Business Development Manager

Objective  

Drive and achieve new business growth in the respective customer     segment(s) and geography as defined in their role as defined yearly revenue     and margin targets in compliance with Schnellecke operational, financial,   and commercial objectives.

Job Responsibilities

Market Development & Growth

· Develops and executes a  comprehensive development plan aimed at identifying the top country/industry specific opportunities and gain business with new and/or customers as applicable.

· Generates qualifiable leads   and opportunities from the development plan in the respective area with respective stakeholders through the opportunity approval process.

· Expand and lead the growth  strategy of Schnellecke Logistics’ 3PL / supply chain business in the respective   geography and customer segment.

· Lead the development of   Schnellecke’s business growth strategy for the Region’s respective customer segment.

· Serve as the primary interface between Schnellecke   and customer segments.

· Builds and develops long-term, trust-based   relationships with key decision makers at all levels with the respective   customer internally and externally.

· Conduct quarterly business reviews with customers as applicable.

· Identify expansion opportunities within existing accounts as applicable. 

· Understands the customer's business (strategically, operationally, financially, hierarchy) and understands the customer's buying   process while identifying all influences, intimately understanding their   needs, requirements, and company standing.

· Work across Schnellecke Logistics network and stakeholders as needed to create solutions that deliver value to our   customers including but not limited to Leadership, Solution Engineering, Operations, Quality, IT, and Finance to develop secure, compliant, and cost-effective   logistics solutions to customers.

· Responsible to drive RFIs/RFQs/RFPs in accordance with the customer and internal requirements.

· Prepare detailed proposals including pricing, technical solutions as well as risk mitigation plans for the business with the Solution   Design, Engineering, Operations, Finance, and Commercial leadership teams as appliable including but not limited to compliance statements, quality   processes (AS9100), and risk mitigation plan as applicable.

· Support cost modeling tailored to commercial and technical proposals.

· Ensure seamless transition from sales to operations with full adherence to contractual and regulatory obligations internally and   externally.

· Support onboarding and implementation activities for new implementation won.

· Participate in compliance audits, facility   walkthroughs, and readiness reviews.

· Provide accurate sales forecasts, pipeline reports, and opportunity scoring to your respective pipeline.

· Maintains an up-to-date pipeline of current and   future opportunities, quantifying number of opportunities, value of the   opportunity and managing the probability to win during the complete   opportunity life cycle.

· Provide regular updates to Global Business Sector Leadership   and Global Sales Management.

· Build strong relationships with procurement, supply   chain, and program management teams within customer organizations.

· Coordinate with Legal/Compliance to assess contract requirements, security measures, and export control considerations as   appliable.

· Support qualification processes for becoming an approved customer supplier or subcontractor as appliable.

Special Tasks

· Identify, pursue, and secure business with:

o Defense OEMs (e.g., Boeing Defense, Lockheed Martin, Northrop Grumman, etc.)

o Tier-1 & Tier-2 suppliers

o Government and DoD contractors

o MRO and sustainment organizations

· Monitor U.S. DoD spending priorities, defense procurement cycles, and major program developments.

· Understand defense contracting models, including CPFF, FFP, IDIQ, and subcontracting frameworks.

· Ensure Schnellecke’s sales activities comply with key U.S. defense regulations, including:

o ITAR (International Traffic in Arms Regulations)

o EAR (Export Administration Regulations)

o DFARS (Defense Federal Acquisition Regulation Supplement)

o Cybersecurity standards related to defense supply chains (e.g., NIST SP 800-171, CMMC readiness)

· Lead RFIs/RFQs/RFPs in accordance with government contracting standards and defense procurement requirements.

· Support cost modeling tailored to the defense sector (secure facilities, controlled access, cybersecurity costs, regulated labor environments).