Senior Business Development & Key Account Manager – Defence (all genders)

eRC System; Hohenbrunn; Hybride; EUR 90 000 - 130 000; Plein temps

Avantages offerts par ce poste

Flexible working hours

Remote work options

Health & wellbeing program

Résumé du poste

eRC System is seeking a seasoned business development leader to drive the introduction of a new hybrid-electric cargo UAS capability with the German Armed Forces and NATO partners. You will own market-entry, build strong military relationships, shape opportunities, and manage capture efforts from early discussions to contracts.

Ideal candidates have a track record in defence or government sales, excellent negotiation skills, and fluency in English and German.

Qualifications

• 5+ years in business development, key account management, or sales in defence/government sectors.
• Proven record closing complex opportunities with military, governmental, defence-industry, or enterprise customers.
• Strong commercial judgement and ability to combine account strategy with hands-on project execution.
• Excellent communication, stakeholder-management, and negotiation skills with senior counterparts in English and German.
• Authorized to work in Germany and willing to travel.

Responsabilités

• Develop account and market-entry plans for Germany and selected NATO/allied markets.
• Build and expand durable relationships with military users, capability planners, and procurement stakeholders.
• Identify and qualify defence opportunities ahead of formal tenders; maintain account plans and capture plans.
• Drive opportunities from initial engagement to contract signature, including briefings and proposal coordination.
• Coordinate with end users, requirements owners, procurement bodies, industry partners, and internal teams.
• Translate operational needs into mission concepts, product requirements, and commercially viable solutions.

Connaissances

Strategic BD

Key account management

Negotiation

Multinational communications

Description du poste

ABOUT THE ROLE

ERC is bringing Victor, our hybrid-electric heavy-lift cargo UAS, to military operators and customers to enable critical missions when roads, runways, or crewed aviation are unavailable, impractical, or operationally constrained. In this role, you will drive the introduction of this new capability based on a clear view of customer missions, capability needs, procurement pathways, and operational constraints. You will build and own ERC's relationships with the Armed Forces of Germany, NATO partners, and global allies. Combining strategic market development, hands-on key account ownership, and capture execution, you will turn operational needs into qualified opportunities, test and evaluation projects, and contracts. In pursuing your mission, you will be working closely with our Commercial Leadership as well as Product, Engineering, Flight Operations, and Communications.

WHAT YOU WILL DO

• Develop account and market-entry plans for Germany and selected NATO/allied markets
• Build, maintain, and expand durable relationships with military users, capability planners, procurement stakeholders, prime contractors, and operational units
• Identify and qualify defence opportunities ahead of formal tenders; maintain account plans, develop opportunity-specific capture plans, and set pipeline priorities
• Drive opportunities from initial engagement to contract signature, including customer briefings, requirement shaping, proposal development, offer coordination, negotiations, and follow-up
• Navigate military procurement processes and coordinate complex stakeholder landscapes across end users, requirements owners, procurement bodies, industry partners, and internal teams
• Work closely with Product, Engineering, Flight Operations, and Leadership to translate operational needs into mission concepts, demonstration narratives, product requirements, and commercially viable solutions
• Support the planning and execution of product demonstrations, trade fairs, and industry events; and represent ERC at customer meetings, delegation visits, demonstrations, field exercises, trade fairs, and defence events.

WHAT YOU BRING

• Approximately 5 years of experience in business development, key account management, or sales, ideally in the defence or governmental sector or in complex B2B enterprise sales
• A proven record of developing and closing complex opportunities with military, governmental, defence-industry, or enterprise customers
• Strong commercial judgement and the ability to combine account strategy with hands-on project execution
• Excellent communication, stakeholder-management, and negotiation skills, including with senior military, governmental, and industrial counterparts in English and German
• A strong understanding of the German defence ecosystem and acquisition pathways
• A structured and ownership-oriented working style
• Authorization to work in Germany, the eligibility to obtain the appropriate security clearances as may be required; and willingness to travel.

Moreover, it would be helpful if you also

• bring an active network among military users, requirements owners, and procurement stakeholders
• are familiar with military procurement processes of NATO and allied countries.

ERC particularly encourages veterans and former military service members to apply for this position.

WHAT WE OFFER

• Full-scale aerospace engineering, not concept slides
• A 60+ engineer team at Ottobrunn
• Real ownership and flat hierarchies: a modern startup culture where your input shapes decisions, not just execution
• Flexible working hours, remote work, and competitive compensation
• Health & wellbeing: EGYM Wellpass membership and subsidized lunch in our canteen
• Office extras: espresso coffee, fresh fruit, and soft drinks, plus regular team and company events, and plenty more once you're on board