Director Sales, Strategic Accounts – Defense Sector

Director Sales, Strategic Accounts – Defense Sector

Apex Tool Group is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, national origin, religion, age, color, sex, sexual orientation, gender identity, disability, or protected veteran status.

Overview

Location: Remote (Home Office) or in our office in Westhausen, Germany

Job Summary: As Director of Strategic Accounts for the Defense Sector, you will lead the development and execution of sales strategies for all ATG tool solutions across programs related to European armed forces and defense industry contractors, covering production, maintenance, repair, and MRO (Maintenance, Repair, and Overhaul) services. You will be responsible for cultivating high-level relationships with defense contractors, military procurement agencies, and NATO‑partners to drive sustainable growth and operational readiness. You will also guide internal readiness across product, certification, documentation, and compliance functions to support successful market entry and execution in the defense sector.

Key Responsibilities

• Drive strategic sales initiatives for the full ATG product portfolio across European armed forces and defense contractors
• Identify, engage, and win new strategic accounts within military procurement agencies, defense ministries, and prime defense contractors
• Strengthen and expand existing relationships with armed forces and key defense integrators, aligning with NATO and EU defense modernization initiatives
• Conduct targeted market intelligence on military procurement cycles, defense contractor requirements, and evolving operational demands across land, air, and naval platforms
• Lead negotiations for complex, high-value defense contracts, ensuring compliance with government acquisition frameworks and classified handling protocols
• Collaborate cross-functionally with product, engineering, legal, and compliance teams to ensure ATG’s solutions meet defense industry standards, including MIL-SPEC, ITAR/EAR, and NATO AQAP requirements
• Develop and manage a defense market readiness plan, including product qualification, documentation, and certification milestones
• Ensure internal functions understand and are prepared to support defense sector customers with compliant and audit-ready services
• Serve as ATG’s defense industry ambassador at military expos, procurement symposiums, and government-industry advisory boards

Critical Skills & Qualifications

• Bachelor’s degree in Engineering, Business Administration, International Relations, or a related field
• Minimum 10 years in defense-related business development or strategic sales
• At least 5 years in a leadership role managing cross-functional teams and government/defense customer relationships
• Proven experience with defense procurement processes, compliance frameworks (e.g., ITAR, MIL-SPEC), and international defense contracting
• Exceptional stakeholder management and negotiation skills at senior military and government levels
• High integrity, discretion, and commitment to compliance and ethical conduct
• Fluent in English and German

What we offer

• Attractive Salary package
• 30 days vacation
• International environment
• Many employee benefits / employee offers (corporate benefits)
• Opportunities for further training and development
• Home Office possibility
• Company car that can be used privately

At Apex Tool Group ( we’re passionate about innovation. Our associates strive every day to help our end-users solve their most complex challenges by leveraging our global resources and expertise. We build more than just tools for the job site – we help build the future.

ATG is a global manufacturer of hand and power tools, tool storage and accessories, and related solutions with more than $1.4 billion in annual revenues. Our 6,900 global associates have built brands like GEARWRENCH, SATA, Crescent, Cleco, Weller and APEX. Our tools serve professional trades and DIY enthusiasts to drive efficiency, speed, and end-user safety.

As part of the ATG team, you will move fast, think globally, learn from colleagues, and grow your career. You’ll enjoy competitive benefits, a healthy work/life balance, and opportunities to give back to the communities we serve. Our six core values – Customers come first, Integrity in all we do, Continuous improvement, Innovation for growth, Passion to succeed and Best talent, one team – drive our daily decisions. Connect with us on LinkedIn, Instagram, Facebook and Twitter. If your goal is to work where finding a better way never ends and your ideas become a reality, join us! #WeBuildATG

Seniority level: Director

Employment type: Full-time

Job function: Sales and Business Development

Industries: Manufacturing

Location: Cologne, North Rhine-Westphalia, Germany

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