Business Development Manager – Defense & Military Thermal Apparel

This is a fully remote position, open to applicants in Germany.

📋 Description

• Lead growth strategies for Arclin's Aramids (Kevlar® and Nomex®) Thermal Apparel sector across the DACH Region, with a primary focus on Germany.

• Generate new business opportunities and drive profitable growth within the defense and thermal apparel markets, specifically targeting military and law enforcement end users.

• Oversee commercial development initiatives within the designated territory.

• Identify, cultivate, and secure new business ventures in the defense and protective apparel industries.

• Establish and sustain networks with end users, BAMs, distributors, and industry stakeholders.

• Create a sales pipeline that supports both short- and long-term growth objectives.

• Implement strategic business plans throughout the region.

• Keep track of market trends, customer needs, and competitive activities.

• Convert end-user needs and technical specifications into value-oriented solutions.

• Maintain opportunity records and reporting in SFDC/Salesforce or other CRM systems.

• Foster trusted relationships with customers, prospects, and key influencers within the defense ecosystem.

• Navigate customer and procurement frameworks to pinpoint decision makers and purchasing influencers.

• Represent Arclin and its Kevlar® and Nomex® brands at conferences, trade shows, and professional organizations.

• Collaborate with Marketing, Technical Service, Product Management, and Commercial Leadership teams.

• Coordinate resources for customer projects, product launches, and business development efforts.

• Share market intelligence and competitive insights to facilitate strategic decision-making and innovation.

• Create annual account plans that include revenue targets, demand forecasts, initiatives, and competitive positioning.

• Monitor opportunity projections and assist accounts receivable collection activities in conjunction with Finance.

• Document and oversee customer activities, opportunities, and communications.

• Promote disciplined sales processes and performance evaluation.

⛳️ Requirements

• Bachelor's degree in Business, Engineering, Materials Science, Chemistry, or a related discipline.

• At least five years of commercial experience in sales, business development, or marketing within the defense, ballistic protection, technical textiles, or similar sectors.

• A proven history of achieving revenue growth and effectively managing strategic customer relationships.

• Demonstrated ability to comprehend end-user needs and transform them into commercial solutions.

• Experience in engaging with senior stakeholders, including C-suite executives, procurement leaders, and key industry influencers.

• Proficiency in CRM systems, preferably Salesforce, along with pipeline management methodologies.

• Strong business acumen complemented by excellent negotiation, influencing, and relationship-building capabilities.

• Strategic thinker with a proactive, results-driven mindset and the capacity to work independently.

• Fluent in both German and English.

• Based in Germany.

• Willingness to travel up to 50%.

• Preferred: Experience working with aramid fibers, ballistic protection systems, thermal protective apparel, or military specification products.

• Preferred: Additional European language skills.

• Preferred: Familiarity with European defense procurement processes and industry networks.

🏝️ Benefits

• Remote work arrangement.

• Opportunity to engage with Kevlar® and Nomex® brands and critical materials technologies.

• Global work environment with approximately 4,000 team members across more than 30 manufacturing facilities.

• Opportunity to grow, lead, and tackle complex challenges.

• Equal opportunity employer.