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

Overview

In this senior, client-facing role you will shape and drive business development for Ramboll’s National Security work, focusing on the US Visiting Forces estate. You will influence the growth strategy, lead cross-area opportunities, and build strategic relationships with defence customers, government bodies, and industry partners. You will manage the opportunity lifecycle from identification to contract award and oversee ongoing account management with a strong emphasis on strategic capture and revenue growth. This position offers a high-impact chance to shape defence market positioning and partnerships within a matrix organisation.

Responsibilities

• Develop and implement BD strategies aligned with Ramboll’s growth objectives in defence
• Identify, qualify, and pursue opportunities across the USVF estate
• Build and maintain relationships with defence customers, government stakeholders, prime contractors, OEMs and partners
• Monitor defence procurement programmes, tenders, contracts, and upcoming opportunities
• Lead the opportunity lifecycle from identification to bid, negotiation and award
• Oversee day-to-day account management after contract awards
• Develop and maintain a robust sales pipeline with forecast reporting to SLT
• Prepare and deliver customer presentations, capability briefs, proposals, and business cases
• Collaborate with tech, engineering, commercial, legal and programme teams to craft competitive bids
• Support responses to RFIs/ITTs/RFPs and other procurement activities
• Develop strategic partnerships, teaming and subcontractor relationships
• Conduct market/competitor analysis to identify trends and opportunities
• Represent Ramboll at defence events and client meetings
• Ensure BD activities comply with defence procurement, export control and regulatory requirements
• Provide market intelligence and strategic recommendations to SLT
• Negotiate commercial terms as needed
• Maintain accurate opportunity records in the CRM system

Key requirements

• Experience at senior level in infrastructure advisory, engineering or consultancy selling to Defence (DIO and/or USVF)
• Proven BD, sales, capture or commercial experience in defence/security/government sectors
• Track record of leading wins and frameworks with typical deal sizes 250k–20m
• Strong understanding of defence procurement and government contracting
• Experience engaging with senior defence stakeholders, government departments, prime contractors or major suppliers
• Ability to operate in a fast-paced, complex commercial environment
• Proven ability to identify and convert new opportunities
• Strong stakeholder management and relationship-building skills
• Excellent written, verbal, presentation and negotiation skills
• Ability to communicate complex technical solutions to both technical and non-technical audiences
• Strong commercial acumen and strategic thinking
• Experience managing sales pipelines, forecasts, bids and qualification of opportunities
• Ability to work across multidisciplinary teams and at senior stakeholder level
• Willingness to travel domestically
• Security Check (SC) or higher clearance
• Knowledge of defence acquisition programmes and procurement frameworks
• Experience working with major defence primes or government customers

• Stakeholder management
• Strategic thinking
• Excellent communication
• Bid/tender leadership
• CRM management
• Market and competitor analysis

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