Business Development Manager

About the Role

Drive and achieve new business growth in the respective customer segment(s) and geography, meeting yearly revenue and margin targets in compliance with Schnellecke operational, financial, and commercial objectives.

Responsibilities

• Develop and execute a comprehensive market development plan to identify top country/industry-specific opportunities and secure business with new and existing customers.
• Generate qualifiable leads and opportunities, guiding them through the opportunity approval process with stakeholders.
• Expand and lead the growth strategy for Schnellecke Logistics’ 3PL/supply chain business in the assigned geography and customer segment.
• Lead the development of Schnellecke’s business growth strategy for the region’s respective customer segment.
• Serve as the primary interface between Schnellecke and customer segments, building long-term, trust-based relationships with key decision-makers.
• Conduct quarterly business reviews with customers and identify expansion opportunities within existing accounts.
• Understand customers' business strategies, operations, finances, hierarchies, and buying processes to align solutions with their needs.
• Collaborate across Schnellecke’s network (Leadership, Solution Engineering, Operations, Quality, IT, Finance) to develop secure, compliant, and cost-effective logistics solutions.
• Drive RFIs/RFQs/RFPs in accordance with customer and internal requirements, preparing detailed proposals including pricing, technical solutions, and risk mitigation plans.
• Support cost modeling tailored to commercial and technical proposals, ensuring compliance with quality processes (e.g., AS9100) and risk mitigation.
• Ensure seamless transition from sales to operations, adhering to contractual and regulatory obligations.
• Support onboarding and implementation activities for newly won business, including compliance audits, facility walkthroughs, and readiness reviews.
• Provide accurate sales forecasts, pipeline reports, and opportunity scoring, maintaining an up-to-date pipeline of current and future opportunities.
• Provide regular updates to Global Business Sector Leadership and Global Sales Management.
• Build strong relationships with procurement, supply chain, and program management teams within customer organizations.
• Coordinate with Legal/Compliance to assess contract requirements, security measures, and export control considerations.
• Support qualification processes for becoming an approved customer supplier or subcontractor.

Special Tasks

• Identify, pursue, and secure business with:
  • Defense OEMs (e.g., Boeing Defense, Lockheed Martin, Northrop Grumman)
  • Tier-1 & Tier-2 suppliers
  • Government and DoD contractors
  • MRO and sustainment organizations
• Monitor U.S. DoD spending priorities, defense procurement cycles, and major program developments.
• Understand defense contracting models, including CPFF, FFP, IDIQ, and subcontracting frameworks.
• Ensure compliance with key U.S. defense regulations, including:
  • ITAR (International Traffic in Arms Regulations)
  • EAR (Export Administration Regulations)
  • DFARS (Defense Federal Acquisition Regulation Supplement)
  • Cybersecurity standards (e.g., NIST SP 800-171, CMMC readiness)
• Lead RFIs/RFQs/RFPs in accordance with government contracting standards and defense procurement requirements.
• Support cost modeling tailored to the defense sector, accounting for secure facilities, controlled access, cybersecurity costs, and regulated labor environments.

Requirements

• Bachelor’s degree in Business, Engineering, Supply Chain Management, or a related technical field.
• 5–10 years of experience in sales, business development, or program management in defense aerospace or government contracting.
• Strong knowledge of U.S. defense supply chains, procurement processes, and industry stakeholders.
• Experience bidding on or supporting U.S. government or DoD-related contracts.
• Familiarity with secure logistics, controlled materials handling, and defense production support.
• 2–5 years of professional experience in 3PL logistics, preferably in target industries.
• 2–5 years of experience preparing commercial/technical proposals for customers.

Skills

• Strong understanding of production logistics, warehousing, sequencing, and kitting processes.
• Ability to communicate effectively with senior decision-makers, program managers, and compliance experts.
• Elevated level of integrity, discretion, and awareness of security-sensitive environments.
• Excellent problem-solving, negotiation, and analytical skills.
• Ability to work independently while coordinating with country, regional, and global teams.
• Proficiency with CRM systems, MS Office, and supply chain digital tools.
• Fluent in English; Spanish is a plus.
• Strong negotiation skills and sales orientation.
• Intercultural competence and ability to work in and lead teams.
• High degree of initiative, result orientation, assertiveness, and solution-oriented mindset.
• Flexibility to work effectively with multiple departments and teams.

Preferred Certifications & Clearances

• Active or eligible for U.S. Security Clearance (Public Trust, Secret, or higher).
• Familiarity with AS9100, ISO 9001, and defense quality frameworks.
• Experience with ITAR/EAR-controlled environments.

Schedule

Travel required: 30% - 50% of the time.