Business Development Manager

Job Description

Job Description

Description:

Objective

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

Job Responsibilities

 

Market Development & Growth

· Develops and executes a comprehensive development plan aimed at identifying the top country/industry specific opportunities and gain business with new and/or customers as applicable.

· Generates qualifiable leads and opportunities from the development plan in the respective area with respective stakeholders through the opportunity approval process.

· Expand and lead the growth strategy of Schnellecke Logistics’ 3PL / supply chain business in the respective 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.

· Builds and develops long-term, trust-based relationships with key decision makers at all levels with the respective customer internally and externally.

· Conduct quarterly business reviews with customers as applicable.

· Identify expansion opportunities within existing accounts as applicable. 

· Understands the customer's business (strategically, operationally, financially, hierarchy) and understands the customer's buying process while identifying all influences, intimately understanding their needs, requirements, and company standing.

· Work across Schnellecke Logistics network and stakeholders as needed to create solutions that deliver value to our customers including but not limited to Leadership, Solution Engineering, Operations, Quality, IT, and Finance to develop secure, compliant, and cost-effective logistics solutions to customers.

· Responsible to drive RFIs/RFQs/RFPs in accordance with the customer and internal requirements.

· Prepare detailed proposals including pricing, technical solutions as well as risk mitigation plans for the business with the Solution Design, Engineering, Operations, Finance, and Commercial leadership teams as appliable including but not limited to compliance statements, quality processes (AS9100), and risk mitigation plan as applicable.

· Support cost modeling tailored to commercial and technical proposals.

· Ensure seamless transition from sales to operations with full adherence to contractual and regulatory obligations internally and externally.

· Support onboarding and implementation activities for new implementation won.

· Participate in compliance audits, facility walkthroughs, and readiness reviews.

· Provide accurate sales forecasts, pipeline reports, and opportunity scoring to your respective pipeline.

· Maintains an up-to-date pipeline of current and future opportunities, quantifying number of opportunities, value of the opportunity and managing the probability to win during the complete opportunity life cycle.

· 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 as appliable.

· Support qualification processes for becoming an approved customer supplier or subcontractor as appliable.

Special Tasks

· Identify, pursue, and secure business with:

o Defense OEMs (e.g., Boeing Defense, Lockheed Martin, Northrop Grumman, etc.)

o Tier-1 & Tier-2 suppliers

o Government and DoD contractors

o 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 Schnellecke’s sales activities comply with key U.S. defense regulations, including:

o ITAR (International Traffic in Arms Regulations)

o EAR (Export Administration Regulations)

o DFARS (Defense Federal Acquisition Regulation Supplement)

o Cybersecurity standards related to defense supply chains (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 (secure facilities, controlled access, cybersecurity costs, regulated labor environments).

Requirements:

Qualifications 

· 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 the field of 3PL logistics, preferably in the target industries and products.

· 2-5 years of professional experience in the preparation of commercial/technical proposals to customers

Professional Competencies

Strong understanding of production logistics, warehousing, sequencing, and kitting processes.

• Ability to communicate effectively with senior decision-makers, program managers, and compliance experts internally and externally.
• Elevated level of integrity, discretion, and awareness of security-sensitive environments.
• Excellent problem-solving, negotiation, and analytical skills.
• Abilityto work independently while coordinating with country, regional and or global teams as appliable.

Certifications / Clearances (Preferred but not mandatory)

• 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.
• Proficiency with CRM systems, MS Office, and supply chain digital tools

Languages & Tools

· Fluent in English; Spanish is a plus.

· Responsible & Dependable

· Driven and resilient 

· Economic thinking and action

· Independent, initiative taking and entrepreneurial spirit

· Open to change 

· Travel from 30% - 50% of the time.

· Strong negotiation skills & sales orientation

· Intercultural competence

· Ability to work in a team and lead a team(s)

· High degree of initiative, result orientation, assertiveness, proactive, and solution oriented.

· Flexible and able to work effectively with multiple departments and teams.