Business Development Manager, Defense and Government

Do you want to make a lasting difference for our customers and the environment? Start shaping industry from the inside.

Who are we?

Trelleborg’s Engineered Coated Fabrics operation is a world leader in engineered polymer solutions for almost every industry globally. We are where we are because our talents brought us here. By specializing in the polymer engineering that makes innovation and application possible, Trelleborg works closely with leading industry brands to accelerate their performance, drive their business forward—and along the way, shape the industry and progress that will benefit humankind in the exciting years ahead.  Our people are Shaping Industry from the Inside.

About the Job

The Business Development Manager – Government & Defense is responsible for identifying and developing new business growth opportunities through existing customers, new customer development, sales channel management, and strategic expansion into adjacent products, materials, and capabilities. This role will lead the Government & Defense segment.  Key performance metrics are to achieve targeted sales and profitability growth in the segment and to build a robust 12 to 36-month sales pipeline of new business.  Will work closely with Sales, Product Development, and Marketing teams to identify unmet market needs and to prioritize our innovation and product development resources in alignment with our strategy. 

As a representative of our company, the Business Development Manager will always operate and represent Trelleborg at the highest ethical standards and in accordance with our core values.

Responsibilities  

• Develops, maintains and enhances relationships with key accounts and prospects to support and grow current business, generate new business opportunities, assess market conditions, evaluate competitive environment and drive growth strategies.
• Manages the customer relationship through all phases of the sales cycle using the Trelleborg Sales Excellence consultative selling process.
• Identifies strategic opportunities to direct future growth through new products, materials, and services that fit the core competencies and capabilities of the company and that align with our strategic plan.
• Represents the voice of the customer by understanding the needs of the industry and our direct customers’ manufacturing processes and the form, fit and function of their finished products and/or applications to transform their needs into valuable solutions provided by Trelleborg.
• Builds relationships in all sales channels, including Government Agencies (Natick, DLA), Congressional Engagement, Service Program Offices, and Commercial Partners
• Responsible for value-based pricing and margin management per our guidelines.
• Prepare sales plans to include specific objectives such as target accounts, customer forecasts, personnel requirements and product development requirements.
• Record status and results of all sales, product development, marketing and new business development pipeline activities and competitive market intelligence in Salesforce.com.
• Analyze and report key sales results monthly, quarterly and annually.
• Prepare financial plans including sales forecasts and budgets as required.
• Participate in industry related tradeshows, conferences, associations, and technical sessions to maintain an up-to-date working knowledge of the industry.
• Maintain territory expenses as budgeted.
• Other duties as assigned.

Qualifications

• Minimum education: BS/BA University degree in Engineering, Chemistry, Textile, or Business.
• Preferred education: BS/BA + MBA or advanced Engineering, Textiles or Chemistry degree. 
• Preferred four (4) years industrial materials sales experience in the Government & Defense market segment.
• Preferred experience will include service in the U.S. Armed Forces.
• Preferred experience will include 3+ years in the polymer, technical textile and/or coated fabrics industry.
• Demonstrated ability to communicate, present and influence credibly and effectively at all levels of the organization.
• Proven ability to drive the sales process from prospect to close.
• Experienced at Value Added “Voice of the Customer” approach
• Sales territory planning and management.
• Experience in using Salesforce.com or equivalent CRM system.
• Committed to continuous professional and personal improvement.

Successful candidate will have strengths in the following:

• Successful track record of sales growth and new business development (“Hunter” profile)
• Highly proactive with drive and determination to develop new business.
• Ambitious self-starter with strong sense of urgency.
• Ability to self-motivate and multi-task and to work both independently and within a team
• Strong communication, negotiation, and leadership experience.
• Ability to build relationships at multiple levels to work cross-organizationally toward solutions
• Meets fixed deadlines under pressure, while working within budgets and specific targets
• Excellent computer application skills such as Salesforce.com CRM, Microsoft Word, Excel, PowerPoint, etc.

Travel Requirements

• Frequent travel to exhibitions, customer and prospect meetings, and visits to our facilities in Rutherfordton, NC, and Monson, MA. Travel
• Travel requirements (including overnight travel) will be approximately 40% of work time, but remote when not traveling.
• The idea candidate would be in the mid-west to east coast.
• Must be able to drive.

 Benefits

As a valued Trelleborg team member, you will enjoy:

• Competitive salary
• Annual variable bonus plan
• Generous benefits package: Health, Dental, Vision, STD, LTD, Life, 401k
• Paid time off
• Paid holidays
• Employee assistance program
• A rewarding career with greater opportunity for impact

Trelleborg is an equal opportunity employer! We celebrate diversity and are committed to creating an inclusive environment for all employees. We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform crucial job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation.

At Trelleborg our people are #shapingindustryfromtheinside