Business Development Manager – Warsaw

EFA GROUP comprises companies in Aerospace, Security, Defense, and Industrial Cooperation with a solid international presence. EFA GROUP currently employs more than 280 people, most of whom are engineers and scientists. The GROUP has established offices across 6 international regions: Greece, Cyprus, Switzerland, USA, UAE, and Singapore to serve its customers in 34 countries worldwide. EFA GROUP is an ecosystem of 13 companies, split in 4 thematic clusters: Unmanned & Autonomous Systems, Mission Systems Simulation and Training, Integrated Solutions, and Sensors & Targeting.

Key Responsibilities

• Regional Strategy, Market Development & Expansion: Define and execute the business development strategy for Eastern Europe and the Nordics, in alignment with overall European and Group objectives. Identify, evaluate, and prioritize target regions and countries for expansion, assessing market attractiveness, competitive landscape, and strategic fit. Conduct market research and competitive analysis to uncover new business opportunities and support strategic decision-making. Monitor regional market trends, defence spending priorities, funding mechanisms, and upcoming procurement programs. Develop and implement strategies to enter new markets, strengthen presence in existing ones, and grow market share.
• Brand Representation & Market Presence: Actively drive brand awareness of EFA Group companies, products, and solutions across the assigned region. Position EFA Group as a trusted partner in defense, security, aerospace, and industrial high-tech environments, aligned with customer needs and national priorities.
• Client, Partner & Stakeholder Engagement: Build and maintain senior-level relationships with government entities, armed forces, public agencies, and key decision-makers across the region. Develop and manage partnerships with local system integrators, prime contractors, and technology partners to support market entry and program positioning. Serve as the primary commercial interface for assigned countries and key accounts, ensuring consistency and long-term relationship building.
• Opportunity Management & Deal Execution: Generate, qualify, and develop international business opportunities aligned with company objectives. Own opportunity qualification, pipeline development, forecasting, and prioritization for the assigned region. Lead and support negotiations and deal closures with international clients and partners, ensuring compliance with local regulations and company policies. Track and report KPIs such as revenue growth, pipeline health, market share, and profitability.
• Bid, Commercial & Internal Coordination: Coordinate closely with cross-functional teams (capture, marketing, engineering, legal, finance, program management) to ensure client requirements and deliverables are addressed effectively. Support and contribute to RFI, RFP, RFQ, and tender processes, including proposal strategy, partner selection, pricing inputs, and negotiation support. Ensure compliance with procurement regulations, export controls, and internal governance policies. Provide structured market intelligence, competitor insights, and regular pipeline and performance reporting to senior management.
• Representation & Networking: Represent EFA Group at regional exhibitions, defence events, industry forums, and high-level customer meetings. Strengthen EFA Group’s visibility and strategic positioning across Eastern Europe and the Nordics.

Required Qualifications & Experience

• Bachelor’s degree in Business, Engineering, Marketing, International Relations, or a related discipline. Master’s degree or MBA is considered a strong advantage.
• 7–10+ years of experience in international business development, sales, or strategic account management, preferably within defense, aerospace, security, or complex technology environments.
• Proven experience working across Eastern European and/or Nordic markets.
• Demonstrated success in negotiating and closing international deals.
• Strong familiarity with government procurement processes, long sales cycles, and complex multi-stakeholder environments.
• Experience collaborating with local partners, agents, consortiums, or system integrators.
• Strong relationship-building and stakeholder management skills.
• Excellent commercial judgment, deal structuring, and negotiation capability.
• Strong analytical, communication, and presentation skills.
• High level of cultural awareness and ability to navigate diverse regulatory and business environments.
• Proficiency with CRM tools and MS Office.
• Fluency in English; additional languages are a strong advantage (e.g. Polish, Ukrainian, or Nordic languages).
• Eligibility for security clearance (e.g. NATO) is required.
• Willingness to travel extensively across the region, spending 65%+ time on the road.

We offer: Competitive remuneration package, Continuous learning in new technologies, Opportunity to work in large-scale projects with talented people.