Head of Defence

DHL Global Forwarding; Sydney; On-site; AUD 220,000 - 360,000; Full time

Job summary

DHL Global Forwarding in Sydney is seeking a Head of Defence, Aerospace & Aviation to shape and execute growth across the Defence sector. You will lead strategy, build strategic relationships with government, Defence organisations, and industry partners, and drive new business through complex tender processes.

You will manage senior stakeholders, ensure security accreditations, and collaborate with cross-functional teams to deliver integrated logistics solutions.

Qualifications

• 6+ years of relevant professional experience in BD or sales, preferably in Defence.
• Proven ability to convert opportunities into commercial outcomes.
• Strong negotiation and stakeholder management skills.

Responsibilities

• Develop and execute go-to-market strategy for Defence, Aerospace & Aviation sectors.
• Identify, pursue and secure new business with a strong pipeline.
• Lead and coordinate tender and bid processes across transport modes.
• Build senior relationships with customers, government bodies and Defence organisations.
• Provide commercial reporting and monitor portfolio performance.

Skills

Defence sector experience

Senior business development

Strategic account leadership

B2B sales experience

Stakeholder management

Education

Bachelor's degree

Job description

About Us:

We are the leading global brand in the logistics industry, offering an unrivalled portfolio of logistics services across multiple modes of transportation to a diverse range of customers across the globe. We connect people and businesses securely and reliably, enabling global sustainable trade flows. With specialized solutions for growth markets and industries, including technology, life sciences, and healthcare, engineering, manufacturing and energy, auto-mobility, and retail, we are decisively positioned as "The logistics company for the world."

Head of Defence, Aerospace & Aviation

Are you an experienced Defence sector leader with the commercial drive to build business, develop strategic customer relationships and turn complex opportunities into sustainable growth? We are seeking a Head of Defence, Aerospace & Aviation to lead our growth strategy across these important sectors in Australia. This is a senior commercial role focused on new business acquisition, strategic account development, market growth and building strong relationships across customers, government, Defence organisations, and the broader industry.

What you'll be doing In this role. You will:

• Develop and execute the go-to-market strategy for the Defence, Aerospace & Aviation sectors.
• Identify, pursue, and secure new business, building and maintaining a strong pipeline of qualified opportunities.
• Grow and retain strategic accounts through effective account planning, customer engagement, reviews, and tender activity.
• Lead and coordinate complex tender and bid processes across multiple transport modes.
• Lead and provide direction to dedicated specialist resources supporting the sector, where applicable.
• Build senior relationships with customers, government departments, Defence organisations, military institutions, industry suppliers, and other key stakeholders.
• Monitor portfolio performance, revenue and profitability and provide meaningful commercial reporting.
• Maintain required security accreditations and ensure they remain current and aligned with applicable requirements.
• Work closely with Sales, Operations, Industrial Projects, Product, and global sector teams to develop and deliver integrated solutions.
• Support the successful onboarding and service delivery of new business wins.

What you'll bring

• Australian Citizenship is a mandatory requirement for this position.
• Demonstrated experience working within the Defence sector.
• More than 6 years' relevant professional experience, ideally including senior business development, sales, or strategic account responsibilities.
• A bachelor’s degree.
• Strong B2B sales and business development capability, with experience developing opportunities and converting them into commercial outcomes.
• Demonstrated capability in business negotiation, sales processes, and stakeholder management.
• Strong strategic planning, business performance, and project management capability.Proven leadership and performance management skills.
• Confidence engaging and influencing senior internal and external stakeholders.
• A commercially focused mindset with the ability to balance growth, customer outcomes, and profitability.

Why this role?

This is an opportunity to take ownership of a strategically important sector, combining business development, strategic account leadership, and sector expertise to strengthen DHL Global Forwarding's position in the Australian Defence, Aerospace & Aviation market. You'll operate across a broad stakeholder network and collaborate with Country Leadership, Sales, Operations, Industrial Projects, Product specialists, and regional colleagues while developing relationships across Defence, government, and industry.

If you bring established Defence sector experience, strong commercial capability, and the ambition to shape and grow a strategic portfolio, we'd like to hear from you.