Business Development Manager – Defence & Security
Thermoteknix is an award-winning innovator and manufacturer of night vision and thermal imaging equipment for Industrial applications, military, defence, security and law enforcement. Celebrating more than 40 years of business success and recognised with 2 King’s Awards and 3 Queen’s Awards for Enterprise, the company continues to expand alongside demand for its award-winning and ground-breaking technology.
Job Overview
Thermoteknix is seeking to recruit a Business Development Manager for its thermal imaging, night vision and augmented reality products aimed at the defence, security and government markets. This role is ideal for an individual with a military background. Experience in defence procurement is desirable along with an understanding of proposal/contract management and customer relationship management within the military and government sectors.
The successful candidate will be responsible for building, managing, and growing relationships with key European military and government agencies, identifying new business opportunities, and delivering strategic sales plans to achieve revenue targets. The role will involve frequent travel within the UK and Europe, with flexibility around working from home and occasional working from our Waterbeach, Cambridge Head Office.
Required Skills & Key Responsibilities:
Sales Strategy & Execution
* Develop and execute a comprehensive sales strategy to drive growth in the European market, focusing on military and government contracts.
* Meet and exceed sales targets by identifying, pursuing, and closing sales opportunities with military organisations, procurement agencies, and government bodies.
* Analyse market trends, competitor activities, and customer needs to adapt strategies and capitalise on emerging opportunities.
Customer Relationship Management
* Build and maintain strong, long-term relationships with end users, senior military officials, government decision-makers, and procurement officers across Europe.
* Organise and participate in client meetings, presentations, demonstrations, and trade shows to promote our product portfolio and strengthen our market position.
Proposal & Contract Management
* Oversee proposal development, ensuring compliance with defence contracting regulations and standards.
* Collaborate closely with the technical, legal, and finance teams to ensure timely, compliant, and competitive bid submissions.
* Negotiate contracts, pricing, and terms with customers, ensuring profitable outcomes and alignment with business objectives.
* Conduct thorough market research to understand the competitive landscape, regional policies, and defence budgets that impact product positioning and sales strategies.
* Provide regular reports to senior management on sales performance, pipeline status, and market developments, along with actionable recommendations.
Collaboration & Cross-Functional Coordination
* Work closely with internal teams, including engineering, production, product development, marketing, and customer support, to ensure customer requirements are met and exceeded.
* Act as the voice of the customer within the organisation, providing feedback to influence future product development and strategy.
Experience
* Military experience: previous experience serving in the military or within military procurement.
* Business development: proven track record in business development or sales within the defence sector would be ideal, with a focus on selling complex technical products or solutions to military customers.
* Knowledge of military products: familiarity with a range of military products (e.g., tactical equipment, weapons systems, defence technologies) and their applications in defence operations.
* Strategic thinking & negotiation skills: strong analytical and strategic planning abilities, with the capability to identify and seize market opportunities. Ability to negotiate complex contracts and agreements.
* Relationship management: exceptional interpersonal skills and the ability to build relationships with military and government stakeholders at all levels.
* Communication: excellent written and verbal communication skills in English; proficiency in an additional European language is a plus.
* Willingness to travel across Europe as needed.
If you are passionate about driving business success and have the skills we are looking for, we encourage you to apply for this exciting opportunity as a Business Development Manager.
WE ARE ONLY ABLE TO CONSIDER CANDIDATES WHO HAVE THE RIGHT TO WORK IN THE UK
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