Senior Sales Manager

About the role

This position will be responsible for developing sales strategy and driving sales growth across all product lines within the DC/Maryland/Virginia (DMV) Territory. Our Technology Safran Federal Systems provides Resilient Positioning, Navigation and Timing (R-PNT) solutions and custom engineering services to U.S. Government agencies, defense organizations and their contractors.

Responsibilities

• Identify customer program requirements through interactive selling techniques and a thorough understanding of SFS capabilities
• Establish and develop relationships with key stakeholders at strategic customers including government agencies, prime contractors and OEMs
• Drive Sales growth by identifying new pursuits and executing pursuit strategy to close new business in line with territory quota
• Support industry trade shows and government-hosted Industry Days to ensure SFS capabilities are aligned with customer trends and requirements
• Develop and execute territory plan aligned with customers’ mission, technical challenges and CONOPS, with the ability to build and convey compelling value propositions of Safran Federal Systems' capabilities
• Identify new business opportunities through market research, networking, and attending industry events
• Manage accurate sales forecasting models that enable the organization to prioritize resources
• Communicate customer feedback to internal stakeholders and work closely with Engineering and Customer Support to resolve customer issues
• Understand and anticipate client needs, providing tailored solutions to ensure excellent levels of service delivery
• Conduct presentations and negotiations with clients to secure contracts and close business
• Collaborate with marketing team to develop promotional materials and strategies to support sales efforts
• Work cross functionally with engineering, product line development, and operations to ensure the successful delivery of products
• Ensure adherence to all regulatory requirements including export control laws, and government regulations relevant to the aerospace and defense sector
• Provide regular sales forecasts, reports and updates to senior management
• Travel within the U.S. required (up to 60%)

Requirements

• A minimum of 8 years of experience in sales, business development, or account management in the aerospace and defense industry is required.
• Bachelor’s Degree preferred with a concentration in Business or Engineering. A combination of education and experience will be considered including applicable military service.
• Prior military experience and intimate knowledge of US Defense industry preferred
• The ability and willingness to obtain an active security clearance is preferred.
• Requires the ability to perform under minimal supervision remotely.
• Demonstrated track record utilizing superior customer service skills to advance sales capabilities to external customers.
• Proven track record of success in sales and business development, with a focus on achieving or exceeding targets.
• Strong understanding of aerospace and defense products, technologies and market conditions.
• Excellent negotiation, communication and presentation skills.
• Proven track record of managing complex sales cycles.
• Ability to handle complex problems with analytical thinking skills and engage with customers enthusiastically.
• Demonstrated track record of progressive leadership.
• Experience working with Salesforce or a similar CRM system.
• The ability to observe details at close range.
• The person in this position needs to occasionally move about inside the office to access file cabinets, office machinery, etc.
• Able to communicate information and ideas so others will understand.
• Must be able to accurately exchange information in these situations.
• Able to be agile and have fun!

Qualifications

• Minimum 8 years of experience in sales, business development, or account management in the aerospace and defense industry.
• Bachelor’s Degree in Business or Engineering preferred, with a combination of education and experience considered.
• Prior military experience and intimate knowledge of US Defense industry.
• The ability and willingness to obtain an active security clearance.
• Remote work capability.
• Track record of utilizing superior customer service skills.
• Track record of success in sales and business development, with a focus on achieving or exceeding targets.
• Strong understanding of aerospace and defense products, technologies, and market conditions.
• Excellent negotiation, communication, and presentation skills.
• Proven track record of managing complex sales cycles.
• Ability to handle complex problems with analytical thinking skills and engage with customers enthusiastically.
• Demonstrated track record of progressive leadership.
• Experience working with Salesforce or a similar CRM system.
• The ability to observe details at close range.
• Occasional need to move about inside the office to access file cabinets, office machinery, etc.
• Able to communicate information and ideas so others will understand.
• Must be able to accurately exchange information in these situations.
• Able to be agile and have fun!

Skills

• Customer Service Skills
• Business Development
• Account Management
• Interactive Selling Techniques
• Relationship Building
• Sales Forecasting
• Market Research
• Networking
• Industry Events
• Customer Feedback
• Customer Support
• Value Propositions
• Trade Shows
• Government Hosted Industry Days
• Complex Sales Cycles
• Export Control Laws
• Government Regulations
• CRM Systems
• Remote Work Capability
• Security Clearance

Benefits

• Free of Foreign Ownership, Control, or Influence (FOCI)
• Full Spectrum of U.S. Government Classified and Unclassified Projects
• Strategic Partnerships for Key Defense PNT Technologies

Pay

Compensation is commensurate with experience.

Schedule

Flexible schedule to accommodate travel and remote work requirements.