Market Development Manager – Government-Military

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

📋 Description

• Formulate and implement the Government-Military growth strategy to achieve sustainable revenue growth, margin improvement, and market share expansion.

• Oversee new application development, influence specifications, drive product innovation through commercialization, and engage strategically with the value chain.

• Enhance VELCRO®'s involvement in higher-value solutions and boost specification adoption within military programs.

• Provide strategic leadership for the Footwear & Apparel business category, with a focus on military, government, law enforcement, and public safety markets.

• Take ownership of the segment strategy, aligning market opportunities, product portfolio strategies, pricing, and go-to-market priorities with sales efforts.

• Develop and implement a multi-year Government-Military growth strategy that aligns with corporate goals.

• Lead the Government-Military opportunity pipeline by identifying growth prospects, prioritizing initiatives, facilitating cross-functional commercialization support, and tracking progress.

• Collaborate with Sales Managers who maintain responsibility for individual customer opportunities and revenue generation.

• Convert market needs into portfolio strategies that promote revenue growth, margin enhancement, and competitive differentiation.

• Deliver competitive intelligence and market forecasts to aid strategic decision-making.

• Increase value-chain participation to capture more product value, enhance pricing realization, and drive profitable revenue growth.

• Broaden addressable markets beyond apparel and uniforms into equipment programs, protective gear, and emerging technology applications.

• Drive specification pull-through and engage with end-users in military program offices and decision-making entities.

• Influence future program specifications and material selections early in the design phase.

• Advocate for innovation and commercialization as the customer’s voice.

• Identify unmet needs, prioritize innovation opportunities, and expedite commercialization.

• Serve as a liaison among operations, supply chain, R&D, and sales to align functions and facilitate execution.

• Represent the VELCRO® Brand at trade associations, military events, technical conferences, and industry networks.

• Prepare and disseminate market intelligence and post-event trip reports focusing on key learnings, market insights, customer feedback, competitive intelligence, and recommended actions.

⛳️ Requirements

• A minimum of 7-10 years of experience in business development, market development, strategic marketing, product management, or technical sales.

• Bachelor’s degree in engineering, business, marketing, textile engineering, or a related technical or commercial field.

• At least 5 years of experience in the government/military/defense markets.

• Proven success in managing and expanding a business, product line, portfolio, or customer base with an annual revenue responsibility exceeding $10M.

• A demonstrated history of identifying, qualifying, and commercializing new business opportunities.

• Proven experience in influencing specifications, standards, or design decisions with OEMs, government agencies, or similar organizations.

• Strong project management skills with experience leading cross-functional commercialization projects from concept to launch.

• Ability to influence decisions and establish credibility with executive, technical, acquisition, and program management stakeholders.

• Technical proficiency and subject-matter expertise in hook and loop, adhesive tapes, textiles, print-related applications, and converting technologies.

• Willingness to travel up to approximately 30% of the time.

• Must be a US Citizen.

• Preferred: Master's degree in Business, Engineering, Marketing, or a related discipline.

• Preferred: Experience with military government clothing, tactical gear, personal protection, aerospace, transportation, or soldier systems applications and textiles sector.

• Preferred: Familiarity with DLA Troop Support, Natick Soldier Center, PEO Soldier, or other Department of Defense organizations.

• Preferred: Working knowledge of Berry Amendment requirements and associated government compliance frameworks.

• Preferred: Experience in leading new product development, commercialization, and stage-gate innovation processes.

🏝️ Benefits

• Competitive pay

• Comprehensive benefits package

• Generous time-off

• Medical and Prescription Coverage (HSA and HRA Options)

• Dental Coverage

• Vision Coverage

• Flexible Spending Accounts

• Award-Winning Wellness and Incentive Program

• Life Insurance

• Short- and Long-Term Disability

• Business Travel Accident Insurance

• Voluntary Accident & Critical Illness Insurance

• EAP (Employee Assistance Program)

• Retirement Savings Plan

• 401(k) Saving Plan with a generous 5.5% Company match and Immediate Vesting

• Paid Vacation Time

• Paid Sick Time

• Paid Parental Leave

• 13 Paid Company Holidays

• Tuition Reimbursement Program

• Financial Wellness Benefit – Smart Dollar®

• Employee Recognition Programs

• Employee Resource Groups

• Charitable or Educational Matching Gift Program

• Employee Referral Bonus Program

• Personal and professional development opportunities

• Advancement opportunities