Business Development/Account Director – Defence (United States Visiting Forces)

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 

Essential 

• 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 

Desirable 

• 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 

• Strategic partnerships established 

• 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.

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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.