Considering a career move into the defense sector

[Paco Anton]

Considering the wealth of knowledge here about spoons and related products, I thought I'd get some good advive on my prospect career move.

After 10 years as a business consultant and 10 more years as an international business development manager for a small civil engineering company I am interviewing for a position as an international business development manager for a company that manufactures military ammunition (bullets, bombs, grenades, mortar rounds, etc.).

I have the last round of interviews this coming week and still have some doubts about how armies buy their ammunition. I have asked a couple of military friends and they have told me that the buying process is through public tenders, which makes it similar to how governments procure engineering for roads and railways (my current job). Since I would be selling in international markets I imagine each country would have its own process.

I am also worried that the industry is some kind of an "ex-military club" where you can only get in if you have served in the army (which I have not). I do not have any direct experience with guns not have fired one in my life, although I love military history and know about the different systems, calibers, etc.

Finally, I am a bit concerned about the future but I think that all military-related expenditures will grow in the foresseable future.

Well, thanks for reading. Any advice regarding the industry and its future will be much welcome

[john70t]

(sorry for the non-serious response)
Movie War Dogs (2016) - IMDb

[crustychief]

Lol /\

[Paco Anton]

Originally Posted by john70t

(sorry for the non-serious response)
Movie War Dogs (2016) - IMDb

Yes, I've seen it. Albania, chinese ammo, rookie arms dealers, ... what can go wrong?

[Arizona_928]

Originally Posted by Paco Anton

Yes, I've seen it. Albania, chinese ammo, rookie arms dealers, ... what can go wrong?

That answers your question.

[Roby466]

I am in the military at the moment and I work closely with contractors specializing in military equipment. You are right, it is a bit of an ex-members' club but at the same time, I find the contractors are careful not to have too many ex-serving members. They want to make sure they don't become an extension of their client and have new ideas coming in. So I would say you are probably not disadvantaged if you have good experience! Good luck!

[tevake]

Sure seems like a growth industry in these times.

[Seahawk]

Is the company US based?

I was in military acquisition for many years, including Foreign Military Sales, specifically in manned and unmanned aircraft. For instance, I worked with Spain on their purchase of H-60 helicopters.

I am sure you know the below, but it bears repeating for US based acquisition.

There are numerous US regulations covering who, what, when and how concerning the area you may go into.

ITAR is the specific group of legislation and laws governing US traffic in arms.

Wiki has a good overview: https://en.wikipedia.org/wiki/International_Traffic_in_Arms_Regulations

There are also laws governing YOUR qualifications and required steps to become registered and certified.

That is just the US...every country has similar rules and regulations.

In the US, all procurement(s) of a certain dollar value must go through FEDBIZOPS, even commodities like ammunition.

What is FedBizOpps

Also, your company (doesn't matter the country of origin) must have a contract vehicle in order to sell to the government - in commodities likely a GSA schedule that you have been certified to use.

I would also get familiar with, again for the US, the applicable FAR clauses. Again, Wiki has a good overview: https://en.wikipedia.org/wiki/Federal_Acquisition_Regulation

I could go on and on. The above is just for commodities. If your company has a new or unique application you are trying to sell, the research and development trail is even more complicated!

PM for my contact info if you'd like. My knowledge base is mostly US but I have done business in other countries.

[Seahawk]

Originally Posted by Roby466

You are right, it is a bit of an ex-members' club but at the same time, I find the contractors are careful not to have too many ex-serving members. They want to make sure they don't become an extension of their client and have new ideas coming in. So I would say you are probably not disadvantaged if you have good experience!

I would like to echo this. Well said.

[Paco Anton]

Originally Posted by Seahawk

Is the company US based?

I was in military acquisition for many years, including Foreign Military Sales, specifically in manned and unmanned aircraft. For instance, I worked with Spain on their purchase of H-60 helicopters.

I am sure you know the below, but it bears repeating for US based acquisition.

There are numerous US regulations covering who, what, when and how concerning the area you may go into.

ITAR is the specific group of legislation and laws governing US traffic in arms.

Wiki has a good overview: https://en.wikipedia.org/wiki/International_Traffic_in_Arms_Regulations

There are also laws governing YOUR qualifications and required steps to become registered and certified.

That is just the US...every country has similar rules and regulations.

In the US, all procurement(s) of a certain dollar value must go through FEDBIZOPS, even commodities like ammunition.

What is FedBizOpps

Also, your company (doesn't matter the country of origin) must have a contract vehicle in order to sell to the government - in commodities likely a GSA schedule that you have been certified to use.

I would also get familiar with, again for the US, the applicable FAR clauses. Again, Wiki has a good overview: https://en.wikipedia.org/wiki/Federal_Acquisition_Regulation

I could go on and on. The above is just for commodities. If your company has a new or unique application you are trying to sell, the research and development trail is even more complicated!

PM for my contact info if you'd like. My knowledge base is mostly US but I have done business in other countries.

Thank you Paul. The information in the links is very interesting and, at this stage of the process, more than enough to move forward in the recruiting process. If I finally get the job I will contact you with more questions

The company is a large multinational (non US) company selling mostly commodity items such as bullets or bombs. They have several subsidiaries in different countries which, as I undesrtand, allows them to sell their products to different governments. They also have a US subsidiary but the size is small at this moment, so maybe I would work to help grow their operations there.

The (hopefully) last interview is on Wednesday. Wish me luck!!!

Again thanks for the valuable info

[Seahawk]

Originally Posted by Paco Anton

They also have a US subsidiary but the size is small at this moment, so maybe I would work to help grow their operations there.

The (hopefully) last interview is on Wednesday. Wish me luck!!!

Again thanks for the valuable info

Any time. I have a sneaking suspicion you won't need much luck at all

Best.

[Paco Anton]

I had the interview yesterday with the HR lady.

It was more a CV review than anything else and we did not get into technical details. It looks like the process will be longer than I expected and they told me that I was the first interviewee and that I should hear from then after the holidays. Let's see how this turns out...