Business Development Manager – Defense & Military Thermal Apparel Based in Germany

Arclin; Alpharetta (GA); On-site; USD 104,000 - 138,000; Full time

Job summary

Arclin seeks a highly motivated Business Development Manager to lead growth for its Aramids (Kevlar® and Nomex®) Thermal Apparel business across the DACH region, with emphasis on Germany. The role focuses on driving new business in defense and thermal apparel markets, building relationships with end users, BAMs, distributors, and key stakeholders, and developing a robust sales pipeline.

Travel up to 50% is expected.

Qualifications

• Bachelor's degree or higher in a relevant field.
• Minimum 5 years of commercial experience in sales, business development, or marketing within defense or related industries.
• Proven track record of revenue growth and strategic account management.
• Ability to translate end-user requirements into commercial solutions.
• Fluency in German and English; willingness to travel up to 50%.

Responsibilities

• Manage commercial development activities within the assigned territory to meet growth objectives.
• Identify, develop, and secure new business opportunities to expand market share in defense and protective apparel setores.
• Build and maintain a network of end users, BAMs, distributors, and key industry stakeholders.
• Develop a robust sales pipeline to support short- and long-term growth.
• Execute strategic business plans driving profitable growth across the region of responsibility.
• Monitor market trends, customer requirements, and competitive activity.
• Translate end-user requirements into value-driven solutions and maintain SFDC opportunity records.
• Collaborate with Marketing, Technical Service, Product Management, and Commercial Leadership.

Skills

Sales leadership

CRM (Salesforce)

German language

English language

Strategic thinking

Education

Bachelor's degree in Business, Engineering, Materials Science, Chemistry, or related field

Tools

Salesforce

Job description

Arclin is seeking a highly motivated and self driven Business Development Manager to lead growth initiatives for its Aramids (Kevlar® and Nomex®) Thermal Apparel business across the DACH Region focusing on Germany.

This role is responsible for driving new business opportunities to create profitable growth through engagement within the defense and Thermal apparel markets targeting Miliary & Law enforcement End Users. The successful candidate will build strong relationships across the value chain, identify new market opportunities ensuring that solutions are meeting end user requirements while supporting Arclin's broader business objectives.

Key Responsibilities

Sales & Business Development

• Manage the commercial development activities within the assigned territory to ensure overall growth objectives are met.
• Identify, develop, and secure new business opportunities to expand market share within the defense and protective apparel sectors.
• Build and maintain a strong network of end users, BAMs, distributors, and key industry stakeholders.
• Develop a robust sales pipeline to support new short- and long-term business growth.
• Execute strategic business plans that drive profitable growth across the region of responsibility.
• Monitor market trends, customer requirements, and competitive activity to identify growth opportunities and risks.
• Build a deep understanding of end-user requirements and technical specifications and translate them into value-driven solutions.
• Maintain accurate and up-to-date opportunity records in SFDC, ensuring consistent reporting until opportunities are successfully closed.

Value Chain Engagement & Relationship Management

• Develop and maintain trusted relationships with customers, prospects, and key influencers across the defense ecosystem.
• Navigate complex customer/end user organizations and procurement structures to identify decision makers and purchasing influencers.
• Understand market challenges and application requirements to deliver value-based, technically differentiated offerings.
• Represent Arclin and its Kevlar® and Nomex® brands at industry conferences, trade exhibitions, and professional associations.
• Serve as a strategic expert, ensuring a high level of engagement and long-term account development to the industry.

Cross-Functional Collaboration

• Partner closely with Marketing, Technical Service, Product Management, and Commercial Leadership teams to deliver customer-focused solutions.
• Coordinate cross-functional resources to support customer projects, product launches, and business development initiatives.
• Share market intelligence, competitive insights, and industry feedback to support strategic decision-making and innovation efforts.
• Ensure alignment of strategies across regions and business functions.

Operational Excellence

• Develop and execute new annual account plans, including revenue targets, demand forecasts, strategic initiatives, and competitive positioning.
• Maintain accurate opportunity projections tracking through Salesforce or other CRM systems.
• Support timely accounts receivable collection activities in partnership with Finance.
• Ensure new customer activities, opportunities, and communications are effectively documented and managed.
• Drive disciplined sales processes and performance measurement to support business objectives.

Required

Qualifications & Experience

• Bachelor's degree in Business, Engineering, Materials Science, Chemistry, or a related field.
• Minimum of five years of commercial experience in sales, business development, or marketing within defense, ballistic protection, technical textiles, or related industries.
• Proven track record of achieving revenue growth and successfully managing strategic customer relationships.
• Demonstrated ability to understand end-user requirements and translate them into commercial solutions.
• Experience engaging with senior stakeholders, including C-suite executives, procurement leaders, and key industry influencers.
• Proficiency in CRM systems, preferably Salesforce, and pipeline management methodologies.
• Strong business acumen with excellent negotiation, influencing, and relationship-building skills.
• Strategic thinker with a proactive, results-oriented approach and the ability to operate independently.
• Fluent in German and English.
• Based in Germany and willing to travel up to 50%.

Preferred

• Experience working with aramid fibers, ballistic protection systems, thermal protective apparel, or military specification products.
• Additional European language capabilities.
• Knowledge of European defense procurement processes and industry networks.

Why Arclin?

You can find Arclin everywhere. Our technologies make homes and transportation safer, help crops flourish, keep water clean, protect first responders and members of the military, and preserve the purity of essential pharmaceuticals. These vital, everyday products can't fail, and we’re here to give the world an extra layer of performance and peace of mind.

With ~4,000 team members across more than 30 global manufacturing facilities, we operate with the scale to make a global impact and the agility to solve complex challenges at the molecular level. Rooted in scientific discovery and innovation, Arclin’s materials redefine performance across industries - from Firepoint®’s patented intumescent technology that helps stall flames and save lives to the iconic Kevlar® and Nomex® brands trusted to protect those who serve, strengthen aerospace and industrial systems, and perform where reliability and safety are top of mind.

As we expand our mission critical materials portfolio and shape the next era of performance technologies, we’re looking for people who want to grow, lead, and solve the challenges others can’t. Together, we’ll advance the innovations that keep the world moving. Because at Arclin, our people are truly Vital Beyond Measure.

Equal Opportunity Employer

This employer is required to notify all applicants of their rights pursuant to federal employment laws. For further information, please review the Know Your Rights notice from the Department of Labor.