Senior Business Development Manager

For more than 40 years, Calian has been solving the world’s most complex problems by pairing the brightest minds with powerful technology. Calian solutions impact the world; from the satellites in space that connect us to the farms that feed us, from the medical professionals who care for us to the governments, schools and companies that make the world better every day.

Position Overview

Business Development Manager UK is responsible for the identification and capture of new business in the UK for Defence Training.

This person will be experienced in UK MOD procurement and business to business sales.

Must be familiar with Shipley BD and Capture methodologies or equivalent and is capable of leading capture of major opportunities.

It is likely that this person has experience in the design and delivery of military training, especially in the ground collective training domain.

This position typically works under limited supervision and direction. Incumbents of this position will regularly exercise discretionary and substantial decision-making authority.

Responsibilities

• Required to identify and qualify opportunities, managing their capture to the development and submission of proposal.
• Maintain close contact with customer base, ensuring Calian is well represented and products are well understood.
• Liaise across the Calian programme delivery teams to ensure we well represented at all customer interactions.
• Able to manage discretionary spend for targeted opportunities in portfolio.
• Is expected to maintain up to date Customer Relationship Management records (Contacts, Activity, Pipeline, and Forecasts).
• Is expected to effectively communicate Calian Defence products; proposition to clients and prospects, with an agreed minimum level of technical understanding.
• Develop and maintain effective campaign and capture strategy for product lines.
• Research accounts, identify key players and generate interest
• Maintain and expand the database of prospects within the assigned territory
• Liaise with Marketing and Product Development departments to ensure brand consistency and increase sales
• Comply with Calian’s values and adherence to all company policy and procedures.  In particular comply with the code of conduct, quality, security and occupational health, safety and environmental policies and procedures.
• In addition to the duties and responsibilities listed, the job holder is required to perform other duties assigned by their manager from time-to-time, as may be reasonably required of them.
• Ability to plan and lead Calian presence at trade shows as required.

Qualifications

• Experience of working in a military training environment.
• Detailed understanding of UK MOD procurement process.
• Ability to develop and implement campaign and capture plans for targeted opportunities.

• Proven experience of leading a cross functional team.
• Detailed experience of British Army Individual and Collective training in both the design and delivery spheres.
• Proven experience of leading a competitive Business Development capture and proposal process using known methodologies (Shipley)
• Proven experience of costing and estimating capture and proposal activity
• A highly experienced Combat or Combat Support Arm sub-unit commander with experience in the management of training for operations.
• Subject Matter Expert in combat arms doctrine and training, in order to meet the future needs of British Army Combat and Combat Support training
• Detailed knowledge and experience of MoD procurement, contracting and standards associated with military training capabilities
• Significant experience of successfully managing complex, dynamic programmes.
• Must be experienced and knowledgeable in the defence training and technology sectors in order to review and comment on technical requirements capture documentation.
• Ability to make a comprehensive and coherent argument both when presenting and in writing.
• Competent in Excel, Project, PowerPoint, CRM  and/or other Schedule/Cost control packages (such as SAP)

Additional Requirements

• Shipley BD and Capture experience or equivalent.
• Combat, Combat Support Officer experience.
• Experience of working with the following systems Salesforce CRM or similar applications.

Use of AI in Application Review: Calian may use artificial intelligence (AI) tools to assist our recruitment team in reviewing and evaluating job applications.

Data Location and Privacy: As Calian is based in Canada, your application data may be collected, processed, and stored within Canada. Calian is compliant with UK GDPR and EU GDPR and will ensure your data is protected. 

Job Title: Senior Business Development Manager

Requisition Number: 1915

Date: July 22, 2025

Location 1: Havant
Country: United Kingdom

Remote: Hybrid

Business Unit: Learning

Department: Learning Solutions

Job Type: Full-time

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