Business Development Manager - Defence

With a focus on operational technology and digital transformation, Capula, part of the Dalkia Group, has been a leader in advanced system integration for decades; optimising efficiency & delivering performance on a massive scale. But with continuous innovation at the heart of our business, we’ve always got our sights set on the future. We work in some of the most highly regulated and challenging industrial environments and have delivered critical national infrastructure projects across nuclear energy, water, renewables and manufacturing.

At Capula, we are committed to fostering an inclusive and equitable workplace where diversity is celebrated in all its forms. We actively encourage applications from individuals of minority backgrounds, underrepresented groups, and those with disabilities. Our goal is to create a supportive environment where everyone can thrive and contribute their unique perspectives.

Summary of Role:

The role is accountable for sales, business development and account management across Capula’s Defence Nuclear portfolio, which includes new infrastructure, site modernisation, upgrades and operational support programmes. The role has a strong focus on emerging defence nuclear opportunities associated with submarine programmes, defence estate modernisation, and aligned government infrastructure projects.

Main Activities

• Accountable for driving sales and business development in the Defence Nuclear segment; achieving agreed sales targets for new and existing customers and maximising gross margin during contract delivery.
• Represent Capula across the Defence Nuclear sector, developing and owning (as appropriate) key stakeholder relationships and building Capula’s reputation within defence programmes and government‑controlled environments.
• Develop a growth strategy for Defence Nuclear market segments which clearly identifies programme pipelines, government‑funded initiatives, procurement pathways, and priority clients.
• Develop, manage and deliver plans aligned to the Capula Business Strategy that outline opportunities in detail and provide business leaders with intelligence necessary to refine strategy. This includes leveraging synergies with other EDF / Dalkia companies to maximise value for the Group.
• Contribute to the continuous improvement of Capula’s Sales & Marketing Business Plan, supporting the Sales & Marketing Director in achieving world‑class business development.
• Work collaboratively across Capula, especially with Delivery Business Units and Finance, leading effective bid governance and supporting resource planning, risk management, and best‑practice delivery.

Essential Requirements:

• Exceptional Business Development, Sales and Key Account Management experience gained in highly technical and regulated industries, preferably Defence, Defence Nuclear, Civil Nuclear or Critical National Infrastructure.
• Demonstrable track record of producing and delivering a growth strategy and sales plan in complex, secure or government‑regulated sectors.
• Proven ability to develop and maintain strong client relationships at all levels, including engagement with MOD, Defence Nuclear Organisations, prime contractors, and senior programme decision‑makers.
• Excellent commercial acumen and negotiation skills with a strong focus on customer service and high‑performance culture.
• Ability to build and maintain strong relationships with internal teams, external customers and senior defence stakeholders.
• Excellent communication skills with the confidence to deliver formal reports and presentations internally and externally, including to Capula, Dalkia and EDF board‑level stakeholders.
• Ability to close sales in complex, multi‑layered procurement environments.
• Must hold, or be able to attain, UK Security Clearance at SC level, with the ability to progress to DV if required.

Desirable Requirements:

• Proven sales experience of PLC/SCADA/DCS/Telemetry systems and/or digitalisation technologies, or other relevant engineering disciplines applied within regulated or secure environments.
• Experience of working with defence clients
• Understanding of internal networks, procurement frameworks, and political dynamics within the defence and defence nuclear ecosystem, and evidence of leveraging this to navigate complexity effectively.

Personal Qualities

• Driven, highly motivated, self-starter
• Ability to work to deadlines and manage time effectively.
• Strong communication skills.
• Positive, solutions‑focused attitude with strong client‑service orientation.
• Target‑oriented with a clear and structured approach to achieving objectives.

In return Capula offers the following benefits to permanent employees

• 28 days holiday plus bank holidays
• Flexible working
• Pension
• Company Car / Green Car Scheme
• Life assurance policy
• Private health care
• Lifestyle screening
• Salary sacrifice programme
• Mental health assistance programme
• Cycle to work scheme
• Opportunities for professional development and growth within the company
• Professional memberships fees covered/study support

NOTE TO EMPLOYMENT AGENCIES: We are currently working with only our preferred suppliers.

To apply for this role please send a covering letter and CV quoting job reference to hr@capula.com