Business Development Manager – Defence (Land)
Business Development Manager – Defence (Land)
Reports To: Global Head of Defence Sales
Department: Defence
Hours of work: 39
Overall Purpose of the Role
The Business Development Manager (Land) will identify, develop, and convert new business opportunities across global Defence Land markets, while growing revenue within existing accounts. Operating across COTS, MOTS, and bespoke engineered solutions, the role blends proactive new business development (“hunting”) with structured account management (“farming”), leading opportunity shaping from early engagement through capture planning and handover to bid execution.
Key Responsibilities
New Business Development (Hunting)
* Identify and qualify new Land platform, vehicle, and systems integration opportunities globally.
* Develop early engagement strategies with OEMs, system integrators, primes, and MOD customers.
* Build and maintain a robust Land sales pipeline aligned to strategic growth objectives.
* Shape customer requirements where possible to align with Analox capabilities.
* Lead bid/no-bid assessments and initiate capture plans for strategic pursuits.
* Secure contracts.
Account Management (Farming)
* Grow revenue within established Land accounts through cross‑selling and up‑selling COTS, MOTS, and bespoke solutions.
* Maintain structured account development plans for key customers.
* Monitor programme lifecycles to identify upgrade, retrofit, and sustainment opportunities.
* Strengthen relationships across the buying committee within customer organisations.
Commercial & Negotiation
* Develop pricing strategies in collaboration with Finance and Commercial teams.
* Support negotiation of commercial terms in alignment with internal governance.
* Ensure awareness of procurement regulations and contractual obligations relevant to Land programmes.
* Work closely with the Contracts & Compliance Manager to ensure regulatory alignment.
Capture & Bid Interface
* Lead early‑stage capture planning and win‑strategy development.
* Provide customer insight and commercial positioning to the Bid & Proposals Manager.
* Support key customer presentations, clarifications, and negotiation meetings.
* Maintain awareness of global Land Defence trends, procurement cycles, and competitor positioning.
* Contribute to Defence growth strategy and long‑range opportunity planning.
* Represent Analox at relevant trade exhibitions and industry forums.
Success Measures
* Qualified and value‑weighted Land opportunity pipeline.
* Achievement of agreed revenue and margin targets.
* Structured account development plans for key Land customers.
* Capture plans and opportunity qualification documentation.
* Strategic growth within COTS, MOTS, and bespoke Land solutions.
* Measurable improvement in customer penetration and programme engagement.
Health and Safety
Proactively promote a culture of safety by taking ownership and encouraging others to do the same. Lead by example by consistently adhering to and championing safety practices and policies. Support 5S initiatives and maintain high housekeeping standards. Participate in safety audits, incident investigations, and root cause analyses as needed to ensure a safe and organized work environment.
Equality and Diversity
Analox are committed to an Equal Opportunities Policy which affirms that all staff should be afforded equality of treatment and opportunity in employment irrespective of age, disability, gender reassignment, marriage or civil partnership, pregnancy or maternity, race, religion or belief, sex or sexual orientation. All staff are required to observe this policy in their behaviour to other employees and service users.
Person Specification
Education / Qualifications: Minimum 5+ years’ experience in Defence business development, sales, or account management; or military materiel/procurement.
* Experience operating within Land systems, armoured vehicles, tactical platforms, or related environments.
* Knowledge of military procurement frameworks and contracting models.
* Demonstrated ability to secure new business and grow existing accounts.
* Strong negotiation, influencing, and stakeholder engagement skills.
* Experience working with OEMs or Tier 1 Defence primes.
* Technical background in engineered systems or safety‑critical technologies.
* Familiarity with export control regulations.
If you have a disability and have any special requirements that impact on your ability to meet any of the essential criteria please contact a member of the HR team.
Please note - we do not offer sponsorship or working visas.
Company Benefits
* 32 days annual leave (rising to 37 over 5 years) including public holidays
* Birthday holiday
* Christmas Eve holiday
* Health Care Cash Plan
* Employee Assistance Programme (EAP) and GP24 Service
* Group Life Insurance
* Performance based commission scheme
* Enhanced sick leave (after probationary period)
* Enhanced maternity pay
* Enhanced paternity leave
* CPD support and annual subscription to appropriate body covered
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