Pearson Engineering Ltd is a world leading provider of combat engineering tools for armoured vehicles. Our product range is wide and varied, including complex Front-end-Equipment, remote controlled mine clearance systems, mine detection systems, robotics and autonomy.
Job Purpose
The Business Development Manager (BDM) plays a pivotal, high-visibility role within a dynamic Business Development team. Operating with a high degree of independence under strategic direction, you will identify, shape, qualify, and win new business to meet and exceed order intake and revenue targets.
This role bridges early-stage pipeline cultivation and successful campaign execution. You will collaborate across all business functions to transition emerging prospects into active sales campaigns and secured contracts. Working in close alignment with the Head of Sales and Capture Leads, you will take ownership of nominated regions to track, manage, and report on opportunities and customer engagements.
As a member of the team, you will act as a primary brand ambassador, representing the company’s advanced product offerings and reputation both domestically and internationally.
Key Responsibilities
• Opportunity Management: Identify, shape, and qualify new business prospects within nominated geographical regions to build a robust sales pipeline.
• Campaign & Capture Execution: Develop and execute strategic sales campaigns, transitioning early-stage opportunities into revenue-generating business.
• Cross-Functional Collaboration: Partner with all business functions to seamlessly navigate the full business-winning lifecycle, from initial qualification to final contract award.
• CRM, Tracking & Reporting: Lead the tracking, management, and reporting of the regional pipeline and customer engagements utilising CRM tools; maintaining accuracy in order intake forecasting.
• In-Country Management: Identifying and managing in country advisors and partners for the assigned territories
• Bid & Proposal Support: Actively contribute to bid management processes and the preparation of compelling, high-quality commercial proposals.
• Customer Relationship Management: Build, nurture, and maintain strong, long-term relationships with key customers, stakeholders, and industry partners.
• International Representation: Represent the company's product portfolio and values at national and international industry events, exhibitions, and direct customer engagements.
Key Requirements
• Proven Track Record: Demonstrated success in a senior business development or capture management role, ideally within the Defence Systems sector or a highly regulated, complex engineering environment.
• End-to-End Sales Expertise: Strong understanding of full life-cycle business-winning activities, including pipeline qualification, competitive positioning, and proposal development.
• Autonomy & Teamwork: Ability to work independently with minimal supervision while collaborating seamlessly within a fast-paced, matrixed team environment.
• Commercial Acumen: Deep understanding of order intake targets, revenue generation, and CRM-driven pipeline management tools.
• Mobility: Willingness and flexibility to undertake regular national and international travel to engage with customers and attend trade events.
• Communication Skills: Exceptional interpersonal, negotiation, and presentation skills, with the ability to represent the company authoritatively at all stakeholder levels.
Skills/Experience
The ideal candidate will ideally have experience in business development, sales, bid management, campaign planning or project management within a global defence, engineering or manufacturing business, or substantial experience as a user or purchaser of military engineering equipment with tangential business development experience.
Typically, candidates will have over 5 years’ sales experience in the defence or a related industry, although those from technical, commercial or project management backgrounds looking to transition into business development will also be considered.
An engineering or technical degree is desirable but not essential. The ability to interpret technical specifications and communicate confidently with customers and internal engineering and project teams is essential.
Ideally, candidates should demonstrate a good understanding of the defence industry, business development best practice and commercial principles, alongside sound business acumen. Excellent interpersonal skills, a collaborative approach and the ability to work independently, exercise sound judgement and make timely decisions are also required.
Experience with CRM systems and proficiency in Microsoft Office applications are desirable.