Business Development Manager

Business Development Manager - Security & Defense

United States | Remote / Field Based

We are the North American division of Metrohm AG (Herisau, Switzerland), a global leader in high‑precision laboratory instruments and chemical analysis solutions. Metrohm technologies support critical applications across defense, security, public safety, environmental protection, and regulatory compliance. At Metrohm USA, we combine world‑class technology with a people‑first culture‑empowering employees to make meaningful contributions to work that protects people, infrastructure, and the environment.

The Business Development Manager - Security & Defense is a senior, strategic role responsible for expanding Metrohm's footprint across U.S. federal security, defense, and public safety agencies through the full breadth of Metrohm technologies. This position reports to the Director of Strategic Accounts. The role focuses on a targeted portfolio of federal departments and operational priorities, including but not limited to DoE, DoD, DoJ, DHS, HHS, EPA, USDA, Treasury, Forestry
, and affiliated agencies, as well as select public safety organizations such as local law enforcement. Success is measured through long‑term engagement, program adoption, partner enablement, and sustained influence across these agencies.

• Build and maintain strong, long‑term relationships with U.S. federal security, defense, and public safety agencies, affiliated laboratories, program offices, and qualified channel partners.
• Identify, develop, and execute a robust pipeline of Security & Defense opportunities across all Metrohm technologies in collaboration with field sales teams.
• Drive sustainable revenue growth through long‑term engagement, program adoption, and partner enablement.
• Translate agency requirements and operational priorities into strategic opportunities aligned with Metrohm's technical capabilities and roadmap.

• Engage and align with channel partners through joint account planning, opportunity development, and solution positioning.
• Support partner enablement and influence across targeted agencies and public safety organizations.

• Lead, support, and contribute to proposal development (RFPs) in collaboration with prospects and internal teams.
• Develop and execute a business plan within the Strategic Account Management framework.
• Partner with Marketing on campaigns, events, and targeted outreach initiatives.

• Serve as an internal resource for federal market insights, procurement trends, and product positioning.
• Represent Metrohm at relevant trade shows, exhibitions, seminars, and customer‑facing events.
• Track, analyze, and report on key business metrics related to pipeline health, partner performance, and growth objectives.

• Maintain accurate documentation of activities and opportunities within CRM.
• Operate effectively in a fast‑paced, cross‑functional environment with a hands‑on, collaborative approach.
• Ability to travel approximately 30‑50%.

• Bachelor's degree required;
  Master's degree or MBA strongly preferred
  .
• 7+ years of commercial sales or business development experience
  , ideally within federal, defense, security, or public safety markets.
• Prior engagement with U.S. federal agencies such as DoE, DoD, DoJ, DHS, HHS, EPA, USDA, Treasury, Forestry
  , or affiliated organizations.
• Strong understanding of government procurement processes
  ; military experience and security clearance a plus.
• Indepth knowledge of CBRNE, Fire, HAZMAT, and Law Enforcement applications and associated acquisition environments.
• Demonstrated success managing complex sales cycles and strategic accounts.
• Proven experience using CRM tools to manage pipeline, forecasting, and performance metrics.
• Excellent negotiation, decision‑making, and business analysis skills.
• Strong written and verbal communication skills with executive‑level presence.
• Highly organized, detail‑oriented, and able to work independently or as part of a team.
• Proficiency with…