, Tier 2, and specialist manufacturing partners.
* Build and manage a strong pipeline of complex, long cycle opportunities, including framework agreements and multi year programmes.
* Engage with senior stakeholders across engineering, manufacturing, procurement, supply chain, and programme management functions.
* Drive high value commercial negotiations and support contract closure in line with governance and compliance requirements.
* Support marketing activity by shaping sector messaging, value propositions, and positioning relevant to defence manufacturing customers.
* Provide structured feedback from customers and programmes into product strategy, supplier engagement, and solution development.
* Build long term, trusted partnerships with key strategic accounts within the defence manufacturing supply chain.
* Ensure a high standard of customer engagement, account development, and delivery alignment.
* Maintain awareness of aerospace and defence sector requirements, including quality standards, export controls, and regulated supply chain obligations.
* Support bid governance, risk review, and internal approval processes for complex defence-related opportunities.
* Own and report sales performance, forecasts, and KPIs for the Aerospace & Defence Manufacturing vertical.
* Provide regular updates to senior leadership on progress, risks, and market opportunities.
Essential Experience & Skills
* Significant senior sales or commercial leadership experience within Aerospace and Defence Manufacturing.
* Proven experience working with Defence Prime Contractors and Tier 1 or Tier 2 suppliers.
* Background in industrial automation, engineering, electrical, electronic, or technically engineered solutions.
* Demonstrated success selling into complex, regulated manufacturing environments.
* Strong understanding of defence manufacturing procurement cycles, long term programmes, and supplier qualification processes.
* Established network of industry contacts across defence manufacturing and supply chain organisations.
* Ability to operate strategically while remaining hands-on and commercially driven.
* Experience negotiating and closing high value, technically complex contracts.
* Track record of launching or scaling a new sector, vertical, or business unit.
* Working knowledge of defence sector compliance, quality standards, and export control considerations.
* Experience interacting with MoD-related programmes through supply chain engagement, rather than direct government sales.
* Formal business qualification such as MBA or equivalent is desirable.