Strategic Growth Director

CLM Search; Deutschland; On-site; EUR 150,000 - 210,000; Full time

Job summary

CLM Search seeks a seasoned leader to drive entry into the German defence market, leveraging an extensive network across the German-speaking defence ecosystem. The role focuses on government, military, and procurement stakeholders to establish access, credibility and opportunities.

You will mentor junior colleagues, support the Sales team, and operate with significant autonomy to shape commercial strategy and market presence in collaboration with Public Affairs in Berlin.

Qualifications

• 10+ years of experience within the German defence ecosystem.
• Strong relationships across Bundeswehr, BAAINBw and MoD.
• Ability to leverage senior networks to open doors and create opportunities.
• Understanding of defence procurement processes, programmes and priorities.
• Commercial experience to support a Sales team independently when required.
• Excellent communication and stakeholder engagement skills.
• Autonomous, structured and resilient with patience for long procurement cycles.

Responsibilities

• Act as the key link between the organisation and German defence ecosystem, with initial focus on Germany.
• Represent the business within the defence ecosystem, building visibility and credibility.
• Leverage an established network to access decision makers.
• Position the business within key defence and governmental organisations for relationship development.
• Identify and qualify opportunities and advise Sales on approach.
• Support early-stage customer engagement and hand over to Sales at RFIs/RFQs.
• Drive business development focusing on direct B2G sales and related opportunities.
• Advise on commercial strategy as the business establishes its market presence.

Skills

Defence ecosystem

Bundeswehr network

Government relationships

Procurement knowledge

Strategic leadership

Mentoring

Job description

• We are supporting a globally recognised brand as it enters the defence market. We are looking for a seasoned leadership profile with an extensive network across the German speaking defence ecosystem to facilitate its entry.

Responsibilities

• Act as the key link between the organisation and the Ministry of Defence and wider government defence ecosystem across DACH, with an initial focus on Germany.
• Serve as the business’s ambassador within the German defence ecosystem, building visibility, credibility and relationships with key government and military stakeholders.
• Leverage an established network within the Bundeswehr, BAAINBw, the Ministry of Defence and the wider political and government ecosystem to open doors and secure access to decision makers.
• Position the business within the most important German defence and governmental organisations, with the initial priority being relationship development, institutional access and industry recognition.
• Identify and qualify new opportunities, understand government and military priorities, and advise the Sales team on which opportunities to pursue and how best to approach them.
• Support early stage customer engagement and introductions, handing opportunities over to the Sales team around the RFI and RFQ stage.
• Drive business development with a primary focus on direct B2G sales, alongside B2B opportunities and support to the Sales team.
• Advise on commercial strategy and business direction as the business establishes its market presence in defence.
• Collaborate closely with the Public Affairs function in Berlin, representing the business at relevant government, military and defence industry events.
• Mentor and develop more junior colleagues and support the existing sales team.
• Operate with significant autonomy as the internal expert on the German defence ecosystem, providing strategic guidance to senior leadership.

Skills and Qualifications

• 10+ years of experience within the German defence ecosystem, with an excellent industry reputation.
• Strong, established relationships across the Bundeswehr, BAAINBw, the Ministry of Defence and wider government and military organisations.
• Proven ability to leverage a senior network to open doors, build trust and create new business opportunities.
• Strong understanding of German defence procurement processes, programme cycles and customer priorities.
• Sufficient commercial experience to support a Sales team independently when required.
• Ability to advise on commercial strategy and mentor more junior team members.
• Excellent communication, relationship management and stakeholder engagement skills.
• Calm, structured and resilient, with the patience to navigate lengthy defence procurement cycles and a measured approach that does not expect immediate results.
• Sound judgement and the ability to operate independently with high levels of autonomy.