Southeast Asia Sr Business Development Executive

Role Overview

We are seeking a seasoned Senior Business Development Specialist to lead our commercial expansion in global markets. This role is central to identifying high-value opportunities within the defense sector, managing complex B2G (Business-to-Government) relationships, and ensuring rigorous adherence to international compliance and export control standards. The ideal candidate possesses a strategic mindset, exceptional analytical skills, and a deep understanding of long-cycle sales within political and institutional environments.

Key Responsibilities

Business Development & Strategy

• Identify, map, and qualify commercial opportunities across designated international markets.
• Develop and manage a structured sales pipeline, overseeing short, medium, and long-term prospects.
• Support the definition and execution of market entry strategies for new territories and clients.
• Lead the consolidation of sophisticated technical and commercial proposals.
• Represent the organization at international trade fairs, official missions, and institutional summits.

Relationship Management & Diplomacy

• Build and maintain strategic institutional relationships with government clients and key stakeholders.
• Interface with embassies, military attachés, and government bodies related to the defense sector.
• Coordinate and align local partners and intermediaries with the organization's overarching global strategy.

Governance & Compliance

• Ensure all commercial activities strictly comply with Brazilian defense export laws and international Export Control regulations.
• Uphold corporate integrity by adhering to anti-corruption policies, international sanctions, and internal compliance guidelines.
• Maintain structured reporting to ensure full transparency and traceability of all commercial activities.

Partner & Intermediary Management

• Identify, qualify, and select local intermediaries (brokers, agents, and consultants).
• Manage the internal validation process for partners in collaboration with Legal and Compliance departments.
• Negotiate and structure commercial representation contracts.
• Periodically evaluate the performance of intermediaries to ensure alignment with corporate objectives and ethical standards.

Institutional Registration & Procurement

• Manage the company's registration and standing in mandatory government procurement platforms.
• Monitor official acquisition portals and government tender systems for new opportunities.
• Coordinate the preparation and submission of complex documentation for institutional registrations and commercial bids.

Performance Indicators (KPIs)

• Sales volume and revenue generation from developed opportunities.
• Quality and maturity of the qualified commercial pipeline.
• Successful development and strengthening of institutional relationships in strategic markets.
• Full adherence to compliance, governance, and internal reporting processes.

Candidate Profile

Required Experience & Education

• Education: Bachelor's degree in Engineering, Business Administration, or International Relations.
• Experience: 5 to 10 years of proven experience in complex B2G or B2B sales.
• Skills: Strong analytical capacity, disciplined pipeline management, and the ability to navigate complex political and institutional landscapes.

Desired Attributes

• Previous experience in the Defense or Aerospace sectors.
• International living or working experience.
• In-depth knowledge of Export Control regulations and Offset agreements.
• Languages: Proficiency in English is mandatory. Fluency in Mandarin is highly valued.