Role Overview
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 Globes capabilities in engineered composites, elastomers, acoustic and signature-management systems, syntactic materials, and related defense solutions.
Key Responsibilities
Market Development and Customer Engagement
- 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.
Opportunity Shaping and Capture
- 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 Globes 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.
Internal Leadership and Execution
- 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 companys 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 Globes capabilities.
Required Qualifications
- Bachelors 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. Ability to obtain and maintain a U.S. Government security clearance if required by the position.
Preferred Qualifications:
- Established relationships within the U.S. Navy, submarine industrial base, NAVSEA enterprise, naval warfare centers, major shipyards, defense primes, or relevant OEMs.
- Experience with undersea warfare, submarines, unmanned underwater vehicles, acoustic or signature-management systems, composite or elastomeric materials, sustainment, or maritime autonomy.
- Experience leading capture plans and supporting proposals under FAR and DFARS requirements.
- Technical degree, advanced business degree, military service, or prior government acquisition experience.
- Active or recently held U.S. Government security clearance.
Qualifications:
- True hunter mentality: Proactively creates opportunities instead of waiting for RFQs or relying on established accounts.
- Defense-market credibility: Understands Navy acquisition, program offices, warfare centers, shipyards, primes, OEMs, and the submarine industrial base.
- Strong relationship builder: Develops direct, trusted relationships with technical, program, contracting, and executive decision-makers.
- Technically curious: Can understand Globe's engineered materials and manufacturing capabilities well enough to connect them to customer mission requirements.
Compensation Range $140,000-$150,000
WORK AUTHORIZATION/SECURITY CLEARANCE:
- Due to the nature of the work we perform, U.S. Citizenship is required.
- U.S. Government Security Clearance at the appropriate level.
About Globe
Globe Composite Solutions designs, engineers and manufactures high performance composites for Defense, Marine, and Industrial applications.
Originally founded in 1890 as a rubber company in downtown Boston, Globe has evolved into a full-service, design-to-manufacturing company with a passion to meet demanding performance requirements for a wide variety of applications. The company possesses a broad set of design, prototyping, and manufacturing capabilities to address just about any product challenge. As a result, the company has built a solid reputation among its Fortune 1000 customer base as an innovative and reliable provider of cost-effective composite-based solutions.
Globe Composite Solutions is truly an "American-made" company, with virtually all design, tooling, prototyping, and production services supported in-house at our state-of-the art Design & Technology Center located in Stoughton, MA. Globe Composite is part of the Aerospace & Defense Group of ESCO Technologies Inc. (NYSE: ESE).