Overview
In this role you will shape and drive business development for Ramboll’s National Security operations focused on the USVF estate in the UK. You will work with cross‑functional teams and senior stakeholders to identify opportunities, build strategic relationships, and grow revenue. You’ll lead the full opportunity lifecycle from initial engagement to contract award, then manage accounts post‑award. This position sits in the National Security leadership circle and offers influence over growth strategy in a dynamic, matrix environment.
Responsibilities
- Develop and implement BD strategies aligned with growth objectives in the defence market
- Identify and pursue new opportunities across the USVF estate
- Build and maintain relationships with defence customers, government stakeholders, primes, OEMs and partners
- Monitor defence programmes, tenders, frameworks, contracts, and upcoming opportunities
- Lead the opportunity lifecycle from identification to bid, negotiation and award
- Oversee day‑to‑day account management after contract awards
- Maintain a robust sales pipeline and provide forecasting to the SLT
- Prepare presentations, proposals, and business cases
- Collaborate with technical, commercial, legal and programme teams to craft competitive bids
- Support responses to RFIs/ITTs/RFPs and other procurement activities
- Develop strategic partnerships and subcontractor relationships to strengthen market position
- Conduct competitor, customer, and market analysis to identify trends and risks
- Represent Ramboll at defence events and client meetings
- Ensure BD activities comply with defence procurement, export control and regulatory requirements
- Provide market intelligence and strategic recommendations to the SLT
- Negotiate commercial terms and support contract discussions
- Maintain accurate opportunity and activity records in the CRM system
Key requirements
- Senior level experience in infrastructure advisory, engineering or consultancy selling into Defence (DIO or USVF)
- Proven BD, sales, capture, or commercial experience in defence, aerospace, security, or government sectors
- Experience closing wins and frameworks worth 250k to 20m
- Strong understanding of defence procurement and government contracting
- Experience engaging with senior defence stakeholders, government departments, primes or major suppliers
- Fast paced and complex commercial environment experience
- Track record of identifying and converting new business opportunities
- Strong stakeholder management and relationship skills
- Excellent written/verbal, presentation, and negotiation skills
- Ability to communicate complex technical solutions to technical and non‑technical stakeholders
- Strong commercial awareness and strategic thinking
- Experience managing sales pipelines, forecasts, bids, and opportunity qualification
- Ability to work across multidisciplinary teams and at senior stakeholder level
- Willingness to travel domestically
- Security Check (SC) or above clearance
- Existing network within defence/security sector
- Knowledge of defence acquisition programmes and procurement frameworks
- Experience working with major defence primes or government customers
- Strategic thinking
- Relationship building
- Negotiation
- Defence procurement knowledge
- Bid management
- Opportunity qualification
Business Development/Account Director – Defence (United States Visiting Forces) in Bristol employer: Ramboll Group
Ramboll Tech is an exceptional employer that champions sustainability through technology, offering a collaborative and innovative work culture where employees are encouraged to grow and thrive. With a strong focus on employee development and a commitment to diversity, Ramboll Tech provides unique opportunities for meaningful contributions in the Architecture, Engineering, and Construction sectors. Join us in our hybrid work environment that promotes flexibility and autonomy, allowing you to make a significant impact while being part of a passionate team dedicated to driving sustainable change.
