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Export Sales Manager - Defense - Job Opportunity at Bertin Technologies

Montigny-le-Bretonneux, France
Full-time
Mid-level
Posted: August 25, 2025
Hybrid
€65,000 - €85,000 annually plus performance bonuses and benefits, reflecting the specialized nature of defense sales roles and the company's established market position in high-value technical sectors

Benefits

Flexible working arrangements including telecommuting up to 2 days per week, providing enhanced work-life balance that exceeds industry standards for manufacturing roles
Autonomous access to comprehensive in-house training programs and personal development tools, demonstrating significant investment in employee growth
Extensive employee benefits through company social and economic committee (CSE) including various activities and subsidies
Advantageous company mutual insurance and provident scheme offering superior healthcare coverage compared to standard market offerings
Performance-based incentive bonus structure tied to group results and security metrics, aligning compensation with company success

Key Responsibilities

Lead strategic customer prospecting and identification initiatives to expand market presence in high-value defense sectors
Drive new business opportunity identification and development to capture emerging market segments in optronics technology
Execute comprehensive customer relationship management including high-stakes negotiations for complex technical solutions
Deliver technical product demonstrations and presentations to key stakeholders, directly influencing multi-million euro procurement decisions
Develop strategic quotations and proposals based on technical specifications, contributing to revenue growth targets
Build and manage international sales networks through agents and distributors, expanding European market reach
Represent the company at industry seminars and trade shows, enhancing brand visibility in competitive defense markets
Drive sales growth in targeted European regions, contributing to the company's €178 million annual revenue base

Requirements

Education

5 years higher education, ideally in OEM sales or in a technical field (engineering school, Master's degree) with a sales specialization

Experience

3 to 5 years experience in international OEM sales in the defense sector, ideally with knowledge of optronics

Required Skills

Technically inclined, curious and eager to learn Ability to listen, tenacity and ability to negotiate and convince Fluent English speaking and writing Courage, confidence, talent and team spirit
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Sauge AI Market Intelligence

Industry Trends

The European defense industry is experiencing unprecedented growth driven by geopolitical tensions and increased defense spending across EU nations, with optronics technology being particularly critical for modern military applications and surveillance systems. There is a significant push for European defense sovereignty and technological independence, creating substantial opportunities for established European defense technology companies like Bertin Technologies to expand their market share. The integration of advanced photonics and optronics systems in defense applications is accelerating, driven by the need for enhanced situational awareness, precision targeting, and intelligence gathering capabilities. Export controls and ITAR regulations are becoming increasingly important in international defense sales, requiring specialized knowledge and compliance expertise from sales professionals in this sector.

Role Significance

Likely managing relationships with 3-5 international distributors and agents while collaborating with internal teams of 8-12 professionals including product managers, engineers, and marketing specialists
Mid-level management position with significant autonomy and strategic impact, reporting directly to Division Director and working closely with senior leadership on business development initiatives

Key Projects

Development of multi-year framework agreements with European defense ministries and prime contractors Launch of new optronics product lines in emerging European markets Establishment of strategic partnerships with key defense integrators and OEM customers Management of complex tender processes for government and military procurement programs

Success Factors

Deep understanding of European defense procurement processes and regulatory frameworks, including export licensing and compliance requirements that are critical for international sales success. Strong technical acumen in optronics and photonics technologies combined with consultative selling skills to effectively communicate complex technical solutions to both technical and procurement stakeholders. Proven ability to build and maintain long-term relationships with key decision-makers in defense organizations, as sales cycles in this sector typically span 12-24 months with high-value contracts. Cultural sensitivity and language skills for operating across diverse European markets, understanding local business practices and regulatory requirements in different countries. Strategic thinking capabilities to identify emerging market opportunities and align product development with customer needs in the rapidly evolving defense technology landscape.

Market Demand

High demand due to increased European defense spending, shortage of experienced defense sales professionals with technical optronics knowledge, and growing emphasis on European defense technology sovereignty

Important Skills

Critical Skills

Technical knowledge of optronics and defense systems is absolutely essential as customers expect detailed technical discussions and the ability to articulate complex technological advantages during lengthy procurement processes. International sales experience in defense sector is critical due to unique regulatory requirements, long sales cycles, and the need to navigate complex government procurement processes across multiple European jurisdictions. Negotiation skills are paramount given the high-value nature of defense contracts, complex stakeholder environments, and the need to balance technical requirements with commercial objectives. English fluency is essential for international operations and communication with diverse European customers, partners, and regulatory authorities.

Beneficial Skills

Additional European languages (German, Italian, or Swedish) would be highly valuable given the company's subsidiaries and target markets across Europe. Understanding of export control regulations and ITAR compliance would significantly enhance effectiveness in managing international defense sales. Project management certification would be beneficial for managing complex, multi-year defense procurement cycles and coordinating internal resources. Knowledge of NATO standards and defense procurement procedures would provide competitive advantage in targeting military customers across allied nations.

Unique Aspects

Opportunity to work with cutting-edge optronics technology that directly contributes to European defense capabilities and sovereignty initiatives, providing meaningful impact on continental security.
Position combines technical expertise with international business development in one of Europe's most strategic and growing industrial sectors.
Access to high-level government and military decision-makers across European markets, providing unique networking and career development opportunities.
Role involves representing French technological excellence in international markets, contributing to both commercial success and national technological prestige.

Career Growth

3-5 years to progress to senior management roles given the specialized nature of defense sales and the company's growth trajectory in European markets

Potential Next Roles

Regional Sales Director for Defense & Security covering broader geographic territories Business Development Director focusing on strategic partnerships and market expansion Division General Manager overseeing entire defense business unit operations International Sales Director managing global defense market penetration strategies

Company Overview

Bertin Technologies

Bertin Technologies is a well-established European industrial group with over 65 years of history, specializing in high-tech instrumentation for critical applications across defense, nuclear, environmental, and space sectors with annual revenues of €178 million and 1,000 employees globally.

Strong market position as a specialized technology provider with significant presence in niche, high-value markets, competing with both large defense contractors and specialized technology companies while maintaining focus on innovation and European sovereignty.
The role offers significant exposure to European defense markets from a strategic location near Paris, with substantial travel opportunities and direct access to key European defense procurement centers and NATO facilities.
Innovation-driven culture with strong emphasis on technical excellence and employee development, evidenced by 90% employee satisfaction rates and significant investment in training and professional development programs.
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