Senior Business Development Manager - Defence
Working on an exclusive basis, we are supporting Associated British Ports - ABP, to identify a NEW strategic Senior Business Development Manager on an initial 2-year fixed term contract, to further expand their defence sector activities.
As the largest port operator in the UK, this position of Senior Business Development Manager will report to and work alongside the Port Director/CEO and is to deliver commercial growth for defence related activity through ABP's land and facilities, whether through existing links with the Ministry of Defence and similar relationships or, through private company / organisation attraction.
Specifically, the role will identify, target, negotiate and manage contracts with Defence customers and contractors (including Defence Primes and their supply chains), ensuring compliant, profitable and resilient long-term partnerships. Indicative clients are defence stakeholders including MoD, DE&S, BAE, Babcock, QinetiQ and other key integrators, as well as SME's and other organisations.
Recognising the prominence of their existing operations close to UK maritime/water locations, as well as the considerable land and facilities development opportunities which exist in secure relating locations, the Senior Business Development Manager will specifically:
- Develop and deliver ABP's Defence commercial strategy aligned with regional and group priorities.
- Identify market opportunities related to Defence estate, ship visits, laybys, logistics, training, R&D activities and infrastructure projects.
- Prepare, lead and negotiate tenders, bids and multi-year commercial agreements.
- Work closely with Strategy, Property and Operations to build Defence offerings aligned to capability and port assets.
In addition:
- Own the commercial lifecycle: pricing, terms, negotiation, contract mobilisation and renewals.
- Ensure clarity of scope, service levels and KPIs for all Defence customers.
- Track and manage revenue performance, identifying risks and opportunities.
o Consideration on Security will need to be made on potential customer interests from outside of the UK.
- Ensure that all property business at both Regional and Group level is conducted in a manner that complies with relevant legislation, ABP and environmental regulations & guidelines.
- Support and manage bid and tender delivery and include:
o Programme integration and development
o Internal company communication and customer integration
o Target added-value content and future programme inclusion
- Represent ABP at events and forums.
- Report internally on opportunity and project status as well as provide direction on timing plans and revenue prospects.
- Maintain close alignment with port leadership teams, operations, marine, safety, and legal.
- Support Group initiatives that involve Defence estate, property agreements or infrastructure partnerships. Coordinating with Property on Defence estate leases, easements and long-term land arrangements.
- Work closely with Finance Business Partners for forecasting, pricing and margin review.
- Contribute to defence-related capital projects, feasibility studies and business cases.
- Provide commercial insight for major Defence port developments or infrastructure upgrades.
To support this position, suitable candidates should/will have the following experience levels:
- Experience working with MoD and defence Primes.
- Proven commercial management experience within defence, marine, logistics, infrastructure or government contracting.
- Strong negotiation and contract management skills.
- Demonstrated ability to work with complex stakeholders and sensitive programmes.
- Financial literacy with experience in pricing, revenue modelling and contract performance analysis.
- Excellent communication skills and ability to work cross-functionally.
- An effective network within the Defence Industry.
- Understanding of port operations, marine services, supply chain or major infrastructure delivery.
- Degree in Business, Commercial, Law, Engineering or related field (or equivalent experience).
- Professional commercial or procurement certification desirable (e.g., CIPS, IACCM/WorldCC).
This is a strategically focused position seeking a commercially experienced professional. With defence sector awareness being a MUST, you should be able to support security clearances and can support working on a hybrid/remote basis, being able to travel as required.
Your CV will be forwarded to Jonathan Lee Recruitment, a leading engineering and manufacturing recruitment consultancy established in 1978. The services advertised by Jonathan Lee Recruitment are those of an Employment Agency.
In order for your CV to be processed effectively, please ensure your name, email address, phone number and location (post code OR town OR county, as a minimum) are included