About Our Client
Our client is a Tampa-based aerospace and defense company that develops and produces propellants, explosives, air-delivered ordnance, ammunition, and related technologies. It serves U.S. and allied defense agencies, prime contractors, and original equipment manufacturers, operating in a highly regulated environment governed by ITAR, export controls, and military specifications. The company is expanding its defense portfolio and investing in the people who will win its next generation of long-term programs.
Job Description
As Business Development Manager, you will drive growth in the company’s defense portfolio by finding, pursuing, and closing new opportunities with defense agencies, prime contractors, and OEMs. You will be the primary commercial interface for your customers, lead negotiations on long-term supply agreements, and turn relationships into contracts, subcontracts, and purchase orders.
Your days will blend customer engagement, opportunity tracking through SAM.gov, GovWin, and personal relationships, and pipeline and forecast reporting for leadership. You will work closely with engineering, production, regulatory, quality, finance, and supply chain to shape proposals and align product capabilities with military specifications, all while staying compliant with ITAR and export controls.
This role is built for an up-and-comer with 5-10 years of true business development experience and a track record of wins with U.S. Government customers. We’re looking for a hunter (not a sales or customer service profile) who thrives on strategy, relationships, and measurable results, and who is comfortable traveling to meet customers.
Duties and Responsibilities
- Identify and pursue new opportunities in core and adjacent defense, military, and commercial markets.
- Develop and execute growth strategies aligned with company goals, including annual award targets.
- Monitor global defense spending trends, procurement programs, and emerging requirements.
- Map and build relationships with key stakeholders across defense agencies, ministries of defense, armed forces, and prime contractors.
- Serve as the primary commercial interface for customers in your area of responsibility.
- Lead negotiations for long-term supply agreements and strategic partnerships.
- Track U.S. Government budgets, RFPs, RFIs, and tenders through customer relationships, SAM.gov, GovWin, and other tools.
- Coordinate cross-functional teams on proposal development and align product capabilities with military specifications.
- Ensure compliance with ITAR, export controls, hazardous materials handling, and defense certifications.
- Support product qualification, testing, and approval processes with defense authorities.
- Research the market and competitors, including pricing, contract awards, and budget data.
- Work with manufacturing and supply chain to align capacity and raw material sourcing with contract commitments.
- Support leadership with forecasts, pipeline reporting, and strategic planning.
- Deliver against KPIs: new awards and revenue growth, bid/win ratio, expansion into new programs or geographies, strategic partnerships, and pipeline conversion.
Required Experience/Skills
- 5-10 years of true business development experience (not sales or customer service) with proven, measurable results.
- Business development experience with U.S. Government customers.
- At least 5 years in defense products, energetic materials, ammunition, or related sectors.
- Experience with defense procurement processes and government contracting.
- Understanding of military specifications (MIL-STD) and familiarity with ITAR, export control laws, and defense regulations.
- Strong negotiation and contract management skills.
- Strategic thinking and market analysis capability.
- Excellent communication and stakeholder management skills.
- High integrity and the ability to handle sensitive information.
- Project management and cross-functional leadership in complex regulatory environments.
- Willingness to travel 30-50%, domestic and international.
- Ability to pass a background investigation and drug screen; U.S. Person status required.
Nice-to-Haves
- MBA or equivalent business qualification.
- Experience with SAM.gov, GovWin, and budget research using P-forms.
- Background in propellants, explosives, air-delivered ordnance, or specialty defense formulations.
- Experience supporting product qualification, testing, and approval with defense authorities.
- Experience identifying partnership or acquisition targets.
Education
Bachelor’s degree in Business, Engineering, or a related field required (equivalent experience considered); MBA preferred.
Location: Tampa, FL. On-site, with some flexibility for the right candidate (minimum of about 25% in-office time). Travel: 30-50%, domestic and international.