Territory Growth Manager - Integrated Solutions, Motion Control

Job Description The Territory Growth Manager (TGM) is responsible for driving bookings and pipeline growth across Frontgrade’s Motion Control portfolio for the Integrated Solutions SBU in the United States North territory and eastern Canada. This role combines sales, territory ownership, and account management - focusing on expanding share in existing accounts while developing new customer relationships in target markets. The North territory is defined as CT, DC, DE, IA, IL, IN, KY, MA, MD, ME, MI, MN, NH, NJ, NY, OH, PA, RI, VA, VT, WI, WV, and eastern Canada. The TGM partners closely with Business Development, Solution Architects, Inside Sales, and Growth Operations to execute a disciplined, data-driven approach to customer engagement and market expansion. This role is pivotal to achieving Frontgrade’s Annual Operating Plan (AOP) booking’s targets and establishing the foundation for future Strategic Accounts. Responsibilities Territory & Market DevelopmentOwn the commercial strategy and execution for assigned territory within the Integrated Solutions SBU focused on Motion Control and passive RF capabilities. These capabilities include, but are not limited to: antennas, waveguides, rotary joints, SADA/SADEs, motors, gimbals, actuators, and slip rings.The North territory is defined as CT, DC, DE, IA, IL, IN, KY, MA, MD, ME, MI, MN, NH, NJ, NY, OH, PA, RI, VA, VT, WI, WV, and eastern Canada.Identify and prioritize core/emerging customers and programs aligned with Frontgrade’s capabilities and AOP objectives.Conduct market analysis to understand competitive dynamics, demand trends, and whitespace opportunities. Opportunity Identification & Pipeline DevelopmentProactively identify new business opportunities through customer engagement, networking, and industry research.Build and maintain a robust pipeline of qualified opportunities across the territory — including both forecasted and early-stage pursuits.Qualify opportunities based on customer funding, technical alignment, and probability-of-win (P-win).Collaborate with Strategic Business Development and Solution Architect functions to shape pre-RFP opportunities and transition them into executable pursuits when funded.Leverage CRM (Salesforce) to maintain accurate opportunity data, forecasts, and pursuit progress. Account Management & Customer EngagementManage relationships across a portfolio of emerging accounts — ensuring responsiveness, professionalism, and customer satisfaction.Serve as the customer’s primary commercial point of contact for pricing, program status, and general inquiries.Conduct regular account reviews, virtual and in-person meetings, and customer visits to maintain engagement and identify new needs.Coordinate with Inside Sales Managers for quoting, order entry, and backlog visibility. Cross-Functional CollaborationPartner with Strategic Business Development and Solution Architects to align customer requirements with Frontgrade’s technical offerings and develop compelling value propositions.Work with Growth Operations to ensure quoting accuracy, CRM compliance, and forecast discipline.Collaborate with Program Management, Finance, and Operations to ensure smooth execution of awarded business and follow-on opportunities.Engage Brand and Marketing to develop targeted campaigns, events, or collateral supporting territory objectives. Forecasting, Reporting & GovernanceMaintain accurate, timely forecasts for bookings and pipeline within the assigned territory.Participate in weekly forecast reviews with the Vice President of Sales - Integrated SolutionsContribute to Sales Council meetings with updates on territory performance, risk assessments, and growth plans.Ensure compliance with Frontgrade’s governance processes — including Bid/No-Bid reviews and Delegation of Authority (DoA). Customer & Market IntelligenceStay current on customer funding priorities, government budgets, and competitive developments within assigned market segments.Gather and share intelligence with Strategic Pursuits and the CTO organization to inform product roadmaps and capture planning.Represent Frontgrade at industry events, conferences, and trade shows to build brand awareness and generate leads. Qualifications Bachelor’s degree in Engineering, Business, or related field required.10+ years of experience in sales, business development, or account management within Defense, Aerospace, Space, or high-technology sectors.Proven success in developing new customer relationships and achieving revenue targets.Experience using CRM systems (Salesforce).Understanding of government contracting, proposal processes, and funding cycles.Willingness to travel regularly within assigned territory (50%+ expected), including international travel within North America (eastern Canada). About Frontgrade ABOUT US At Frontgrade, we build mission-critical electronics that perform without compromise in the world’s most demanding environments, from deep space to national defense. With decades of proven heritage, we deliver high-reliability components, subsystems, and integrated solutions trusted when failure is not an option. But our strength is not just in what we build. It is in the people who make it possible. From engineers and product managers to sales teams, marketers, and skilled manufacturing professionals, every role plays a direct part in enabling missions that protect, explore, and connect our world. We move with purpose, collaborate across disciplines, and take pride in delivering solutions our customers rely on in the highest-stakes environments. If you want your work, whatever your specialty, to contribute to something bigger, you will find your place at Frontgrade. Why Work for Us We believe mission success starts with taking care of our people. That’s why we offer competitive health, wealth, and wellbeing benefits from day one. You’ll also find real opportunities to learn, grow, and advance, whether you’re building technical expertise, leading teams, or expanding into new areas. Here, your growth is part of the mission. Additional Information This position may require access to technology, materials, software or hardware that is controlled by either ITAR or EAR U.S. export laws. As a condition of any job offer, in order to be employed in this position, you may need to obtain a U.S. Government export license(s), as required by law. Other Benefits Include Immediate Medical (FSA and HSA), Dental, and Vision401K Match with 100% immediate vesting9X80 compressed work schedule for qualifying rolesCareer Opportunity and GrowthTuition Reimbursement/Student Loan RepaymentGenerous PTO and 11 paid Holidays per year (9 designated holidays and 2 floating holidays) 8 weeks of 100% Paid Family Leave