Business Development Manager
Pubblicato il 26-10-2026 - CAE in Udine
## Business Development Manager (Defence)Apply: Sesto Calende: Tempo pieno: Posted Today: The Business Development Manager, Italy & Southern Europe, reports directly to the Country Leader Italy & Head of Business Development Southern Europe and serves as a key member of the Southern Europe Business Development organization, with primary responsibility for supporting the Italian market. Business Development* Drive business development activities for the Italian market while supporting broader Southern Europe growth initiatives under the direction of the Country Leader Italy & Head of Business Development Southern Europe.
* Manage customer engagement, opportunity development, and pipeline growth activities.
* Establish, develop, and strengthen relationships with the Italian Ministry of Defence, Armed Forces, procurement organizations, government stakeholders, OEMs, industrial partners, and academic institutions.
* Identify, shape, and influence customer requirements to align with CAE's training and simulation capabilities and strategic offerings.
* Develop market intelligence and assess future capability requirements to identify opportunities for early engagement, strategic positioning, and long-term growth.
* Support the development of country and regional strategies to expand CAE's presence in defence aviation training, mission support, synthetic environments, and related capability domains.Sales & Capture* Lead assigned Business-to-Government (B2G) and Business-to-Business (B2B) opportunities from identification and qualification through capture, proposal development, negotiation, and contract award in accordance with CAE governance and Lead-to-Award processes.
* Develop and execute capture strategies to support annual order intake, revenue, and growth objectives.
* Build and maintain a long-term opportunity pipeline and develop strategic partnerships with key stakeholders and industry partners.
* Represent CAE at trade shows, conferences, customer events, and industry forums.
* Support pricing strategies, competitive positioning, win strategies, and customer engagement plans for strategic pursuits. Internal Stakeholder Management* Serve as a business development partner to the Country Leader Italy & Head of Business Development Southern Europe.
* Collaborate with Capture, Bid Management, Programs, Customer Services, Engineering, Product Management, Legal, Finance, Contracts, and Executive Leadership teams.
* Provide strategic market insights and recommendations regarding market trends, customer priorities, competitive activity, and business opportunities. Industrial Participation & Partnerships
* Develop, negotiate, and support implementation of industrial participation, offset, and local partnership strategies in accordance with customer requirements and national regulations.
* Identify opportunities for cooperation with local industry, defence organizations, research institutions, universities, and training providers.
* Support the development of long-term industrial relationships that strengthen CAE's position in priority markets and programs. Reporting & Governance* Maintain accurate customer, opportunity, capture, and market data within CAE CRM systems.
* Provide reporting,
forecasts, and business updates to management and executive stakeholders.
* Ensure compliance with CAE policies, ethics standards, export controls, and applicable government regulations. Minimum Qualifications* Fluent in Italian and English.
* Experience in Business Development, Sales, Capture Management, Program Management, or related commercial functions within the defence and aerospace sector.
* Experience supporting or managing opportunities related to Italian defence programs.
* Knowledge of military aviation operations, training systems, synthetic training environments, simulation technologies, and defence acquisition processes.
* Experience developing relationships with government, military, industry, or defence stakeholders.
* Knowledge of defence procurement, capability planning, and acquisition processes.
* Ability to work independently, manage multiple priorities, and operate effectively within a matrix organization.
* Willingness and ability to travel extensively within Italy and Southern Europe and occasionally to other international locations. Preferred Qualifications* Previous service as an Officer or Senior Non-Commissioned Officer within the Italian Air Force, Italian Navy, Army Aviation, Defence Staff, or Ministry of Defence.
* Experience in aviation, training, simulation, capability development, acquisition, or operational requirements environments.
* Existing professional relationships within the Italian Air Force, Navy, Army Aviation, Defence Staff, procurement agencies, or defence industry organizations.
* Experience with military flight training, mission training, simulation, synthetic environments, training systems acquisition, or defence aviation programs.
* Established network within the Ita