Vaclav Karnet - Senior Business Development Manager

Czech Republic

Experience

Aug 2024 - Present

1 year 6 months

Prague, Czech Republic

Responsibility for business development and international sales of the entire portfolio: air defense systems, UAVs, anti-UAV systems, loitering munitions, military vehicles, and small and medium caliber ammunition
Development and implementation of market-specific sales strategies focused on Eastern Europe, Ukraine, Australia/NZ, and Brazil
Acquisition and support of international customers and management of complex contract negotiations for specialized defense products
Conducting product presentations, customer workshops, and participation in international bids and trade shows
Building, maintaining, and expanding strategic partnerships in the defense sector to drive sustainable business growth (MoU, JV, ToT)

Nov 2020 - Jul 2024

3 years 9 months

Munich, Germany

Focus on selling self-protection sensors and systems for airborne platforms (EO/IR sensors, protection systems, laser rangefinders), especially to international end customers and well-known OEMs
Management of strategic campaigns for complex sales projects, including a high-profile campaign supporting Ukraine with an order value of over €50 million
Development and implementation of sales concepts and capture plans for international defense markets (e.g. USA, Eastern Europe, Ukraine)
Leading contract negotiations and coordinating all campaign phases
Intensive support of end customers (e.g. armed forces, government agencies) and building, maintaining, and developing relationships with international business partners and OEMs
Analysis of markets and competitors and integration of market trends into the sales strategy
Building and maintaining customer and partner networks in international target markets
Collaboration with internal and external stakeholders (e.g. business development, program management, engineering)
Regular international travel and trade show participation for business development

Jun 2019 - Oct 2020

1 year 5 months

Regensburg, Germany

Overall project and product management for various R&D projects in on-board diagnostics (OBD)
Technical and commercial coordination with internal departments, customers, and suppliers to ensure successful project execution
Definition, planning, and management of project phases, including milestones and work packages for complex development projects
Preparation of customer proposals and performance of cost calculations for project acquisition and execution

Jan 2014 - May 2019

5 years 5 months

Regensburg, Germany

Technical sales and management of projects for power transformers (project volume: €400,000–6,000,000)
Acquisition and support of international customers, including independent contract and price negotiations through to closing
Coordination and management of the entire project process until system delivery
Conducting market analyses and development of sales strategies for the product range (e.g. choke coils)

Jun 2011 - Dec 2013

2 years 7 months

Roding, Germany

Product management and leadership of international R&D projects in the government sector (ID solutions, passports)
Preparation of system proposals and acquisition of projects through public tenders