Job Advert
Business Development Manager - Defence (land)
Reports To:
Global Head of Defence Sales
Line Management Responsibility
N/A
Analox is a well established global leader in the research, development and manufacturing of complex gas sensing products and systems. Our equipment is used across a diverse range of markets and applications such as submarines, space, beverage and deep sea diving. We have 111 people. Analox operates from a purpose built 15,000 sq ft factory and offices in Stokesley Business Park, North Yorkshire, and from a remotely based sales and sales support team as well as a distribution centre in Houston, Texas
Analox is known for its positive and supportive work environment that values teamwork, innovation, and collaboration. We are a world leading provider of gas monitoring solutions, providing employees with an opportunity to work on cutting-edge technology in ever-changing environments and make an impact in growing industries.
Analox is proud to have achieved Net Zero in our manufacturing operations, with all the energy required to make our products sourced from renewable means: our on-site solar panels generate more power than we consume (with surplus exported back to the National Grid), and any shortfall is covered by imported electricity from the National Grid, purchased exclusively from certified renewable sources at a premium to guarantee sustainability.
We truly believe that our people are what makes Analox great. We invest heavily in employee training and development and provide opportunities for career advancement, helping team members to excel and thrive in their chosen path.
Analox has a diverse and talented team of employees who work together to drive success, providing a dynamic and collaborative work environment, if you would like to be a part of this please look at our current vacancies below.
Overall Purpose of the Role
The Business Development Manager (Land) will identify, develop, and convert new business opportunities across global Defence Land markets while also growing revenue within existing accounts.
Operating across COTS (Commercial Off-The-Shelf), MOTS (Modified Off-The-Shelf), and bespoke engineered solutions, the role blends proactive new business development (“hunting”) with structured account management (“farming”). The individual will lead opportunity shaping from early engagement through capture planning and handover to bid execution.
The successful candidate will have at least five years’ experience in Defence or related regulated markets, with working knowledge of military procurement processes, contracting structures, and commercial negotiation practices.
We welcome applications from candidates transitioning from the Armed Forces with relevant Land capability, procurement or materiel experience.
Identify and qualify new Land platform, vehicle, and systems integration opportunities globally.
Develop early engagement strategies with OEMs, system integrators, primes, and MOD customers.
Build and maintain a robust Land sales pipeline aligned to strategic growth objectives.
Shape customer requirements where possible to align with Analox capabilities.
Lead bid/no-bid assessments and initiate capture plans for strategic pursuits.
Secure contracts.
Grow revenue within established Land accounts through cross-selling and up-selling COTS, MOTS, and bespoke solutions.
Maintain structured account development plans for key customers.
Monitor programme lifecycles to identify upgrade, retrofit, and sustainment opportunities.
Strengthen relationships across the buying committee within customer organisations.
Develop pricing strategies in collaboration with Finance and Commercial teams.
Support negotiation of commercial terms in alignment with internal governance.
Ensure awareness of procurement regulations and contractual obligations relevant to Land programmes.
Work closely with the Contracts & Compliance Manager to ensure regulatory alignment.
Lead early-stage capture planning and win strategy development.
Provide customer insight and commercial positioning to the Bid & Proposals Manager.
Support key customer presentations, clarifications, and negotiation meetings.
Maintain awareness of global Land Defence trends, procurement cycles, and competitor positioning.
Contribute to Defence growth strategy and long-range opportunity planning.
Represent Analox at relevant trade exhibitions and industry forums.
Qualified and value-weighted Land opportunity pipeline.
Achievement of agreed revenue and margin targets.
Structured account development plans for key Land customers.
Capture plans and opportunity qualification documentation.
Strategic growth within COTS, MOTS, and bespoke Land solutions.
Measurable improvement in customer penetration and programme engagement.
The job description is not intended to be exhaustive, and it is likely that duties may be altered from time to time in the light of changing circumstances and after consultation with the post holder.
All staff are expected to actively participate in annual reviews and set objectives/goals in conjunction with their manager. Performance will be monitored against set objectives/goals.
Proactively promote a culture of safety by taking ownership and encouraging others to do the same. Lead by example by consistently adhering to and championing safety practices and policies. Support 5S initiatives and maintain high housekeeping standards. Participate in safety audits, incident investigations, and root cause analyses as needed to ensure a safe and organized work environment.
Analox are committed to an Equal Opportunities Policy which affirms that all staff should be afforded equality of treatment and opportunity in employment irrespective of age, disability, gender reassignment, marriage or civil partnership, pregnancy or maternity, race, religion or belief, sex or sexual orientation. All staff are required to observe this policy in their behaviour to their behaviour to other employees and service users.
At Analox, our values, Teamwork, Commitment to Excellence, Customer Focus, Pride, Integrity, and Boldness, are at the heart of everything we do, guiding how we work together, innovate, and serve our customers.
Person Specification
Education/Qualifications:
Essential:
Skills/Experience:
Essential:
Experience operating within Land systems, armoured vehicles, tactical platforms, or related environments.
Knowledge of military procurement frameworks and contracting models.
Demonstrated ability to secure new business and grow existing accounts.
Strong negotiation, influencing, and stakeholder engagement skills.
Desirable
Experience working with OEMs or Tier 1 Defence primes.
Technical background in engineered systems or safety-critical technologies.
Familiarity with export control regulations.
International sales exposure.
If you have a disability and have any special requirements that impact on your ability to meet any of the essential criteria please contact a member of the HR team.
Please note - we do not offer sponsorship or working visas.
Company Benefits:
32 day’s annual leave (rising to 37 over 5 years) including public holidays
Birthday holiday
Christmas Eve holiday
Health Care Cash Plan
Employee Assistance Programme (EAP) and GP24 Service
7% employer pension contribution
Group Life Insurance
Performance based commission scheme
Profit share scheme
Enhanced sick leave (after probationary period)
Enhanced Maternity pay
Enhanced paternity leave
CPD support and annual subscription to appropriate body covered
Talent Hunter Referral Bounty £1K
Cycle to Work Scheme
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