Job Description
The Vertical Sales Manager at Astrodyne TDI is responsible for developing and executing sales strategies within the defense market, building key customer relationships, managing proposals and negotiations, and driving revenue growth through account penetration and new business acquisition.
Key Responsibilities
- Develop and implement a business plan to penetrate accounts and grow sales within the assigned vertical.
- Establish and maintain relationships with key accounts and strategic customers.
- Prepare, negotiate, and manage pricing, terms, and contracts for customer quotations and agreements.
- Collaborate with engineering, marketing, and field application teams to create proposals and responses to RFQs and RFPs.
- Manage customer satisfaction and address concerns, complaints, and corrective actions proactively.
- Drive qualification, management, and progression of sales leads and prospects.
- Represent the company at trade shows and industry events, including speaking engagements.
- Maintain and update the opportunities and contacts database (SalesForce.com).
- Influence and motivate internal teams to achieve customer solutions and revenue growth.
- Travel extensively within the territory to engage with customers, prospects, and partners.
Requirements
- Possess a Bachelor's degree in engineering or an equivalent combination of education and experience.
- Have a minimum of 10 years of experience in the territory with an established network of contacts in the Military markets.
- Demonstrated existing relationships at Northrop Grumman, Lockheed Martin, BAE, Raytheon, General Dynamics, and other strategic target accounts.
- Must be able to travel extensively to customers, prospects, and manufacturer s representatives, including overnight travel averaging 50% within the territory and out of region as needed.
- Must be able to drive a car and be insurable.
- Possess the ability to influence and motivate other internal organizations that are not direct reports to achieve solutions for customers and drive revenue growth.
- Demonstrate a consultative approach and the ability to make recommendations to prospects with solutions that meet their requirements.
- Be capable of refining existing information and further developing and qualifying leads and opportunities through referrals, networks, trade shows, web resources, and other methods to enhance the opportunity pipeline.
- Be able to develop and implement a business plan for account penetration and sales growth in the assigned vertical.
- Implement strategies and tactics to achieve budgeted sales and targeted new account acquisition quotas.
- Establish and build professional relationships with Key Accounts.
- Prepare, recommend, and negotiate pricing, terms, and conditions for quotations, RFQs, blanket agreements, and contracts for management approval.
- Work closely with the FAE assigned to the region, Marketing, and Engineering teams to create effective proposals and responses to RFPs and RFQs that identify prospects needs and outline solutions and value propositions.
- Proactively manage and maintain a high level of customer satisfaction within the existing account base.
- Drive ongoing qualification, management, and progression of sales leads and prospects.
- Coordinate the resolution of customer concerns, complaints, and corrective actions.
- Attend trade shows and other market industry events, possibly acquiring speaking engagements.
- Maintain the Salesforce.com database of opportunities and contacts.
- Possess the ability to influence and motivate other internal organizations, that are not direct reports, to achieve solutions for customers and drive revenue growth.
- Demonstrate a strong customer focus, tenacity, and sales skills.
- Must be able to understand others, articulate verbal directions and instructions, give feedback to operators, and brainstorm with customers and engineers.
- Candidates must be US Citizens or Permanent Residents (Green Card Holders); no Visa sponsorship is available.
- Occasional work on Saturdays as necessary to fulfill job requirements.
Benefits & Perks
Salary range of $170,000 to $195,000
Extensive travel requirements, including overnight travel averaging 50% within the territory and out of region
Occasional work on Saturdays
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