Business Development Manager (m/f/d) - Defense / Germany

At ABB, we help industries run leaner and cleaner-and every person here makes that happen. You'll be empowered to lead, supported to grow, and proud of the impact we create together. Join us and help run what runs the world.

This position reports to:
Marketing & Sales Manager

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The work model for the role is: hybrid/ LI #Hybrid

Key responsibilities

Leads business development projects and strategic sales planning for ABB's offerings to the Defense sector in Germany. Represents ABB across all Business Areas in Germany for Defense-related topics and acts as the single go-to for internal coordination into this sector. Responsible for market positioning, offering strategy, and innovation partnerships, covering both defense infrastructure and battlefield-adjacent applications. Develops a deep understanding of the German Defense ecosystem and stakeholder landscape. Proactively builds and expands ABB's customer base in the Defense sector and accelerates growth over the coming months and years. Acts as a partner to management in developing and executing winning strategies. Creates proposals for fast, profitable growth and differentiation based on a strong understanding of ABB's German businesses and their market environment, while upholding the highest standards of integrity.

You will be mainly accountable for:

• Define, develop, and implement strategies, business plans, and solutions for Defense focus segments, customers, and applications in Germany, with an overview across ABB's product and solution portfolio, in close collaboration with Sales and Marketing teams across Business Areas.
• Establish overall positioning and customer value strategies for ABB's Defense-relevant offerings aligned with ABB objectives and Defense market needs in Germany.
• Set and monitor KPI targets for pipeline, wins, account penetration, and new launches; ensure delivery through cross-functional collaboration with divisions, Marketing, and other stakeholders.
• Lead market and competitor analysis in the German Defense sector; identify gaps, trends, and opportunities (infrastructure and battlefield-adjacent), and propose actions for rapid, profitable growth and sustained differentiation.
• Drive development of marketing and promotional tools (e.g., presentations, value cases, catalogues); support launches, customer engagements, events, and sustainability initiatives relevant to Defense customers.
• Understand segment, channel, procurement, and end-user needs in the Defense ecosystem; identify and evaluate new market opportunities across ABB's offerings; set mid- and long-term goals for our Defense portfolio in line with ABB's vision and create market entry/expansion opportunities.
• Identify new opportunities, partnerships, and business models across ABB's portfolio in Defense; prepare proposals to strengthen portfolio performance and long-term goals; coordinate with divisions without creating end-to-end delivery ownership.
• Support Sustainability manager to initiate and implement sustainability strategy and follow up, ensuring alignment with Defense customer requirements and regulatory expectations.
• Serve as the internal coordinator for Defense opportunities across ABB in Germany, ensuring one face to the customer while orchestrating Business Areas and Sales to execution.

Qualifications for the role

• Bachelor's degree minimum with 5+ years in business development, product marketing, or portfolio management; Defense-sector experience in Germany is a strong plus.
• Strong strategic and market intelligence skills; ability to identify trends and convert them into actionable go-to-market plans for Defense customers (infrastructure and battlefield-adjacent).
• Expertise in Portfolio Management, Business Strategy, and Market Intelligence, including go-to-market planning and customer experience success across multiple Business Areas.
• Solid knowledge of Regulation & Legal Compliance, pricing, and budget/performance management; familiarity with public/defense procurement processes in Germany is an advantage.
• Demonstrated cross-functional leadership, stakeholder management, and excellent communication skills in German and English; high personal integrity and reliability; willingness to undergo security checks if required by specific projects.
• Ability to work effectively nationwide in a hybrid/remote setup and to travel within Germany as needed.

Benefits

• ABB Employee Stock Acquisition Plan (ESAP)
• Learning & training opportunities
• ABB Children's Holiday Home
• Personal coaching offers

Please note: in the case of equal suitability, people with severe disabilities and their equals are given preference.

ABB AG

+49 (0) 621 381 3500

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