Business Development Manager, Military/Defense

Business Development Manager, Military/Defense

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LINAK is a global leader in electric linear actuator systems, providing innovative movement solutions to customers across a wide range of industries including medical, industrial automation, agriculture, comfort furniture, and office applications. Our products are known worldwide for quality, reliability, and engineering excellence.

We are seeking an experienced business development leader to establish and grow a new strategic market segment, Military/Defense. This is a unique opportunity to build something from the ground up and directly influence the company's future growth strategy.

Position Summary

LINAK is seeking a highly experienced and entrepreneurial Business Development Manager, Military/Defense to lead our entry into the U.S. defense industry.

This role is not focused on managing an existing business. Rather, it is responsible for creating one.

You will serve as LINAK's primary representative within the defense ecosystem, identifying opportunities, developing relationships, establishing strategic partnerships, and positioning our actuator technologies for military and aerospace applications. You will help define our long-term defense strategy, influence product roadmaps, and build the foundation necessary to become a trusted supplier to defense OEMs, prime contractors, and government agencies.

The successful candidate will bring deep knowledge of the U.S. defense acquisition environment, a strong network across the defense industrial base, and a proven track record of introducing new technologies or suppliers into military programs.

Key Responsibilities

Market Development & Strategy

• Develop and execute LINAK's U.S. defense market entry strategy.
• Identify target markets, applications, customers, and programs where electric actuation solutions provide competitive advantage.
• Assess market size, growth opportunities, competitive positioning, and customer requirements.
• Create and maintain a multi-year business development roadmap for defense and government markets.

Customer & Relationship Development

• Establish high-level relationships with defense OEMs, prime contractors, integrators, government agencies, and key industry influencers.
• Develop opportunities with major prime defense contractor organizations.
• Represent LINAK at industry events, conferences, trade associations, and customer meetings.

Opportunity Identification & Capture

• Identify and qualify defense programs where LINAK solutions can be specified early in the design process.
• Build opportunity pipelines and capture strategies.
• Coordinate proposal activities and support customer qualification efforts.
• Drive specification wins and transition opportunities into long-term production programs.

Internal Leadership

• Serve as the internal subject matter expert for defense business development.
• Advise leadership on customer requirements, certifications, compliance obligations, and market expectations.
• Partner with Engineering, Product Management, Operations, Quality, and Regulatory teams to support market entry.
• Help identify future investments needed to support defense growth.

Strategic Partnerships

• Develop relationships with defense consultants, technology partners, distributors, and industry associations.
• Identify acquisition, teaming, and partnership opportunities that accelerate market entry.
• Create channels that improve access to military and government customers.

Required Qualifications

• Bachelor's degree in Engineering, Business, Military Studies, or a related field.
• 10+ years of business development, capture management, program management, or sales leadership experience within the defense, aerospace, or government sectors.
• Proven success developing new business with defense OEMs, prime contractors, or government agencies.
• Demonstrated experience building markets, territories, or product lines from the ground up.
• Deep understanding of the U.S. defense industrial base and procurement process.
• Strong network of decision-makers across defense contractors, military organizations, and government agencies.
• Ability to travel extensively throughout the United States.

Preferred Qualifications

• Advanced degree (MBA, Engineering, or related discipline).
• Experience selling electromechanical systems, motion control products, industrial automation technologies, or engineered components.
• Familiarity with military vehicle, aerospace, naval, robotics, weapons, communications, or autonomous systems markets.
• Knowledge of:
• ITAR
• DFARS
• CMMC
• Defense supplier qualification processes
• Government contracting environments
• Military service and/or security clearance is highly valued.

Critical Success Factors

The ideal candidate will possess:

• A true "hunter" mentality.
• Executive-level relationship building skills.
• Strategic thinking combined with strong execution capabilities.
• Comfort operating independently in an ambiguous environment.
• The ability to influence without direct authority.
• Entrepreneurial drive and resilience. xhyhwjd
• A passion for building new businesses and opening new markets.