Business Development Manager - Defence

"Lead the Future of Defence Strategy — Shape Growth, Inspire Teams, and Deliver Impact."

Work with Us. Change the World.

At AECOM, we’re delivering a better world. Whether improving your commute, keeping the lights on, providing access to clean water, or transforming skylines, our work helps people and communities thrive. We are the world’s trusted infrastructure consulting firm, partnering with clients to solve the world’s most complex challenges and build legacies for future generations.

There has never been a better time to be at AECOM. With accelerating infrastructure investment worldwide, our services are in great demand. We invite you to bring your bold ideas and big dreams and become part of a global team of nearly 50,000 planners, designers, engineers, scientists, digital innovators, program and construction managers and other professionals delivering projects that create a positive and tangible impact around the world.

We’re one global team driven by our common purpose to deliver a better world. Join us.

Job Description

Start here. Grow here.

“Are you ready to build trusted partnerships and deliver innovative solutions that support national Defence?”

Within the Environment + Energy (E+E) Business Line, we are creating opportunities for our people and delivering sustainable solutions for our clients in response to climate change, water scarcity concerns and energy transition.

The Role

Our Defence sector plays a critical role in delivering innovative, sustainable, and commercially successful solutions to our clients. The sector faces unique challenges and opportunities, including:

• Geopolitical uncertainty.
• Significant increased spending across NATO countries, with competing needs for resources.
• Diverse and specialist supply chain.

As one of our identified priority sectors in E+E, we are seeking a Sector Lead to serve as the primary ambassador for Defence within E+E for the Europe region, responsible for shaping the sector’s growth strategy, building strategic client relationships, and ensuring E+E is positioned as a partner of choice in the market. The success of this client facing role will require a combination of visible market profile and collaboration with stakeholders across the wider Europe business. Reporting to E&E Head of Sales for EUR&I, the role will be part of E+E’s sales senior leadership team.

Here’s what you’ll do:

• Provide strategic leadership for the sector, setting clear priorities and aligning activities to E+E UK&I and European business objectives.
• Align the E+E sector strategy and pursuits with the EUR&I Defence Sector strategy and represent E+E in Defence Sector strategic planning, including agreeing targets and identifying pursuits.
• Maintain deep knowledge of the sector’s market drivers, competitive landscape, and emerging opportunities and be able to anticipate and respond to future needs in the sector.
• Lead the development and implementation of an E+E Europe sector-specific growth plan, including client engagement strategies, targeted pursuits, strategic initiatives and positioning for key frameworks across all E+E disciplines.
• Build and maintain strategic client relationships across the sector, fostering trust, collaboration, and repeat business.
• Coordinate and work with Client Account Managers (CAMs) in the sector to ensure alignment of priorities, identifying, creating, positioning and converting opportunities with clients for all interested disciplines across E+E Europe for year on year (YoY) NSR growth.
• Drive the E+E Work Winning strategy and best practice to secure appropriate resourcing and bid leadership for strategic pursuits to optimise NSR and margin.
• Act as Capture Manager for strategic opportunities in the sector where appropriate.
• Accountable for achieving key performance targets for the sector for each financial year - including Net Revenue (NSR) Wins, NSR Bookings, Actual NSR delivered, Gross Margin % / NSR delivered, Day Sales Outstanding (DSO), Enterprise Capabilities Hours, and Client Satisfaction (Net Promoter Score).
• Ensure the pipeline of opportunities for the sector in Salesforce is constantly maintained, and is complete, accurate, and provides actionable insight for decision-making.
• Provide quarterly updates to E+E leadership on sector performance, market trends, and strategic risks / opportunities.
• Drive collaboration across Business Lines when projects require multi-disciplinary expertise.
• Act as the figurehead for the sector, representing AECOM at industry events, conferences, and client forums to raise our profile in the sector demonstrating our technical excellence and innovation.
• Support E+E priorities and campaigns relevant to the sector e.g. Advisory.
• Set the tone, celebrate success and create a positive culture across the sector in E+E.
• Responsible for achieving an individual cost utilisation target in line with each year’s financial plan.

Come grow with us.

Become part of our dynamic team, which boasts a team of leading and innovating industry experts. Collaborate with top-tier engineers to deliver a variety of captivating projects, from small initiatives to large-scale ventures, all the way from concept to completion. At AECOM, you’ll thrive in an inclusive and forward-thinking environment where your contributions are valued.

And let's not forget about the perks at AECOM. You'll enjoy a range of core and personalised benefits designed to support your future and well-being, customised to fit your lifestyle. Take advantage of career development opportunities, our flexible hybrid working model to ensure a work-life balance that suits your lifestyle, technical practice networks, AECOM University, and volunteering days.

Qualifications

Ready to push the limits of what’s possible?

Here’s what we’re looking for:

• Demonstrated success in leading business development or sector growth within a consultancy or professional services environment.
• Strong knowledge of Defence sector dynamics, clients, and key competitors.
• Proven ability to build and maintain high-value client relationships at senior levels.
• Strategic thinker with the ability to translate a vision into practical action plans.
• Seasoned capture manager with the ability to position for and secure key opportunities.
• Excellent communication, interpersonal, presentation and negotiation skills.
• Experience in sector-related technical delivery.
• Established industry profile with the ability to act as a thought leader.
• Bachelor’s degree in a relevant discipline.
• Membership of a recognised professional body where applicable.

As an inclusive leader, you will

• Demonstrate dedication to fostering a culture of respect, diversity, and inclusion within the team and organisation.
• Have a proven ability to build and retain a diverse and inclusive workforce while nurturing talent development and coaching.

You will also be self-motivated with an ability to work both autonomously where required, with a strong sense of commitment, a willingness to learn and a desire to work in a dynamic deadline driven team environment.

Security Clearance

Please note that our offer of employment is conditional upon your ability to meet UK security clearance requirements. This is necessary for you to work on the full range of projects requiring security clearance at AECOM Infrastructure and Environment UK Limited.

Additional Information

Application Support

We celebrate diversity, including neurodiversity, and believe it enriches our team. We welcome applications from all backgrounds and abilities. If you are an applicant with a disability that requires reasonable accommodation to complete the application process, please contact us at [email protected]. At AECOM, we value everyone's unique contributions and perspectives.

If you meet some of the requirements above or have transferable skills you believe would benefit us, we would be delighted to hear from you!

Additional Information

“Want to find out more about the role or what working at AECOM is like?”

You can learn more about us here: Candidate Brochure & Energy Brochure

Or why not connect directly with our recruiter on LinkedIn to unlock insights and take the next step towards your dream career!

Alternatively you can email the recruiter at [email protected] or register your interest here and we’ll keep you updated on our latest opportunities.

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About AECOM

AECOM is the world’s trusted infrastructure consulting firm, delivering professional services throughout the project lifecycle – from advisory, planning, design and engineering to program and construction management. On projects spanning transportation, buildings, water, new energy and the environment, our public- and private-sector clients trust us to solve their most complex challenges. Our teams are driven by a common purpose to deliver a better world through our unrivaled technical and digital expertise, a culture of equity, diversity and inclusion, and a commitment to environmental, social and governance priorities. AECOM is a Fortune 500 firm and its Professional Services business had revenue of $14.4 billion in fiscal year 2023. See how we are delivering sustainable legacies for generations to come at aecom.com and @AECOM.

Freedom to Grow in a World of Opportunity 

You will have the flexibility you need to do your best work with hybrid work options. Whether you’re working from an AECOM office, remote location or at a client site, you will be working in a dynamic environment where your integrity, entrepreneurial spirit and pioneering mindset are championed.

You will help us foster a safe and respectful workplace, where we invite everyone to bring their whole selves to work using their unique talents, backgrounds and expertise to create transformational outcomes for our clients.

AECOM provides a wide array of compensation, benefits and well-being programs to meet the diverse needs of our employees and their families. We’re the world’s trusted global infrastructure firm, and we’re in this together – your growth and success are ours too.

Join us, and you’ll get all the benefits of being a part of a global, publicly traded firm – access to industry-leading technology and thinking and transformational work with big impact and work flexibility. As an Equal Opportunity Employer, we believe in each person’s potential, and we’ll help you reach yours.

We are a Disability Confident Employer and will offer an interview to applicants who have a disability or long-term condition, who meet the minimum/essential criteria for the role. Please let us know using this email address [email protected] if you would like to apply through the Disability Confident Interview Scheme.

All your information will be kept confidential according to EEO guidelines.