Overview
Working on an exclusive basis, we are supporting Associated British Ports (ABP) to identify a strategic Senior Business Development Manager on an initial 2‑year fixed term contract to further expand the defence sector activities. As the largest port operator in the UK, this position will report to 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 include MoD, DE & S, BAE, Babcock, QinetiQ and other key integrators, as well as SMEs and other organisations. Recognising the prominence of ABP's existing operations close to UK maritime/water locations, and the considerable land and facilities development opportunities which exist in secure locations, the Senior Business Development Manager will further expand these opportunities.
Responsibilities
* 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.
* 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.
* Consider security implications for potential customer interests from outside of the UK.
* Ensure that all property business at both Regional and Group level complies with relevant legislation, ABP and environmental regulations and guidelines.
* Support and manage bid and tender delivery, including:
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 and 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.
Qualifications
* 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 community.
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