Business Development Manager

Southeastern New England Defense Industry Alliance (SENEDIA); Stoughton (MA); On-site; USD 140,000 - 150,000; Full time

Job summary

Globe Composite Solutions designs and manufactures high-performance composites for Defense and Marine applications. The growth-focused Business Development Manager will identify and shape new U.S.

opportunities, converting them into funded programs and orders. You will build senior relationships with government and industry, and coordinate with Sales, Engineering, Operations, and Finance to align capabilities with mission needs.

Qualifications

• Bachelor's degree in engineering, business, or related field.
• 10+ years in defense, aerospace, maritime or engineered B2B markets.
• Proven ability to originate, shape, and win long sales cycles.
• Understanding of DoD procurement and government program offices.
• Ability to communicate with both technical and nontechnical audiences.
• Willingness to travel to customer sites and events.

Responsibilities

• Identify and prioritize new defense and maritime opportunities.
• Develop relationships with stakeholders across government and industry.
• Plan customer visits, capability briefings, and industry events.
• Lead the BD process: account mapping, discovery, qualification, and capture planning.

Skills

Hunter mentality

Executive relationships

Technical sales

CRM & pipeline

Travel willingness

Education

Bachelor's degree (engineering/business)

10+ years in defense/aerospace B2B

Tools

CRM (Dynamics 365)

MS Office

Job description

Globe Composite Solutions is seeking a growth-oriented business development leader to identify, shape, and win new business across the U.S. defense and maritime markets. This role is designed for a disciplined hunter who can open doors, build senior-level relationships, uncover customer needs early, and convert long-cycle opportunities into funded programs and orders.

The Business Development Manager will focus primarily on new customers, new programs, and meaningful expansion opportunities rather than day-to-day account administration. Working closely with Sales, Engineering, Operations, Finance, and executive leadership, this person will connect customer mission needs with Globe's capabilities in engineered composites, elastomers, acoustic and signature-management systems, syntactic materials, and related defense solutions.

Key Responsibilities

Market Development and Customer Engagement

• Identify and prioritize new defense and maritime opportunities in undersea warfare, submarine construction and sustainment, unmanned and autonomous systems, acoustic systems, hull treatments, missile and launch systems, and adjacent applications.
• Develop relationships with technical, program, contracting, supply-chain, and executive stakeholders across government and industry.
• Plan and conduct frequent customer visits, capability briefings, site engagements, industry events, and strategic follow-up activities.
• Translate market trends, budget signals, acquisition plans, and customer pain points into specific pursuits and actionable internal recommendations.

Opportunity Shaping and Capture

• Lead the front end of the business development process, including account mapping, customer discovery, opportunity qualification, competitive assessment, win strategy, and capture planning.
• Shape opportunities before formal solicitation by aligning Globe's technical capabilities with mission requirements and customer priorities.
• Develop pursuit plans that identify decision makers, influencers, competitors, partners, risks, milestones, funding path, and the actions required to win.
• Build teaming relationships and partnerships where they improve market access, technical fit, or probability of win.
• Support bid and no-bid decisions with fact-based assessments of strategic fit, revenue potential, investment, schedule, risk, and probability of award.

Internal Leadership and Execution

• Partner with Engineering and Operations to confirm technical fit, manufacturability, capacity, qualification requirements, development cost, and schedule before making customer commitments.
• Work with Proposal and Commercial Operations to convert capture strategy into compliant, compelling, and timely proposals.
• Maintain accurate opportunities, customer activity, next steps, values, timing, and probabilities in Microsoft Dynamics 365 or the company's designated CRM.
• Provide concise pipeline, forecast, competitive, and market updates during commercial operating reviews and annual planning.
• Create a structured handoff to the appropriate account or program owner after award while remaining engaged through a stable transition.
• Represent Globe and the broader ESCO defense portfolio professionally and identify cross-business-unit opportunities when customer needs extend beyond Globe's capabilities.

Required Qualifications

• Bachelor's degree in engineering, business, or a related field, or equivalent relevant experience.
• At least 10 years of progressive experience in defense, aerospace, maritime, or other highly engineered business-to-business markets, including substantial responsibility for business development, capture, technical sales, or program growth.
• Demonstrated record of originating, shaping, and winning new business with long sales cycles and multiple technical and procurement stakeholders.
• Working knowledge of the U.S. Department of Defense acquisition environment and the roles of government program offices, warfare centers, contracting activities, shipyards, prime contractors, and the industrial base.
• Ability to understand complex engineered products and communicate credibly with technical and nontechnical audiences.
• Strong executive presence, written communication, presentation, negotiation, and relationship-building skills.
• Disciplined use of CRM, pipeline metrics, account plans, and capture milestones.
• Willingness and ability to travel regularly to customer locations, industry events, and Globe facilities.
• U.S. person status as required for access to export-controlled technical information. Ability to obtain and maintain a U.S. Government security clearance if required by the position.

Preferred Qualifications:

• Established relationships within the U.S. Navy, submarine industrial base, NAVSEA enterprise, naval warfare centers, major shipyards, defense primes, or relevant OEMs.
• Experience with undersea warfare, submarines, unmanned underwater vehicles, acoustic or signature-management systems, composite or elastomeric materials, sustainment, or maritime autonomy.
• Experience leading capture plans and supporting proposals under FAR and DFARS requirements.
• Technical degree, advanced business degree, military service, or prior government acquisition experience.
• Active or recently held U.S. Government security clearance.

Qualifications:

• True hunter mentality: Proactively creates opportunities instead of waiting for RFQs or relying on established accounts.
• Defense-market credibility: Understands Navy acquisition, program offices, warfare centers, shipyards, primes, OEMs, and the submarine industrial base.
• Strong relationship builder: Develops direct, trusted relationships with technical, program, contracting, and executive decision-makers.
• Technically curious: Can understand Globe’s engineered materials and manufacturing capabilities well enough to connect them to customer mission requirements.

Compensation Range $140,000-$150,000

WORK AUTHORIZATION/SECURITY CLEARANCE:

• Due to the nature of the work we perform, U.S. Citizenship is required.
• U.S. Government Security Clearance at the appropriate level.

About Globe

Globe Composite Solutions designs, engineers and manufactures high performance composites for Defense, Marine, and Industrial applications.

Originally founded in 1890 as a rubber company in downtown Boston, Globe has evolved into a full-service, design-to-manufacturing company with a passion to meet demanding performance requirements for a wide variety of applications. The company possesses a broad set of design, prototyping, and manufacturing capabilities to address just about any product challenge. As a result, the company has built a solid reputation among its Fortune 1000 customer base as an innovative and reliable provider of cost-effective composite-based solutions.

Globe Composite Solutions is truly an "American-made" company, with virtually all design, tooling, prototyping, and production services supported in-house at our state-of-the art Design & Technology Center located in Stoughton, MA. Globe Composite is part of the Aerospace & Defense Group of ESCO Technologies Inc. (NYSE: ESE).

Additional Postings available from Globe Composite Solutions, Ltd.