Business Development Manager

Globe Composite Solutions is seeking a growth-oriented business development leader to identify, shape, and win new business across the U.S. defense and maritime markets. This role is designed for a disciplined hunter who can open doors, build senior-level relationships, uncover customer needs early, and convert long-cycle opportunities into funded programs and orders.

The Business Development Manager will focus primarily on new customers, new programs, and meaningful expansion opportunities rather than day-to-day account administration. Working closely with Sales, Engineering, Operations, Finance, and executive leadership, this person will connect customer mission needs with Globe's capabilities in engineered composites, elastomers, acoustic and signature-management systems, syntactic materials, and related defense solutions.

• Identify and prioritize new defense and maritime opportunities in undersea warfare, submarine construction and sustainment, unmanned and autonomous systems, acoustic systems, hull treatments, missile and launch systems, and adjacent applications.
• Develop relationships with technical, program, contracting, supply-chain, and executive stakeholders across government and industry.
• Plan and conduct frequent customer visits, capability briefings, site engagements, industry events, and strategic follow-up activities.
• Translate market trends, budget signals, acquisition plans, and customer pain points into specific pursuits and actionable internal recommendations.

• Lead the front end of the business development process, including account mapping, customer discovery, opportunity qualification, competitive assessment, win strategy, and capture planning.
• Shape opportunities before formal solicitation by aligning Globe's technical capabilities with mission requirements and customer priorities.
• Develop pursuit plans that identify decision makers, influencers, competitors, partners, risks, milestones, funding path, and the actions required to win.
• Build teaming relationships and partnerships where they improve market access, technical fit, or probability of win.
• Support bid and no-bid decisions with fact-based assessments of strategic fit, revenue potential, investment, schedule, risk, and probability of award.

• Partner with Engineering and Operations to confirm technical fit, manufacturability, capacity, qualification requirements, development cost, and schedule before making customer commitments.
• Work with Proposal and Commercial Operations to convert capture strategy into compliant, compelling, and timely proposals.
• Maintain accurate opportunities, customer activity, next steps, values, timing, and probabilities in Microsoft Dynamics 365 or the company's designated CRM.
• Provide concise pipeline, forecast, competitive, and market updates during commercial operating reviews and annual planning.
• Create a structured handoff to the appropriate account or program owner after award while remaining engaged through a stable transition.
• Represent Globe and the broader ESCO defense portfolio professionally and identify cross-business-unit opportunities when customer needs extend beyond Globe's capabilities.

• Bachelor's degree in engineering, business, or a related field, or equivalent relevant experience.
• At least 10 years of progressive experience in defense, aerospace, maritime, or other highly engineered business-to-business markets, including substantial responsibility for business development, capture, technical sales, or program growth.
• Demonstrated record of originating, shaping, and winning new business with long sales cycles and multiple technical and procurement stakeholders.
• Working knowledge of the U.S. Department of Defense acquisition environment and the roles of government program offices, warfare centers, contracting activities, shipyards, prime contractors, and the industrial base.
• Ability to understand complex engineered products and communicate credibly with technical and nontechnical audiences.
• Strong executive presence, written communication, presentation, negotiation, and relationship-building skills.
• Disciplined use of CRM, pipeline metrics, account plans, and capture milestones.
• Willingness and ability to travel regularly to customer locations, industry events, and Globe facilities.
• U.S. person status as required for access to export-controlled technical information.…