Defense Sales Business Development Manager Americas

The Defense Sales & Business Development Manager Americas will be responsible for driving both sales and strategic business development within the defense sector across North America Central America and South America with a strong focus on the United States Department of Defense. This role will focus on expanding Fugros market presence in GEOINT data acquisition and analysis applications involving Artificial Intelligence and UXV platforms and site characterization supporting defense installations and facilities.

The role is accountable not only for identifying and nurturing opportunities but also for ensuring high conversion rates from leads to signed contracts. Additionally this position will play a pivotal role in longterm strategic partnerships market expansion and shaping Fugros positioning within key client organizations and industry consortia. The ideal candidate will have prior experience in strategic and operational roles within the United States Department of Defense and a strong track record in business development client engagement commercial and strategic relationshipbuilding within the defense industry.

This role can function fully remotely.

The ideal candidate will reside in Washington D.C. or the greater National Capital Region.

Job Responsibilities

• Lead by example and place Quality Health & Safety Security and the protection of the Environment as core values while never intentionally placing employees our processes customers or the communities in which we live and work at risk.
• Identify and prioritize highvalue market opportunities for Fugro across Geointelligence (mapping modeling monitoring) AI / AUV / USV applications and site characterization supporting defense installations and facilities.
• Build a structured sales funnel with clear action plans to achieve revenue and market penetration targets.
• Proactively engage with key stakeholders within the defense markets to enable early positioning before the release of solicitations while maintaining close relationships with decisionmakers to anticipate service needs.
• Systematically evaluate leads based on technical feasibility budget allocation project timelines and alignment with Fugros capabilities.
• Develop compelling value propositions conduct client presentations and tailor service offerings to match project requirements address client pain points effectively and position Fugro as a preferred partner.
• Drive deal closure through strategic negotiation contract finalization and alignment of commercial terms.
• Ensure a high conversion rate from opportunity to contract by closely managing the sales cycle and removing obstacles to closing.
• Engage early in industry developments regulatory shifts and emerging market trends to position Fugro as a thought leader and trusted partner.
• Identify new market segments and service line expansion opportunities within the Defense sector within the Americas.
• Represent Fugro in key industry forums associations and conferences reinforcing the companys role and leadership in the defense sector.
• Partner with R&D innovation and technology teams to ensure Fugros offerings evolve in line with market needs and client expectations.
• Build and maintain strong relationships with key decisionmakers and influencers within key defense agencies.
• Lead accountbased marketing initiatives and ensure tailored engagement with clients based on specific business needs.
• Monitor market trends competitor activities and industry developments across the Americas and provide insights to senior leadership on emerging opportunities and risks within the defense sector.
• Identify potential M&A opportunities partnerships or joint ventures that could enhance Fugros market position.
• Utilize CRM tools to track lead progression conversion rates and sales performance and ensure accurate data entry and analysis to inform strategic decisionmaking.
• Coordinate with legal and finance teams to facilitate contract negotiations and approvals.
• Regularly track and report on key sales and BD metrics including lead conversion rates pipeline health and revenue growth.
• Provide datadriven insights to refine sales and BD strategies and improve overall commercial effectiveness.
• Other duties as assigned.

Job Requirements

• Must be a United States citizen.
• 10 years of military defense and/or intelligence experience
• 10 years of experience in sales business development and strategic market expansion within the defense industry.
• A strong background in lead generation qualification conversion and closing of highvalue contracts.
• Experience working in multinational matrixed organizations with crossfunctional teams.
• A deep understanding of the Defense Federal Acquisition Regulation Supplement (DFARS) various contracting vehicles funding mechanisms and procurement pathways for relevant market segments.
• A wellestablished network that includes relevant DoD Program Managers and private industry defense contractors with synergistic services.
• Experience in developing longterm business strategies and market entry plans.
• Strong knowledge and usage of CRM tools
• Knowledge of using financial statements as a management tool to drive business decisions and strategy.
• Experience in identifying evaluating and executing M&A opportunities to expand market presence and capabilities
• Possess a valid drivers license with an acceptable motor vehicle record
• Currently hold or ability to obtain a passport for international travel purpose
• Travel up to 30 of the time for this job opportunity

Whats in it for you

At Fugro our people are our number one priority and central to our purpose of creating a safe and livable world. Our values set the foundation for our unique culture: we are determined to deliver we prepare for tomorrow we do whats right and we build trust. Our talent philosophy is seeded by our values and fueled by a passion for learning developing leadership behaviors transparency and accountability.

Fugro offers opportunities to sharpen skills and provide career growth through onthejob learning experiences LinkedIn Learning access business and technical training and leadership development programs.

We value the mental physical and financial health of our employees and their families and offer a variety of flexible work models. Fugro USAs comprehensive benefits package also ensures you have choices that fit your needs at any life stage.

How to apply

If you are interested in this role we look forward to discussing this opportunitywith you.Please click on our apply button and upload your resume and cover letter.

Disclaimer for recruitment agencies:

Fugro does not accept any unsolicited applications from recruitment agencies. Acquisition to Fugro Recruitment or any Fugro employee is not appreciated.

Fugro USA posting Disclaimer

Fugro is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race religion color sex (including pregnancy gender identity and sexual orientation) parental status national origin age disability family medical history or genetic information political affiliation military service or other nonmerit based factors.

Individuals with disabilities needing assistance in the recruitment process are encouraged to contact Human Resources directly atoption 5 or.

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