At a Glance
- Tasks: Identify and develop new business opportunities in global Defence Land markets.
- Company: Join a leading Defence company with a commitment to innovation and growth.
- Benefits: Enjoy 32 days annual leave, health care cash plan, and performance-based commission.
- Other info: Embrace a culture of safety and equality in a supportive workplace.
- Why this job: Make a real impact in Defence while growing your career in a dynamic environment.
- Qualifications: 5+ years in Defence business development or account management required.
The predicted salary is between 60000 - 80000 € per year.
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
- 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
Business Development Manager - Defence (Land) in Stokesley employer: Analox Ltd
Analox is an exceptional employer for the Business Development Manager - Defence (Land) role, offering a dynamic work culture that prioritises employee growth and development. With a commitment to equality and diversity, employees benefit from a comprehensive package including 32 days of annual leave, health care cash plans, and performance-based commissions, all while working in a supportive environment that encourages proactive engagement and innovation in the defence sector.
StudySmarter Expert Advice🤫
We think this is how you could land Business Development Manager - Defence (Land) in Stokesley
✨Tip Number 1
Network like a pro! Get out there and connect with people in the Defence sector. Attend industry events, trade shows, and forums where you can meet potential clients and partners. Remember, it’s all about building relationships that can lead to new business opportunities.
✨Tip Number 2
Do your homework on the companies you want to target. Understand their needs and challenges, and think about how your solutions can help them. This way, when you reach out, you can speak directly to their pain points and show them you’re the right fit.
✨Tip Number 3
Don’t be shy about following up! After meeting someone or sending a proposal, drop them a message to check in. It shows you’re keen and keeps you on their radar. Just make sure to keep it friendly and not too pushy!
✨Tip Number 4
Use our website to apply for roles directly. It’s a great way to get noticed by the hiring team. Plus, you can showcase your understanding of the company and its goals, which can really set you apart from other candidates.
We think you need these skills to ace Business Development Manager - Defence (Land) in Stokesley
Some tips for your application 🫡
Tailor Your CV:Make sure your CV is tailored to the Business Development Manager role. Highlight your experience in Defence business development and any relevant achievements that align with the job description. We want to see how you can contribute to our growth!
Craft a Compelling Cover Letter:Your cover letter is your chance to shine! Use it to explain why you're passionate about the Defence sector and how your skills can help us identify and convert new business opportunities. Keep it engaging and relevant to the role.
Showcase Your Achievements:When detailing your experience, focus on specific achievements that demonstrate your ability to secure new business and grow existing accounts. Numbers speak volumes, so include metrics where possible to show your impact!
Apply Through Our Website:We encourage you to apply directly through our website. It’s the best way for us to receive your application and ensures you’re considered for the role. Plus, it shows you’re keen to join our team at StudySmarter!
How to prepare for a job interview at Analox Ltd
✨Know Your Defence Landscape
Before the interview, dive deep into the current trends in the Defence Land sector. Familiarise yourself with key players, procurement cycles, and recent developments. This knowledge will not only impress your interviewers but also help you tailor your responses to show how you can contribute to their strategic growth.
✨Showcase Your Hunting and Farming Skills
Be ready to discuss specific examples of how you've successfully identified new business opportunities ('hunting') and grown existing accounts ('farming'). Prepare a couple of success stories that highlight your ability to develop early engagement strategies and maintain structured account development plans.
✨Master the Art of Negotiation
Since negotiation is a key part of this role, come prepared to discuss your approach to developing pricing strategies and negotiating commercial terms. Think of a challenging negotiation you've faced and how you navigated it, as this will demonstrate your skills and confidence in this area.
✨Align with Company Values
Understand Analox's commitment to equality, diversity, and safety. Be ready to share how you promote these values in your work. This shows that you not only fit the role technically but also align with the company culture, which is crucial for long-term success.
