National Business Development Manager | Defence

Energy Power Systems Australia; Melbourne; On-site; AUD 150,000 - 190,000; Full time

Job summary

Energy Power Systems Australia (EPSA) is seeking a National Business Development Manager – Defence to lead the development of the Australian Defence market, spanning engines, power systems, repower, sustainment and through-life support.

Based in Australia, you will work with primes, OEMs and government-facing stakeholders to build a credible pipeline, influence specifications early, and create long-term commercial value.

Qualifications

• Experience within Australian Defence industry or Defence supply chain.
• Track record of complex, long-cycle B2B opportunities.
• Strong stakeholder mapping and strategic account-management capability.
• Commercial capability across opportunity qualification, business-case development and negotiation.
• Ability to work across customers, primes, technical teams, procurement and senior stakeholders.
• Strategic growth-focused mindset with resilience and self-direction.
• Ability to obtain and maintain Australian Government Security Clearance.

Responsibilities

• Own Defence market development and opportunity creation across Australia.
• Strengthen Defence accounts and develop opportunities from engine to sustainment.
• Develop the Land Defence ecosystem mapping primes, OEMs, manufacturers, sustainment organisations.
• Build a qualified Defence pipeline across equipment, repower, sustainment and through-life support.
• Lead opportunities cross-functionally with Sales, Engineering, Product, Parts, Service, Operations, dealer partners and executives.
• Influence future platform and engine specifications early in the process.

Skills

Australian Defence industry experience

Long-cycle B2B opportunities

Stakeholder mapping & account mgmt

Commercial capability

Cross-functional collaboration

Strategic growth mindset

Security clearance eligibility

Job description

You know the Defence market. You know the best opportunities are often shaped years before a contract is awarded.

EPSA is looking for a National Business Development Manager – Defence to build our position across the Australian Land Defence ecosystem.

Working across primes, OEMs, sustainment providers, vehicle and equipment manufacturers and key program stakeholders, you’ll identify where EPSA and Caterpillar can add genuine value and develop those opportunities from early engagement through to commercial pursuit.

You’ll strengthen existing strategic Defence relationships while building new opportunities across equipment, power systems, repower, sustainment and through-life support.

As the Cat® engine dealer for Australia, Papua New Guinea and the Solomon Islands, EPSA provides world-class power solutions backed by global innovation and local expertise.

Across engineering, operations, projects and support teams, every role plays a part in keeping industries moving and communities powered.

If you're looking to contribute to something bigger and help shape what’s next, this is an opportunity to do meaningful work with real impact.

What you’ll be responsible for

You’ll take ownership of Defence market development and opportunity creation across Australia, with four key priorities:

• Strengthen key strategic Defence accounts, developing deeper relationships while identifying further engine, power-system, aftermarket and sustainment opportunities.
• Develop the Land Defence ecosystem, mapping priority primes, OEMs, vehicle and equipment manufacturers, sustainment organisations, programs and specification influencers.
• Build a qualified Defence pipeline across new equipment, repower, sustainment and through-life support opportunities.
• Lead opportunities cross-functionally, bringing together Sales, Engineering, Product, Parts and Service, Operations, Caterpillar, dealer partners and executive stakeholders to progress opportunities through quotation and negotiation.

A key part of the role will be getting involved early enough to influence future platform and engine specifications, rather than waiting until an opportunity reaches the tender stage.

What we’re looking for

We’re looking for someone who already understands how the Australian Defence market works and knows how to develop complex opportunities over the long term.

You’ll bring:

• Demonstrated experience within the Australian Defence industry or directly relevant Defence supply chain, ideally gained with a Defence prime, OEM, sustainment provider, government-facing organisation or Defence-sector business development environment.
• A track record of developing complex, long-cycle B2B opportunities.
• Strong stakeholder mapping, relationship development and strategic account-management capability.
• Commercial capability across opportunity qualification, business-case development and negotiation.
• The ability to work effectively across customers, primes, technical teams, procurement and senior stakeholders.
• A strategic, growth-focused mindset with the resilience and self-direction needed to build a market over time.
• The ability to obtain and maintain the Australian Government Security Clearance required for the role and relevant Defence programs.

Experience with engineered equipment, power systems, heavy industrial products, engines, vehicle platforms or comparable technical solutions would be highly regarded, as would established relationships across the Australian Land Defence ecosystem.

You do not need to arrive as a Caterpillar product expert. Caterpillar product knowledge, EPSA systems and application-level engine and balance-of-plant knowledge can be developed once you join.

Why join EPSA

This is an opportunity to step into a role with a genuine mandate to develop EPSA’s long-term Defence market strategy, rather than simply inherit an established sales territory.

You’ll have the opportunity to:

• Shape EPSA’s position across the Australian Land Defence market.
• Build strategic relationships across Defence primes, OEMs and sustainment organisations.
• Work alongside Caterpillar and EPSA’s technical and operational specialists.
• Develop opportunities spanning new equipment, repower, sustainment and through-life support.
• Build a Defence pipeline where success is measured not just on immediate revenue, but on creating credible program positions and long-term commercial value.

If you understand the Defence landscape, know how to create opportunities rather than simply respond to them, and enjoy bringing commercial and technical stakeholders together around complex solutions, we’d like to hear from you.