Matilda Karlsson New Sales Director at MilDef

Matilda Karlsson has recently been appointed as Sales Director at MilDef, one of Sweden's fastest-growing defence companies. Matilda's fascination with the defence sector was sparked during her studies at Linnaeus University, where she took a course in security policy. This interest led her to an internship in Brussels, where she gained insights into the connection between politics, business, and military operations. With studies in military science from the Swedish Defence University and three years at the industry organisation Security and Defence Companies, SOFF, she is now set to take on a new challenge at MilDef. Defence Sector News meets her for an interview about the new position and her insights for 2023. 

FSN: Why did you choose to apply to MilDef?  
MK: Currently, MilDef is in a very expansive phase and is solving urgent problems for its customers. I find it very interesting to work in the business sector. There is some overlap between what I did at SOFF and what I will do at MilDef, but overall, there is a lot that is new. 

FSN: What are your personal goals for the rest of the year at MilDef? 
MK: During 2023, I will focus on getting into the role and getting to know the company inside and out. I am humble about being new to the job but will be as generous as possible in sharing my experiences and lessons from SOFF and Brussels. Additionally, I want to make as many useful contacts as possible for MilDef. 

FSN: If we broaden the perspective a bit, what do you think the defence industry should do more of in their contacts with authorities? 
MK: We in the industry have become much better overall at showcasing ourselves and daring to take up space, but that said, we must continue that journey. We need to be even clearer in our communication with authorities, and we need to have more and deeper dialogues. 

FSN: And conversely, how should defence authorities improve in relation to the industry? 
MK: Once again, I advocate for everyone to be clearer. Authorities should clarify their needs and be more explicit in their procurements. It is important for authorities to understand that companies have limited resources and that they will choose the best procurements for them. 

FSN: What trends do you see in the industry and sector in the near term? 
MK: Above all, there is a much greater focus on building up own stocks of consumables and other materiel. The enormous demand for ammunition in Ukraine has not escaped anyone. In addition, there are many discussions at the political level about building up overcapacity in production, both domestically and at the European level. There seems to be more acceptance and understanding from politics that the scope and duration of orders need to be larger if companies are to be able to switch and increase their production lines. There is also a consensus that everyone must help in their own way to shorten lead times. I also believe that since Russia's renewed invasion, politicians have generally become more humble about how long lead times are in the industry. 

FSN: Last question then, if a high school or university student were to come up to you and say they want to work somewhere in the defence sector after their studies, what advice would you give? 
MK: Take initiative! Be clear about what you want. Reach out to people you find interesting. Allow yourself to be curious and dare to be personal and informal when you contact those you find exciting. Get LinkedIn and make yourself available, attend events, and join volunteer organisations too! Thus, it is also a message to those who are already established: be available for questions and say yes if a student wants to have a coffee and ask questions.