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

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Own top strategic accounts and deliver profitable revenue growth across assigned government, military and government-adjacent applications.

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Identify, pursue and close new business by building, qualifying and managing a robust opportunity pipeline with clear revenue potential, milestones, probability and conversion timing.

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Create customer-specific value propositions, business cases and lead commercial activities that support growth and profitability.

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Lead complex solution-selling initiatives involving multiple stakeholders, technical requirements, qualification steps and manufacturing partners.

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Negotiate commercial terms and establish supply arrangements, long-term agreements and strategic partnerships.

- Forecasting and Commercial Planning

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Own the consolidated revenue forecast for assigned accounts, programs and new-business opportunities, including business managed by the Account Manager.

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Develop monthly, quarterly and annual forecasts based on customer demand, opportunity probability, program timing and commercialization dates.

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Ensure CRM opportunities, account plans and financial projections remain aligned.

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Identify revenue gaps, customer risks and forecast variances and establish corrective commercial actions.

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Strategic Account and Cross-Functional Leadership

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Develop executive-level relationships with priority customers, end users, manufacturers, distributors, contractors and selected government stakeholders tied to revenue opportunities.

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Create strategic account plans with measurable objectives, customer-contact strategies, opportunity values, milestones and revenue targets.

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Align technical, operational, product-management and commercial resources around customer requirements, trials, qualification activity and product launches.

Minimum Job Qualifications
Required Qualifications

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

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Professional fluency in English and Spanish, including the ability to lead meetings, negotiations and presentations in both languages.

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Experience selling products that focus on value-added problem-solving that require technical qualification, specification.

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Subject-matter expertise in hook and loop, adhesive tapes, print-related applications, converting technologies, and military sector.

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Experience leading opportunities involving technical development, customer trials, qualification, specifications and multiple decision-makers.

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At least 10 years of progressive experience in account management, business development, sales leadership or complex solution selling.

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Demonstrated leadership experience, including coaching commercial employees and creating accountability for results.

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Demonstrated history of delivering profitable growth, managing strategic accounts and building enterprise-level customer relationships.

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