Business Development Manager - Military

Infinite Electronics International, Inc. • Remote, Remote, US, Remote

2d • $145,200 - $166,957 • Hybrid

About The Position

The Business Development Manager is responsible for developing new business, expanding market presence, and driving incremental revenue growth through proactive customer engagement, opportunity development, and strategic account penetration. This role identifies and pursues new opportunities across the Military markets, promotes cross-brand solutions, and builds strong relationships to position Transtector/PolyPhaser as the preferred partner. Candidates must stay current on industry trends, products, competitors, and standards to leverage that insight in creating account plans and driving consistent execution from prospecting through to winning new customers. Success requires strong technical sales capability, disciplined opportunity management, and the ability to influence engineers, product line managers, executives, and key customer stakeholders. The ideal candidate brings an established network of contacts, strong technical presentation skills, accurate forecasting, and a track record of profitable quota attainment. (Preferred Location: Remote near Maryland, DC or Virginia)

Requirements

• Bachelor’s degree or equivalent experience in a technical/vocational field.
• 10+ years of sales experience in the Military/Defense market.
• Established relationships with key industry leaders, governing agencies, and industry organizations in the market (Ex. AFCEA, NDIA, AUSA, AOC).
• Strong interpersonal skills, sound business judgment, a customer-focused mindset, and a proven track record of delivering revenue growth.
• Excellent written and verbal communication skills, including the ability to communicate complex ideas clearly and professionally in English.
• Strong proficiency and working knowledge of Microsoft Office (Ex, Excel, Word, & PowerPoint), CRM, and ERP.
• Experience working successfully in a fast-paced environment with evolving priorities.
• Experience with C5ISR systems, tactical and fixed-site communications, SATCOM and GPS timing, radar and EW systems, command/control shelters and TOCs, ground vehicles and mobile platforms, EMP/HEMP and TEMPEST hardening, MIL-STD power protection, grounding and bonding, antenna and RF feedline protection, and base infrastructure.
• Experience with mobile or fixed systems that require EMP/HEMP, MEP power systems, rugged power systems, rugged cables, and other rugged solutions.

Nice To Haves

• Established network of contacts
• Strong technical presentation skills
• Accurate forecasting
• Track record of profitable quota attainment
• Proven hunter who can open doors, create demand, build a pipeline from scratch, and convert technical opportunities into revenue.
• Demonstrated success prospecting into defense primes, military integrators, government contractors, OEMs, and program offices.

Responsibilities

• Develop new business opportunities across targeted market segments through proactive prospecting, solution positioning, and opportunity qualification.
• Execute strategic account penetration plans to expand Infinite Electronics’ company presence within key industrial OEMs, integrators, contractors, and end-user accounts.
• Promote cross-selling with all IE products that address customer needs for multiple applications and leverage custom-engineering capabilities with an integrated solution.
• Build and maintain strong customer and channel relationships to position products and companies as a preferred partner.
• Gather, interpret, and communicate market insights, competitive intelligence, and emerging opportunities to internal stakeholders.
• Work closely with Product Management, Marketing, and Inside Sales to support the product to market with customers.
• Generate leads and set qualified meetings through trade shows, participation in key organizations/groups, and social selling (LinkedIn), converting engagement into pipeline.
• Secure specification positions with customers that convert into measurable revenue and recurring opportunities.
• Influence purchasing decisions through third parties (e.g., integrators), distributors, and end customers to drive pull-through demand and win preferred positions.
• Prospect and develop new opportunities through outbound activity, strategic outreach, and convert qualified leads into active quotes.
• Build and execute account and territory plans with sales leadership, defining target accounts, pipeline goals, key pursuits, customer QBRs, and the actions required to achieve quota.
• Own RFQs and quoting from intake to close, answering technical/availability questions, delivering timely quotes, negotiating pricing with margin discipline, and following up to secure purchase orders.
• Consistently meet or exceed revenue and profitability quotas for the assigned territory and account base.
• Maintain CRM hygiene and provide weekly sales activity reports, forecasts, pre/post-travel summaries, and a pipeline funnel.
• Use competitive and performance insights to improve conversion rates and adjust strategy.
• Pipeline review weekly with direct manager.
• Monthly and quarterly review with senior leaders reviewing new customer targets, pipeline, new quotes, YTD performance, and sales forecast (upcoming month, quarter, and 12 months).

Benefits

• Equal Employment Opportunity and Affirmative Action employer
• Consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, gender expression, marital status, age, national origin, disability status, protected veteran status, or any other characteristic protected by law.
• Commitment to building a diverse workforce and actively encourage women, minorities, individuals with disabilities, and veterans to apply.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: Associate degree