Business Development Manager - Defense/Aero/Marine

Job Description

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Business Development Manager - Defense/Aero/Marine

JOB TITLE: Business Development Manager \u2013 Defense / Aero / Marine Industries

REPORTS TO: PS-COM/ Sales Manager

OVERALL RESPONSIBILITIES:

The Business Development Manager \u2013 Defense Industry is responsible for defining and leading the diversification of T\u00dcV S\u00dcD's Testing, Inspection, and Certification (TIC) services into the North American defense, aero and marine sectors. This includes component and system level services for land systems, marine system, naval platforms, aerospace (plane, drone, satellite, UAV, rocket, etc) and aerospace-defense integration, cyber defense, and next-generation technologies. The role emphasizes high-value niche services, leveraging T\u00dcV S\u00dcD's existing competencies (e.g., EMC, RF, environmental/battery testing & advisory), and expanding capabilities through strategic partnerships, talent development, and infrastructure investments. This is a strategic role and a revenue-generating role.

ESSENTIAL FUNCTIONS:

• Financial Accountability: Responsible for the annual sales budgets, profitability goals related to the defense segment, and investment planning.

• Segment Strategy & Execution:

• Develop and implement a comprehensive North American go-to-market strategy for the defense, marine and aero markets, aligned with T\u00dcV S\u00dcD's 2030 vision and the TUV Global COM division strategy.

• Prioritize diversification opportunities by identifying white spots and unmet regulatory needs across defense applications (land, sea, air, TIC & advisory services).

• Work with T\u00dcV S\u00dcD global Div Market Segment Managers to support global endeavors and ensure Div buy-in to regional strategies.

• Market & Competitive Intelligence

• Conduct global defense/aero/marine market assessments, competitive benchmarking (e.g., other TIC companies), and segmentation analysis across industry sub-sectors.

• Identify relevant standards and regulatory landscapes (e.g., MIL-STD, NATO, STANAG, DEF STAN, ITAR, DFARS, AS9100 for defense aerospace).

• Customer & Ecosystem Engagement

• Build relationships with Ministries of Defense, defense OEMs, Tier 1 suppliers, system integrators, and emerging technology providers.

• Map strategic accounts and develop lead generation activities via defense/aero/marine trade shows, associations, and specialized channels.

• Capability & Infrastructure Development

o Assess existing TIC capabilities and define roadmap for extending into defense, aero, marine (e.g., EMC, RF, cyber resilience, ruggedization, and environmental testing).

o Coordinate internal audits, lab upgrade plans, and accreditation requirements in line with regional requirements.

• Sales Enablement & Commercialization: Support regional sales teams. Define a value proposition and develop a regional sales and marketing plan in target industries. Achieve market/industry sales targets individually and in conjunction with the regional sales team. Prepare proposals, leading negotiations, and closing deals to achieve revenue and profitability targets.
• Strategic Partnerships & Industry Participation: Foster collaborations with defense working groups, ministries, and industry bodies. Represent T\u00dcV S\u00dcD in industry-focused working groups and innovation clusters.
• Innovation & Sustainability
• Promote industry-related innovations in safety, sustainability, and digitalization.
• Align with Corporate Sustainability Office on initiatives that address greener defense/aero/marine solutions and dual-use technologies.

JOB QUALIFICATIONS:

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

EDUCATION:

• Bachelor of Science degree in Engineering, MBA preferred

EXPERIENCE & QUALIFICATIONS:

• 5+ years of experience in defense, aerospace, marine, or related industry in strategic, technical, or commercial roles.
• Deep knowledge of defense/marine/aero regulations, standards, and certification ecosystems.
• Experience in strategy development and execution
• Technical understanding of EMC, RF, battery, environmental, cyber, and safety testing (preferred).
• Strong analytical, communication, and stakeholder engagement skills.
• Willingness to travel, both regionally and globally.
• A good understanding of practical financial issues and business fundamentals. Understanding of the key profit drivers and how areas/functions contribute to the profitability of the business.
• Good communication skills, customer focus, work well in both an individual and a team environment, take direction positively, and contribute to the group
• Experience in service environment and/or project management
• Proven organizational skills, strong communication, customer-driven
• Computer Literate in Microsoft, Word, PowerPoint, Xcel, etc
• Basic knowledge working with Customer Relationship Management software

This job specification should not be construed to imply that these requirements are the exclusive standards of the position. Incumbents will follow any other instructions and perform any other related duties as may be required.

WORKING ENVIRONMENT/PHYSICAL ACTIVITIES:

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.

• While performing the duties of this job, the employee is occasionally required to, walk, stoop, kneel, crouch, or crawl, reach with hands and arms; always requires employee to sit, talk or hear, and use hands and fingers to handle or feel. Position requires close vision.
• Ability and willingness to communicate frequently if required by telephone, fax and email and other communication tools to ensure that the organization's business is completed effectively and in a timely manner.
• The employee must occasionally lift and/or move up to 75 pounds.

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

The noise level is moderate in general labs spaces with periods of immoderate noise in vibration area.

This job will require periodic regional and national travel.

ADDITIONAL RESPONSIBILITIES:

Support the T\u00dcV S\u00dcD America vision and mission statement. Adhere to all T\u00dcV S\u00dcD America policies and procedures as outlined in the various Corporate Policies and the Employee Handbook. All employees are responsible for general cooperation and support of all T\u00dcV locations. All employees are expected to work in a manner that supports a safe and healthy work environment for themselves and others. This includes following established rules, policies and practices of environmental, health and safety in the workplace.

DISCLAIMER:

The above statements are intended to describe the general nature and level of work being performed by employees assigned to this classification. They are not intended to be interpreted as an exhaustive list of all responsibilities, duties and skills required of employees assigned to this position.

Why T\u00dcV S\u00dcD?

It is T\u00dcV S\u00dcD's priority to stay true to our founding principle by creating a safer and more sustainable future. To protect people, property and the environment from technology-related risks now and in the future, our experts are driving the development of four strategic themes: consumer protection, digital transformation, sustainable development and urbanization. To learn more about T\u00dcV S\u00dcD, visit T\u00dcV S\u00dcD America today!

We offer a competitive compensation package that includes health insurance and participation in the company 401(k) retirement savings plan.

T\u00dcV S\u00dcD America, Inc. is an equal opportunity, affirmative action employer and considers qualified applicants for employment without regard to race, color, creed, religion, ancestry, marital status, genetics, national origin, sex, sexual orientation, gender identity and expression, age, physical or mental disability, veteran status and those laws, directives, and regulations of Federal, State, and Local governing bodies or agencies. We participate in the E-Verify Employment Verification Program.