Aviation Sales Manager

Smiths Group • Edgewood, MD

6h • $92,452 - $138,679

About The Position

The Aviation Sales Manager is responsible for driving profitable growth of Smiths Detection’s aviation security screening solutions to airports across the US East Coast. The role owns key airport, airline, and related stakeholder accounts; develops and executes territory strategy; and coordinates with internal technical, product, and TSA-focused resources to pursue new and expansion opportunities.

The manager leads territory sales planning and execution, manages the forecast and pipeline, supports major proposals and competitive pursuits, and coordinates account support from opportunity through order and revenue recognition. The role also collaborates with channel partners and TSA engagement resources and contributes market feedback to inform product and strategy decisions. The position has no direct reports and involves frequent domestic travel, potentially up to approximately 75%.

Requirements

• Five or more years of progressive experience in B2B sales, business development, or technical account roles involving complex technology solutions.
• Demonstrated success developing relationships and closing business with airports, airlines, or government stakeholders.
• Strong account management and territory planning skills.
• Excellent oral and written communication skills, including the ability to present to senior customer stakeholders.
• Self-motivated and proactive, able to work independently while coordinating across a matrix organization.
• Comfort with CRM and forecasting tools and sales process discipline.
• Ability to travel domestically as required, up to approximately 75%.

Nice To Haves

• Bachelor’s degree preferred; an equivalent combination of military service, technical training, and progressive professional experience in a relevant field will be considered.
• Experience in aviation security, screening systems, airport environments, or closely related high-technology capital equipment.
• Experience supporting proposals, product demonstrations, and multi-stakeholder sales cycles.
• Familiarity with TSA programs, personnel screening, checkpoint or checked baggage systems, or digital screening solutions.

Responsibilities

• Own and expand account relationships across the US East Coast aviation market, including airports, airlines, and related stakeholders.
• Develop and execute an annual territory sales plan, updating it quarterly and covering qualitative strategy and quantitative bookings and revenue targets.
• Identify, qualify, and close new business and expansion opportunities to meet or exceed assigned quota.
• Lead or support major proposals, RFPs, and competitive pursuits, coordinating internal technical, product, TSA advisor, legal, and other resources.
• Conduct product demonstrations, site visits, and customer presentations, and participate in relevant industry conferences and trade shows.
• Manage the territory sales forecast and maintain accurate pipeline visibility.
• Work with channel partners where appropriate to develop contract vehicles and expand market coverage.
• Coordinate across functional groups to ensure accounts are supported from opportunity through order to revenue recognition.
• Collaborate with the TSA engagement team, including consultants, on opportunities involving TSA programs, CPSS, EBSP, CAP donations, or related federal initiatives affecting East Coast aviation accounts.
• Contribute product and market feedback to inform portfolio and strategy decisions.
• Participate in internal sales meetings, training, and process improvement initiatives.
• Comply with applicable company policies, export control regulations, and security requirements, including SSI access.

Benefits

• Career training and opportunities for career growth locally and globally.
• Inclusive environment with leadership focus on safety and wellbeing.
• Choice of benefits supporting health and wellbeing, financial, and lifestyle needs.
• Medical insurance.
• Dental insurance.
• Vision insurance.
• 401(k) with company match.
• Paid time off.
• Competitive Business Profit Plan.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level