Business Development/Account Director – Defence (United States Visiting Forces)
- Full-time
Our National Security sector within the UK is experiencing significant growth opportunities in support of current and future military equipment capabilities infrastructure programmes. One of these emerging programmes is the United States Visiting Forces (USVF) programme across various locations within England.
Ramboll are looking for a Business Development and Account Director to lead on shaping and driving business development across the USVF estate. This is a senior client-facing role with significant influence on the National Security sectors growth strategy and will be a key member of the National Security Senior Leadership Team.
Ramboll operates through a national matrix structure consisting of various Business Areas. The role will report to the National Security sector Growth and Sales Director, which sits within the Buildings Business Area. Whilst the role sits within the Buildings Business Area, Ramboll’s National Security sector adopts a cross-Business Area operating model that leverages both the breadth and depth of Ramboll’s expertise. The successful candidate must be comfortable working with the ambiguity inherent in a role working across Business Areas within a matrix organisation.
Role Overview
Responsible for developing and executing business development strategies within the Defence and Security sector, primarily focused on the USVF located within the UK, identifying new market opportunities, building strategic relationships, and driving revenue growth. The role involves engaging with defence organisations, government agencies, prime contractors and industry partners to develop and secure new business opportunities.
Key Responsibilities
Develop and implement business development strategies aligned with Ramboll’s growth objectives and the defence market
Identify, qualify, and pursue new business opportunities across the USVF estate
Build and maintain strong relationships with defence customers, government stakeholders, prime contractors, Original Equipment Manufacturers (OEMs) and strategic partners
Monitor defence procurement programmes, tenders, frameworks, contracts, and upcoming opportunities
Identify market trends, client risks, challenges and emerging opportunities to inform strategic planning
Lead the opportunity lifecycle from initial identification and customer engagement through to bid, negotiation and contract award
Following successful contract awards, lead on the day-to-day account management,
Develop and maintain a robust sales pipeline and provide accurate forecasting and reporting to the National Security Senior Leadership Team
Prepare and deliver customer presentations, capability briefings, proposals, and business cases
Work closely with technical, engineering, commercial, legal, and programme teams to develop competitive solutions and bids
Support the preparation of responses to Requests for Information (RFIs), Invitations to Tender (ITTs), Requests for Proposal (RFPs), and other procurement activities
Develop strategic partnerships, teaming arrangements, and subcontractor relationships to strengthen market positioning
Conduct competitor, customer, and market analysis to identify trends, threats, and opportunities
Represent Ramboll at defence exhibitions, conferences, industry events and client meetings
Ensure business development activities comply with relevant defence procurement, export control, security, and regulatory requirements
Provide market intelligence and strategic recommendations to the National Security Senior Leadership Team
Negotiate commercial terms and support contract discussions where required
Maintain accurate records of opportunities, customer interactions, and sales activity within Ramboll’s Client Relationship Management (CRM) system
Key Skills & Experience
Experience of operating at a senior level within either infrastructure advisory, engineering or consultancy business selling into the Defence sector, through the UK MOD’s Defence Infrastructure Organisation (DIO) and/or USVF
Proven experience in business development, sales, capture management, or commercial roles within the defence, aerospace, security, or government sectors
Experience of leading and securing individual wins and frameworks in the region of £250k to £20m
Strong understanding of defence procurement and government contracting processes
Experience engaging with senior defence stakeholders, government departments, prime contractors, or major industry suppliers
Fast-paced and complex commercial environment
Demonstrated track record of identifying and converting new business opportunities
Strong stakeholder management and relationship-building skills
Excellent written, verbal, presentation, and negotiation skills
Ability to understand and communicate complex technical solutions to both technical and non-technical stakeholders
Strong commercial awareness and strategic thinking
Experience managing sales pipelines, forecasts, bids, and opportunity qualification
Ability to work effectively across multidisciplinary teams and at a senior stakeholder level
Willingness to travel domestically as required
Excellent verbal and written communication skills
Security Check (SC) or above security clearance
Strong understanding of defence procurement and government contracting processes
Existing network within the defence and security sector
Knowledge of defence acquisition programmes and procurement frameworks
Experience working with major defence primes or government customers
Understanding of security classifications and defence industry regulations
Relevant degree or professional qualification in business, engineering, defence, international relations, or a related discipline
Key Performance Indicators
New business revenue and contract wins
Qualified sales pipeline value and growth
Conversion rate of opportunities and bids
New customer and strategic account development
Achievement of annual growth targets
Customer retention and relationship development
Ramboll in the United Kingdom
Founded in Denmark, Ramboll is a foundation-owned people company. Ramboll has a proven track record of sustainable and responsible business and is a top ten engineering and environmental and sustainability consultancy in the UK, with more than 1,500 employees across 16 offices working towards a more sustainable future. Ramboll experts deliver innovative solutions across Buildings, Transport, Environment & Health, and Energy. Strong values guide what we do and drive an inclusive, collaborative, and highly flexible culture that values people and ideas. Explore and nurture your own passion, expertise, and creativity at Ramboll through work that benefits our people, partners, nature, and society.
Work at the heart of sustainable change
Ramboll is a global architecture, engineering, and consultancy company. We believe that the purpose of sustainable change is to create a thriving world for both nature and people. So, that’s where we start – and how we work. At Ramboll, our core strength is our people, and our history is rooted in a clear vision of how a responsible company should act. Being open and curious is a cornerstone of our culture. We embrace an inclusive mindset that looks for fresh, diverse, and innovative perspectives. We respect, embrace, and invite diversity in all forms to actively cultivate an environment where everyone can flourish and realise their full potential.
Equality, diversity, and inclusion is at the heart of what we do
We believe in the strength of diversity and know that unique experiences and perspectives are vital for creating truly sustainable societies. Therefore, we are committed to providing an inclusive and supportive work environment where everyone can flourish and reach their potential. We welcome applications from candidates of all backgrounds and encourage you to contact our recruitment team to discuss any accommodations you need during the application process.
All your information will be kept confidential according to EEO guidelines.
All your information will be kept confidential according to EEO guidelines.
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