Head of Business Development - #189804

Head of Business Development

£98,194 - £109,104

We are looking for a senior commercial leader to lead business development and sales across civil and military markets. You will drive revenue growth, build strategic relationships, and deliver the organisation’s long term growth strategy. You will operate at senior level with customers, partners, and internal stakeholders.

Why AirTanker?

AirTanker is a vital part of the UK’s defence capability, delivering air-to-air refuelling and air transport services to the RAF and MOD. We operate at the intersection of military precision and commercial innovation. As Head of Business Development, you will lead all business development and sales activity across civil and military markets. You will drive revenue growth, secure new business, and build strong relationships with key customers and partners. You will shape strategy and ensure commercial opportunities move effectively from pipeline to contract and into delivery.

What's in it for you?

• Strategic impact: Shape the organisation’s growth strategy and influence long term direction across civil and military markets.
• Commercial ownership: Take full accountability for revenue growth, pipeline, and major deal delivery.
• Market visibility: Represent the organisation externally in key forums, strengthening market position and reputation.
• Comprehensive benefits: Access private medical insurance, bonus scheme, EV scheme, contributory pension, and additional company benefits.
• Adventure and belonging: Take part in battlefield tours, adventure training, and family events. Build strong connections across the organisation.

What you'll be doing

• Lead delivery of the business development and growth strategy
• Own annual and multi year revenue, pipeline, and margin targets
• Set direction for sales, marketing, and market engagement
• Shape competitive positioning and value propositions
• Build and maintain senior relationships across civil and military customers
• Lead high value negotiations through to contract award
• Oversee transition from contract award into delivery
• Drive a customer focused and commercially disciplined culture
• Own bid governance, strategy, and submission quality
• Lead cross functional bid teams on complex opportunities
• Act as senior decision maker on bid risks and approvals
• Deliver business development budget and sales targets
• Track pipeline performance, win rates, and return on investment
• Provide clear reporting and insight to senior leadership
• Lead annual sales planning and budget management
• Ensure capability and resourcing meet growth demands
• Oversee effective use of assets supporting commercial activity
• Maintain strong awareness of aviation and defence regulation
• Ensure all activity aligns with regulatory and compliance requirements

What you'll bring

• Strong strategic thinking with clear commercial focus
• Proven ability to deliver results against demanding growth targets
• Confidence operating at senior level with customers, partners, and stakeholders
• Strong leadership skills with experience building and developing high performing teams
• Sound judgement in complex and fast paced environments
• Ability to prioritise, make decisions, and drive outcomes
• Clear communication and influencing skills across all levels
• Significant experience operating at a senior leadership level within a commercial aviation environment, with strong ownership of P&L performance, budgeting, forecasting, and cost modelling.
• Well‑established expertise in the aviation regulatory environment, including oversight of UK and international licensing, permits, and operational approvals, and their impact on business strategy.
• Proven senior involvement in aircraft lease structuring and flight set‑up, with the ability to integrate commercial, regulatory, and operational perspectives.
• Extensive knowledge of civil aircraft leasing models, including dry, wet, and ad‑hoc leasing arrangements, and the associated commercial, contractual, and operational consideration