Business Development Manager, Government & Military

VUSA Velcro USA Inc.; Manchester (NH); Hybrid; USD 110,000 - 150,000; Full time

Benefits offered by this job

Medical and Prescription Coverage

Dental Coverage

Vision Coverage

401(k) with company match

Paid Vacation

Job summary

Velcro USA Inc. is seeking a Business Development Manager, Government & Military to drive profitable growth across U.S.

Department of Defense, federal government, military, law-enforcement and public-safety markets. The role leads commercial strategy, account portfolios and opportunity pipelines across the government value chain, including DLA, Natick and PEO organizations, with responsibility for near-term revenue and longer-term programs.

Qualifications

• Bachelor’s degree in business administration or a related business discipline.
• Professional fluency in English and Spanish, including the ability to lead meetings, negotiations and presentations in both languages.
• Experience selling products that focus on value-added problem-solving that require technical qualification, specification.
• Subject-matter expertise in hook and loop, adhesive tapes, print-related applications, converting technologies, and military sector.
• Experience leading opportunities involving technical development, customer trials, qualification, specifications and multiple decision-makers.
• At least 10 years of progressive experience in account management, business development, sales leadership or complex solution selling.
• Demonstrated leadership experience, including coaching commercial employees and creating accountability for results.
• Demonstrated history of delivering profitable growth, managing strategic accounts and building enterprise-level customer relationships.
• Ability to travel domestically and internationally approximately 40-50%.

Responsibilities

• Revenue Growth and Commercial Ownership - Own top strategic accounts and deliver profitable revenue growth across assigned government, military and government-adjacent applications.
• Identify, pursue and close new business by building, qualifying and managing a robust opportunity pipeline with clear revenue potential, milestones, probability and conversion timing.
• Create customer-specific value propositions, business cases and lead commercial activities that support growth and profitability.
• Lead complex solution-selling initiatives involving multiple stakeholders, technical requirements, qualification steps and manufacturing partners.
• Negotiate commercial terms and establish supply arrangements, long-term agreements and strategic partnerships.
• Forecasting and Commercial Planning - Own the consolidated revenue forecast for assigned accounts, programs and new-business opportunities, including business managed by the Account Manager.
• Develop monthly, quarterly and annual forecasts based on customer demand, opportunity probability, program timing and commercialization dates.
• Ensure CRM opportunities, account plans and financial projections remain aligned.
• Identify revenue gaps, customer risks and forecast variances and establish corrective commercial actions.
• Strategic Account and Cross-Functional Leadership - Develop executive-level relationships with priority customers, end users, manufacturers, distributors, contractors and selected government stakeholders tied to revenue opportunities.
• Create strategic account plans with measurable objectives, customer-contact strategies, opportunity values, milestones and revenue targets.
• Align technical, operational, product-management and commercial resources around customer requirements, trials, qualification activity and product launches.

Skills

English fluency

Spanish fluency

Education

Bachelor’s degree in business administration or a related business discipline

Job description

Business Development Manager, Government & Military

It’s a great time to join Velcro Companies! The Business Development Manager, Government & Military is responsible for driving profitable growth across U.S. Department of Defense, federal government, military, law-enforcement and public-safety markets.

This role drives the commercial strategy, strategic-account portfolio and opportunity pipeline across the government value chain, including DLA, Natick, PEO organizations, prime contractors, manufacturers, converters and other program partners. The position is accountable for developing both near-term revenue opportunities and longer-term opportunities tied to future programs, specifications, qualifications and Berry-compliant solutions. This is a remote position, and candidates must reside in the Central U.S. This position requires the ability to travel up to 50%, both domestically and internationally. Candidates must live within a reasonable driving distance from a major international airport hub to accommodate efficient travel schedules.

Essential Duties and Responsibilities

• Revenue Growth and Commercial Ownership - Own top strategic accounts and deliver profitable revenue growth across assigned government, military and government-adjacent applications.
• Identify, pursue and close new business by building, qualifying and managing a robust opportunity pipeline with clear revenue potential, milestones, probability and conversion timing.
• Create customer-specific value propositions, business cases and lead commercial activities that support growth and profitability.
• Lead complex solution-selling initiatives involving multiple stakeholders, technical requirements, qualification steps and manufacturing partners.
• Negotiate commercial terms and establish supply arrangements, long-term agreements and strategic partnerships.
• Forecasting and Commercial Planning - Own the consolidated revenue forecast for assigned accounts, programs and new-business opportunities, including business managed by the Account Manager.
• Develop monthly, quarterly and annual forecasts based on customer demand, opportunity probability, program timing and commercialization dates.
• Ensure CRM opportunities, account plans and financial projections remain aligned.
• Identify revenue gaps, customer risks and forecast variances and establish corrective commercial actions.
• Strategic Account and Cross-Functional Leadership - Develop executive-level relationships with priority customers, end users, manufacturers, distributors, contractors and selected government stakeholders tied to revenue opportunities.
• Create strategic account plans with measurable objectives, customer-contact strategies, opportunity values, milestones and revenue targets.
• Align technical, operational, product-management and commercial resources around customer requirements, trials, qualification activity and product launches.

Minimum Job Qualifications

• Required Qualifications: Bachelor’s degree in business administration or a related business discipline.
• Professional fluency in English and Spanish, including the ability to lead meetings, negotiations and presentations in both languages.
• Experience selling products that focus on value-added problem-solving that require technical qualification, specification.
• Subject-matter expertise in hook and loop, adhesive tapes, print-related applications, converting technologies, and military sector.
• Experience leading opportunities involving technical development, customer trials, qualification, specifications and multiple decision-makers.
• At least 10 years of progressive experience in account management, business development, sales leadership or complex solution selling.
• Demonstrated leadership experience, including coaching commercial employees and creating accountability for results.
• Demonstrated history of delivering profitable growth, managing strategic accounts and building enterprise-level customer relationships.
• Ability to travel domestically and internationally approximately 40-50%.

Preferred Qualifications

• MBA;
• Experience with military government;
• Familiarity with DLA, Natick, PEO Soldier or related organizations relevant to revenue pull-through or qualification objectives.
• Familiarity with DLA Troop Support, Natick Soldier Center, PEO Soldier or other Department of Defense organizations to support qualification, specification or revenue pull-through.

OUR COMMITMENT TO SAFETY AND EMPLOYEE WELL-BEING

Fostering a culture where people thrive-safely, purposefully, and with opportunity. At Velcro USA Inc., we are committed to creating a workplace where employees feel valued, supported, and empowered to grow. We offer competitive pay, a comprehensive benefits package, and generous time-off to meet the diverse needs of our workforce. Our culture encourages advancement and provides opportunities for both personal and professional development. Safety is a core value at Velcro USA Inc. and an essential part of every role. We are dedicated to maintaining a safe, healthy work environment through strict adherence to our Global Safety Rules and our goal of achieving Zero Injuries of Any Kind (ZIAK). Employees are expected to complete required safety training, use personal protective equipment (PPE), report unsafe conditions, and follow protocols for fall protection, lockout/tagout (LOTO), hot work, and confined spaces. Together, we foster a culture of prevention, accountability, and care.

Health and Welfare Benefits

• Medical and Prescription Coverage (HSA and HRA Options)
• Dental Coverage
• Vision Coverage
• Flexible Spending Accounts
• Award Winning Wellness and Incentive Program
• Life Insurance
• Short- and Long-Term Disability
• Business Travel Accident Insurance
• Voluntary Accident & Critical Illness Insurance
• EAP (Employee Assistance Program)
• Retirement Savings Plan 401(k) Saving Plan with generous 5.5% Company match and Immediate Vesting
• Paid Vacation Time
• Paid Sick Time
• Paid Parental Leave 13
• Paid Company Holidays
• Tuition Reimbursement Program
• Financial Wellness Benefit - Smart Dollar® Employee Recognition Programs
• Employee Resource Groups
• Charitable or Educational Matching Gift Program
• Employee Referral Bonus Program

Equal Employment Opportunity Statement

Velcro Companies provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.