This is a remote position, and candidates must reside in the U.S, preferably close to Washington DC or in the Northeast region. This position requires the ability to travel up to 30%.
Develop and execute the Government-Military growth strategy to deliver sustainable revenue growth, margin expansion and market share gains through new application development, specification influence, product innovation through to commercialization and strategic value-chain engagement. The Market Development Manager is responsible for expanding VELCRO® participation in higher-value solutions, increasing specification adoption across military programs, and improving profitability through enhanced value capture and differentiated solutions. Success will be measured through incremental revenue generation, gross margin improvement, specification wins, and commercialization of new applications.
- Provide Strategic Business Leadership for the Footwear & Apparel business category with a focus on military, government, law enforcement and public safety markets.
- Own segment strategy, ensuring alignment between market opportunities, product portfolio strategy, pricing and go-to-market priorities in partnership with sales.
- Develop and execute a multi-year Government-Military growth strategy aligned with corporate objectives.
- Provide strategic leadership of the Government-Military opportunity pipeline by identifying growth opportunities, driving prioritization, facilitating cross-functional supportthrough commercialization, and monitoring opportunity progression. Collaborate closely with Sales Managers, who retain ownership of individual customer opportunities and revenue attainment.
- Develop deep expertise in the VELCRO® portfolio and translate market needs into portfolio strategies that drive revenue growth, margin expansion, and competitive differentiation.
- Deliver ongoing competitive intelligence and market forecasting to support strategic decision making
- Increase participation within the value chain to capture a greater share of product value, improve pricing realization, expand and drive profitable revenue growth.
- Expand addressable market beyond apparel and uniform. Develop new applications beyond traditional uniforms/apparel expanding into equipment programs, protection, and emerging technology applications.
- Drive specification pull-through & end user engagement building direct relationships with military program offices and decision makers. Influence future program specifications and material selection early in the design cycle.
- Champion Innovation and Commercialization by serving as the voice of the customer. Leverage deep knowledge of the VELCRO® product portfolio to identify unmet needs, prioritize innovation opportunities, and accelerate commercialization.
- Cross functional ownership: serve as key liaison between operations, supply chain, R&D and sales, ensuring alignment across functions and driving execution
- Represent VELCRO® Brand in the Industry
- Build industry influence through participation in trade associations, military events, technical conferences, and key industry networks.
- Prepare and distribute market intelligence and post-event trip reports summarizing key learnings, market insights, customer feedback, competitive intelligence, and recommended actions to support business growth and strategic decision-making.
Qualifications:
- Minimum 7-10 years of experience in business development, market development, strategic marketing, product management or technical sales.
- Bachelor's degree in engineering, business, marketing, textile engineering, or related technical or commercial discipline.
- Minimum 5 years of experience serving government/military/defense markets.
- Demonstrated success managing and growing a business, product line, portfolio, or customer base with annual revenue responsibility exceeding $10M.
- Demonstrated history of identifying, qualifying and commercializing new business opportunities.
- Proven experience influencing specifications, standards or design decisions with OEMs, government agencies or similar.
- Strong project management experience leading cross-functional commercialization projects from concept through launch.
- Proven ability to influence decisions and build credibility with executive, technical, acquisition, and program-management stakeholders.
- Technical aptitude and subject-matter expertise in hook and loop, adhesive tapes, textiles, print-related applications, converting technologies.
- Ability to travel approximately up to 30%.
- US Citizen
Preferred Qualifications
- Master's degree in Business, Engineering, Marketing, or related discipline.
- Experience with military government clothing, tactical gear, personal protection, aerospace, transportation, or soldier systems applications and textiles sector
- Familiarity with DLA Troop Support, Natick Soldier Center, PEO Soldier or other Department of Defense organizations to support qualification, specification or revenue pull-through.
- Working knowledge of Berry Amendment requirements and related government compliance frameworks.
- Experience leading new product development, commercialization, and stage-gate innovation processes.
