Executive-level Business Development lead specialising in Force Protection and Expeditionary Infrastructure. I manage the end-to-end capture of multi-year defence programs, transforming initial customer engagement into long term contract awards.

Expertise spans the Land, Sea, and Air domains, with a specific focus on rapidly deployable fortification tech, including modular hangars, containerised solutions, and advanced structural protection for high threat environments.

Core Responsibilities:

Strategic Pursuit & Capture: Spearhead end-to-end capture management for high-value opportunities (€100M+), ensuring alignment with corporate growth objectives and the MoD Integrated Review. Major wins included a €20m contract with a Nordic Ministry of Defence (MOD) for protective shelters to be delivered to the front lines in a third country, an inaugural sale to a Southern European MOD via an appointed country distributor, and a pipeline of €120m+ for a major deployment with a Western European MOD.

Customer Relationship Management: Act as the primary interface between the company and senior military/government stakeholders (Program Executive Officers, Program Managers and End-Users) to identify and influence future requirements.

Teaming & Industrial Strategy: Architect strategic partnerships and teaming agreements with Tier 1 primes (for example Rheinmetall, Saab, EDGE) and niche SMEs to create "best-of-breed" consortiums.

Competitive Intelligence: Orchestrate "Black Hat" reviews and Price-to-Win (PTW) modelling to decrypt competitor positioning and maximise our Probability of Win (Pw).

Proposal Leadership: Direct cross-functional "War Room" teams (Engineering, Finance, Legal) during the RFI/RFP stages to ensure win themes are consistently articulated across technical and commercial volumes.

Executive Gate Reviews: Present pursuit status and investment requirements to C-suite leadership, securing Bid & Proposal (B&P) funding for critical campaigns.

Led the successful launch of a new business unit focused on Govcon, Military & Civil Defence tents and turnkey campsite solutions, driving the development and implementation of go-to-market (GTM) strategies that surpassed sales targets by 98% within the first 12 months of operation.

Core Responsibilities & Impact:

Formulated and executed comprehensive strategies to penetrate new markets and generate additional revenue streams, specifically targeting military, civil defence, NATO and European Institutional sectors. Value was driven by a hybrid business development strategy that target institutions directly as well as working through niche sales parters. Major wins included a €20m+, multi-year project funded by the European External Action Service (EEAS), and a 7-figure frame agreement contract with NSPA.

Led collaboration with C-level executives and product development teams to shape commercial and product strategies, ensuring alignment with market demands and customer needs.

Conducted comprehensive market research and analysis to create detailed business plans, identifying and capitalising on commercial opportunities.

Co-developed budgets and strategic financial targets with senior leadership, actively tracking performance to keep operations aligned with financial goals.

Oversaw the accurate and timely completion of complex RFQs, ensuring compliance with client requirements and maximising win rates.

Provided mentorship and guidance to direct reporting commercial and project management teams in both the Humanitarian and Military sales divisions, fostering their professional growth and ensuring their alignment with organisational objectives.

Represented the company at industry trade events and expos, delivering impactful presentations on company solutions and innovations to key stakeholders.

Led global business development efforts for humanitarian relief products, successfully expanding the company's reach and impact in disaster zones worldwide. Contributed to ≈ 60% year-on-year revenue growth. 

Core Responsibilities:

Managed end-to-end project execution, ensuring seamless coordination between production facilities and clients, resulting in timely delivery of critical supplies.

Developed a robust network of institutional and government partners, fostering strategic collaborations and driving revenue growth.

Identified and on-boarded new international partners, nurturing relationships and maximising business opportunities.

Ensured accurate and timely completion of complex RFQs, maintaining a high standard of professionalism and attention to detail.

Cultivated relationships with current and potential suppliers, optimising sales development and ensuring a reliable supply chain.

Actively participated in industry trade events and expos, representing the company and showcasing innovative solutions and advancements.

Collaborated with internal departments and subsidiaries, as well as external suppliers, to optimise project responses and drive sales growth.

Provided proactive guidance in commercial and product strategy development and implementation, contributing to the overall success and growth of the organisation.

Developed and executed structured reseller and customer engagement strategies, resulting in the maintenance and growth of a worldwide client base and distribution network for military and institutionally-focused high-tech hardware and software.

Managed global channel development and expansion, with a focus on Europe, the Middle East, Africa, and the Americas, achieving consistent year-on-year sales growth and significant market penetration in key Military, Government, and Aviation sectors.

Accurately forecasted sales and volume targets, contributing to the overall success and profitability of the company. Designed and delivered comprehensive product training programs for partners and end-users, ensuring a deep understanding of product features and benefits.

Led the development of marketing communications materials, including print, web, and social media content, to enhance brand visibility and effectiveness.

Maintained clear and consistent communication with stakeholders, ensuring alignment of goals and objectives.

Consistently achieved milestones and objectives, contributing to the overall success and growth of the company.

Sales, marketing, and channel management responsibility for EMEA resellers and clients. Directly responsible for implementing innovative and traditional
channel strategies to drive regional sales.

Management of government and enterprise projects for call recording applications, including synchronisation of development activities in Australia and EMEA. Provision of sales, marketing and training support for current and potential clients.

Sales communication with international clients & development of strategies for acquisition and management of new clients.

Website development (combined HTML, CSS, Java & WYSIWYG) and full responsibility for search acquisition strategy, actively deploying, monitoring and optimising an annual Google Ads media spend of USD $30K+.

Provision of sales and product training, including the development of training materials.

Development of marketing communications with Adobe and Microsoft software packages.

Management and attendance at trade events.

Research and dissemination of data on market conditions and the competitive environment.

Assistance with the creation of marketing materials and website content.

Management of email marketing campaigns, and assist with basic sales
enquiries.

Assistance in the management of online advertising campaigns.

Attended trade events as required by management.

Manufacture and repair of niche computer equipment for voice recording and logging in accordance with ISO9002. Pre-market release software testing.

Certificate: Business, International Relations and the Political Economy (2020 - 2020)

Certificate: Portuguese Language - Level C1 (2014 - 2015)

L.L.B (Hons), EU Law, Criminology, Comparative Law (2008 - 2009)

Bachelor of Laws with Honours (LLB) (Hons), Australian Law, International & EU Law, Commercial Law (2004 - 2009)

Bachelor of Commerce (Marketing) (Honours): BCom-Mktg (Hons), Marketing, Market Research, International Marketing, Statistics (2003 - 2007)