Role Summary
The Business Development Manager – Defence will be responsible for developing and securing new business opportunities in the Defence and Aerospace markets, aligned with the company’s strategic growth objectives. This role requires a commercially astute individual with proven experience in the sector, a strong professional network, and the ability to translate technical solutions into compelling commercial offerings. The ideal candidate is entrepreneurial, proactive, and resilient, with the ability to lead customer engagement, negotiate complex contracts, and foster long-term partnerships. They will provide accurate forecasting, manage key accounts, and represent Polar Technology at industry events, ensuring compliance with all defence standards and export control obligations.
Key Responsibilities
- Develop and execute both tactical and strategic business development roadmaps in line with company goals.
- Identify and secure new opportunities within Defence and Aerospace markets, matching customer requirements to company capabilities.
- Deliver against financial targets for sales, growth, and profitability.
- Build, manage, and grow key customer relationships, including responsibility for closing strategic opportunities.
- Monitor industry trends, customer drivers, and competitor activity to shape opportunity pipelines.
- Prepare and present costings, business models, quotations, and proposals to secure business.
- Translate technical concepts into commercially viable solutions.
- Act as superuser for defence/bid portals necessary for securing contracts.
- Support forecasting, pipeline management, and maintain CRM systems with accurate prospect weightings.
- Represent the company at trade shows, conferences, and networking events.
- Collaborate cross-functionally with Engineering, Manufacturing, and Commercial teams to deliver new products to market.
- Lead bid preparation, contract negotiation, and agreement drafting (NDAs, T&Cs, supplier agreements).
- Ensure compliance with MOD/DOD standards (DEFCONs, Defstans) and manage export compliance obligations.
- Identify internal capability gaps (technical, procedural, personnel) and recommend improvements to maximise success rates.
- Provide timely and accurate prospect updates, revenue forecasts, and ensure contract invoicing and credit control are aligned with obligations.
Person Specification
Qualifications
- Degree or equivalent in Engineering, Materials Science, or related technical discipline.
Experience
- Demonstrable experience in an engineering or manufacturing environment, with a strong record of business development and revenue growth.
- Experience selling composite and metallic product solutions into Aerospace and Defence markets, with a strong, active contact network.
- Familiarity with defence procurement processes, portals, DEFCON compliance, and MOD/DOD requirements.
Skills/Attributes
- Financially astute; able to generate costings, manage P&L, and interrogate margins.
- Ability to interpret technical drawings, understand manufacturing principles, and communicate technical solutions effectively.
- Exceptional communicator, collaborative, organised, and resilient.
- Strong negotiation skills with experience in bids/tenders.
- Entrepreneurial, proactive, and results-driven
- Proficient in MS Office, MS Project, and presentation tools.
- Flexible attitude, willingness to travel.
Other
- Must be a British National, eligible for UK security clearance.
- Full UK driving licence as travel to customers will be required.