Senior Business Development Manager, Defence Consulting

Posting Date:  25-Jan-2023
City:  Swindon

Swindon, GB, SN3 4UQ

Contract Type:  Permanent
Division:  Industry Commercial

RINA is looking to recruit a highly experienced, talented and driven Senior Business Development Manager as part of our Consulting BD Team. You will join our Space and Defence (S&D) Business Unit (BU) and be responsible for targeting and winning growth opportunities with existing and new clients within the UK.  The role will be instrumental in driving the business to achieve ambitious and challenging growth targets.

RINA is a ‘smart working’ adopter: providing you are happy to travel occasionally, your UK location is not a concern, though our main UK offices are located in Swindon and Leatherhead.


The Role: 

You will work as part of the S&D BD Team and collaborate with the Consulting leads to identify and win new and repeat business in the UK across our portfolio of consultancy services.  The portfolio of engineering services RINA S&D provides include:  Safety Engineering, Data Science & Analytics, Human Factors Integration, Integrated Logistics Support, Electro-Magnetic Compatibility and Training & Learning Solutions.

Your responsibilities:

  • Creation and management of a pipeline of profitable new and repeat business through the identification of business opportunities, both with the MOD and prime contractors.
  • Campaign planning, contributing ideas and opportunities aligned to the wider business strategy;
  • Act as the Key Account Manager for nominated key clients and prospects;
  • Focus on new business opportunities for S&D including client visits and customer management;
  • Contribute to the generation of business-winning Tender and Proposal quotation responses, acting as Capture Manager, when required;
  • Support our focus on customer satisfaction, repeat business and developing new markets;
  • Convert prospects to contracts and provision of support to the Operational Team during contract mobilisation ensuring clients are on-boarded effectively, and capture lessons learned;
  • Identify opportunities for strategic alliances and partnerships to enhance Client Value Propositions;
  • Work across the wider RINA Group to develop Business Unit ‘cross selling’ and collaboration;
  • Track competitor activity and provide timely updates on competitor news and intelligence to the team;
  • Plan for and attend events, expos and conferences, having collaborated with Marketing;
  • Prepare and submit timely and accurate monthly reports of business development activities.

Qualifications & experience:


  • Experience of working for service provider is essential; understanding of consulting or engineering services is advantageous, but not pre-requisite;
  • In-depth knowledge of the Defence domain, across one of more of the platforms: air, land, sea, space, cyber;
  • Have a strong understanding of UK Defence procurement processes;
  • A strong track record driving business growth within the Defence and Security sector;
  • Previous roles will have been and Business Development and commercially focussed e.g.: Relationship Manager, Account Executive, Sales Manager, Business Capture etc;
  • A strong and current personal network within the Defence and Security sector that can be exploited through the S&D portfolio of services is essential;
  • Significant experience in writing compelling and persuasive business-winning responses to Tender Opportunities and Requests for Proposals / Quotations;
  • Due to the security clearance requirements of the role, candidates should be SC cleared at the point of employment, or be a British citizen, willing to undergo vetting.

The Person:
You will be a highly motivated self-starter, goal focussed and tenacious. Your communication and listening skills teamed with your proactive approach enable you to immediately establish fruitful working relationships with customers and colleagues. You are able to present ideas successfully and are armed with strong negotiation skills. You will have a flexible approach, happy to adapt to changing business needs and be able to manage the pressure of a fast moving growth environment.

The Company:
RINA is a 5000 strong, global engineering corporation providing testing, certification and consulting services across the Defence, Space, Energy, Marine, Transport & Infrastructure and Industrial sectors. We have been at the forefront of providing innovative and technical solutions for more than 150 years, working closely with clients, assisting them in the most effective, safe and sustainable way. Working with us means turning our clients’ ideas into success. You will transform challenges into opportunities and brilliant ideas into excellent solutions. #LI-JB1


At RINA, we endeavor to create a work environment where every single person is valued and encouraged to develop new ideas. We provide equal employment opportunities and are committed to creating a workplace where everyone feels respected and safe from discrimination or harassment of any kind.