Business Development Director (Industrial)

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Business Development Director (Industrial) (Hybrid, with travel to customer and office locations)

Location

Hybrid, with travel to customer and office locations

Type

Full-time

Location Type

Hybrid

Department

Sales

Job purpose

This role is responsible for owning and growing a portfolio of existing (newly acquired) Industrial (and Government/Emergency Services) Critical National Infrastructure (CNI) accounts within the secure communications sector, while also generating and winning new business. Acting as the senior commercial lead, the role will drive strategic growth plans, deepen customer relationships, develop new customers and opportunities, and expand revenue through service-led solutions and long-term partnerships.

Working specifically with the previous owners of the business to support an effective transition, you will take full commercial ownership of assigned accounts, developing multi-year growth strategies, identifying expansion opportunities, and aligning closely with delivery and technical teams to maximise customer value and commercial outcomes.

Alongside growth within the existing portfolio, you will identify, develop and win new opportunities and accounts aligned to market needs, Serbus capabilities and strategic growth targets. This dual focus will support the best market growth, quality of earnings and return on investment for the business.

Key Responsibilities

Commercial Growth Leadership

• Lead the portfolio of Industrial accounts to deliver strategic fit and growth potential, defining tactical early wins and multi-year revenue and engagement strategies.
• Develop and manage a qualified pipeline across existing accounts and new-logo opportunities, maintaining accurate sales forecasts and status updates.
• Identify, qualify and win new Industrial customers and opportunities through direct engagement, partnerships, market intelligence, networking and industry events.
• Shape and influence customer requirements early in the procurement cycle to increase PWIN.
• Own and deliver the allocated sales revenue target.

 Delivery Collaboration & Technical Alignment

• Partner closely with Delivery leadership to ensure commercial and service alignment through the implementation of Account Management.
• Work with a dedicated Service Delivery Manager to support technical discovery and solution shaping.
• Ensure combined commercial-technical engagement accelerates qualification and increases win rates.
• Lead or support the development of bids and proposals, ensuring compliance, compelling value propositions, and timely delivery.

Executive Stakeholder Engagement

• Build trusted relationships with CIOs, CTOs, IT Directors, and senior leaders.
  • Facilitate executive-to-executive engagement between internal leadership and customer leadership.
• Act as strategic advisor shaping technology and transformation conversations.

Market & Sector Insight

• Maintain awareness of sector trends, regulatory shifts, and customer priorities.
• Identify and qualify new opportunities through market intelligence, networking, and industry events.
• Feed insights into service bundling, channel strategy, and account planning.

Success Measures

• Reliable forecasting of opportunities, orders and revenue growth across existing accounts and new business.
• Revenue and margin growth across defined accounts and newly won customers.
• Increased, qualified weighted and unweighted pipeline for the Industrial sector, including new-logo opportunities.
• New customer wins and conversion of qualified opportunities in line with agreed forecasts and targets.
• High percentage of repeat business within Accounts.
• Joint Sales & Delivery Account plans in place with actions tracked and communicated.
• Cross-sell and upsell actions in place for bundled service offerings, recurring and multi-year agreements (including managed service agreements (MSAs)), and improved retention.
• Aligned Account Based Marketing plans (ABM) to support strategic Account growth.
• Strengthened senior stakeholder engagement.

Skills and experience

Specifically proven experience in the portfolio of the acquired business, with a view to expand sales to include the full portfolio based on the accounts/customer needs:

• Full range of communication services, such as network design, detailed radio planning, equipment supply, installation, commissioning and ongoing support.
• Design, planning, supply, installation, commissioning and maintenance for wireless, WiFi, Industrial internet of things (IIoT) routing and multiplexing technologies.
• Digital communications equipment manufacture with technical and engineering capabilities.
• Design of complex network solutions for critical networks involving a wide range of technologies, including radios, multiplexers, routers, DSL modems, codecs and network management integration.
• Producing value through partnerships with global leading technology companies, such as RAD, Intracom, 4RF, Mimomax, RADWIN and RACOM for the provision of network services.

Business development and new business growth

• Proven track record in business development across Industrial, CNI, utilities, public-sector or other relevant complex infrastructure markets, including a strong understanding of government procurement processes where applicable, and the ability to work cross-functionally with technical, delivery and commercial teams to drive success.
• Experience in ICT infrastructure and communications.
• Proven track record as an industry expert with strong buyer relationships.
• Successful history of developing, forecasting, and executing growth pipelines.
• Experience in business development, account management, and driving revenue growth through cross-selling and upselling.
• Exceptional networking, negotiation, and stakeholder management skills, with the ability to balance priorities and expectations across multiple teams.
• Outstanding communication, interpersonal, and influencing skills.

Education/qualifications

• Educated to degree level (or equivalent) is desirable but not essential.
• ITIL is highly desirable but not essential.

Conditions of employment

• Must have the right to live and work in the UK.
• Must have full UK driving licence.
• Must be able to gain BPSS (Baseline Personnel Security Standard) clearance.
• Must be able to gain SC (Security Check) clearance as standard along with any relevant customer specific security clearances that may be required.