Vice President Sales & Strategy

TARCG - The Aviation Recruitment & Consulting Group; Stockholms län; Remote; SEK 1,800,000 - 3,000,000; Full time

Job summary

TARCG - The Aviation Recruitment & Consulting Group is conducting an executive search for a Vice President, Sales & Strategy - Nordics. The role oversees Sweden, Denmark and Norway, driving growth and shaping market strategy while managing senior customer and government relationships across defence portfolios.

The ideal candidate will bring extensive defence sales leadership, a proven B2G track record, and strong Nordic market knowledge.

Qualifications

• Proven B2G defence contract wins with government engagement.
• Strong Nordic defence market knowledge.
• Experience shaping country/ regional business strategies.
• Leadership of senior commercial/ account teams in a matrix organisation.
• Regular regional travel and executive presence with government and industry stakeholders.

Responsibilities

• Own and execute the commercial and market strategy across Sweden, Denmark and Norway, driving long-term growth across the organisation’s defence portfolio.
• Build and maintain senior relationships across government, Ministries of Defence, Armed Forces, procurement authorities and key industry stakeholders.
• Identify and shape major defence opportunities, anticipating future capability requirements, procurement priorities and investment plans.
• Lead country and key customer strategies, developing both existing and new business across the region.
• Coordinate sales and business development activity across multiple business areas, aligning customer requirements with the wider portfolio.
• Lead strategic campaigns and senior account resources while remaining personally engaged with key customers and opportunities.
• Lead and support complex, long‑cycle strategic opportunities and campaigns.
• Provide leadership to senior account management resources within the region.
• Remain actively involved in customer engagement and business development.

Skills

Defence sales

Strategic leadership

Government relations

B2G contracts

Nordic knowledge

Job description

Vice President, Sales & Strategy - Nordics

Location: Sweden preferred / Nordic region

Working Model: Flexible, Remote with regular travel

Compensation: DOE + up to 25% bonus

TARCG is conducting a confidential executive search on behalf of an international defence organisation seeking to appoint a Vice President, Sales & Strategy - Nordics.

This is a senior commercial leadership position responsible for driving growth and shaping the organisation’s market strategy across Sweden, Denmark and Norway. Working across a broad portfolio of defence capabilities, the VP will lead senior customer and government relationships, identify and develop strategic opportunities, and coordinate commercial activity across multiple business areas, combining high-level strategy with a hands‑on approach to key customers and opportunities.

Key Responsibilities

• Own and execute the commercial and market strategy across Sweden, Denmark and Norway, driving long-term growth across the organisation’s defence portfolio.
• Build and maintain senior relationships across government, Ministries of Defence, Armed Forces, procurement authorities and key industry stakeholders.
• Identify and shape major defence opportunities, anticipating future capability requirements, procurement priorities and investment plans.
• Lead country and key customer strategies, developing both existing and new business across the region.
• Coordinate sales and business development activity across multiple business areas, aligning customer requirements with the wider portfolio.
• Lead strategic campaigns and senior account resources while remaining personally engaged with key customers and opportunities.
• Lead and support complex, long‑cycle strategic opportunities and campaigns.
• Provide leadership to senior account management resources within the region.
• Remain actively involved in customer engagement and business development.

We are looking for an established defence sales and business development leader with:

• Significant leadership experience within the defence industry, combining sales, business development and strategic market responsibility at country or regional level.
• A proven track record of developing and winning business‑to‑government (B2G) defence contracts, with direct engagement across government, Ministries of Defence, Armed Forces and national procurement authorities.
• Strong knowledge of the Nordic defence market, particularly Sweden, Denmark and/or Norway, supported by established senior‑level customer and stakeholder relationships.
• Experience developing and executing country or regional business strategies, translating market priorities and future customer requirements into commercial growth.
• A track record of identifying, shaping and winning complex, high‑value, long‑cycle defence programmes.
• Experience leading senior commercial or account management professionals and influencing cross‑functional teams across a matrix organisation.
• Relevant industry experience within land/army systems, military aviation/aerospace or closely related defence capabilities.
• The executive presence and credibility to operate with senior government, military and industry stakeholders while remaining hands‑on with key customers and opportunities.

Swedish language capability is strongly preferred, although candidates with another Nordic language and significant regional defence experience may be considered. Sweden is the preferred location, with candidates elsewhere in the Nordic region also considered. Regular regional travel will be required.