Commercial Manager - Aerospace, Defense, Industrial

Custom Control Sensors•Phoenix, AZ

About The Position

The Commercial Manager is responsible for company-wide sales execution and performance management, supporting revenue growth, pricing execution, KPI reporting, and sales operations leadership across Custom Control Sensors’ Aerospace, Defense, and Industrial divisions. This role provides day-to-day commercial leadership and coordination to ensure consistent execution, disciplined pricing, accurate forecasting, regulatory compliance, and effective management of global distribution and sales teams. The Commercial Manager partners closely with Sales leadership and executive stakeholders, Engineering, Operations, Finance, Quality, Export Compliance, and Marketing to translate commercial strategy into measurable results while supporting scalable growth and customer satisfaction across all served markets.

Requirements

Must be ITAR compliant; strong working knowledge of U.S. export control regulations (ITAR, EAR/BIS) required.
Bachelor’s degree required; Engineering or Business degree preferred.
Minimum ten (10) years of experience in technical sales leadership or commercial operations within Aerospace, Defense, and Industrial manufacturing environments.
Demonstrated experience supporting revenue performance, pricing execution, forecasting, and KPI-driven performance management.
Proven experience managing global sales teams, distributor networks, and channel partners.
Strong financial and analytical acumen with demonstrated margin management capabilities.
Excellent leadership, communication, and organizational skills with the ability to influence cross-functional stakeholders.
Proficiency with CRM, ERP, and Microsoft Office tools; advanced Excel skills preferred.
Ability to represent CCS professionally and effectively in customer, distributor, regulatory, and internal engagements.
Moderate travel may be required to support key business reviews, distributor meetings, tradeshows, or customer engagements.

Responsibilities

Drive and support sales revenue performance across Aerospace, Defense, and Industrial markets in alignment with company growth and profitability objectives.
Drive consistent, technically informed, consultative selling practices across all sales teams and channels.
Ensure disciplined opportunity management, quotation accuracy, and order conversion across global customer base and distribution network.
Partner with outside sales and divisional leaders to execute account strategies, program pursuits, and backlog growth initiatives.
Demonstrate strong business judgment and analytical thinking, including ROI and business case development.
Lead and develop assigned sales support and execution teams, ensuring clear roles, accountability, and consistent processes.
Define workflows, performance expectations, and operating cadence to support scalability and efficiency.
Maintain and continuously improve Sales work instructions and procedures.
Coordinate and complete multi-departmental completion of key customer surveys.
Foster collaboration between Sales, Engineering, Operations, Quality, Export Compliance, and Marketing teams.
Promote a disciplined, customer-focused, and compliant sales culture.
Coordinate, implement, and administer pricing strategies aligned with margin targets, market dynamics, and competitive positioning.
In collaboration with outside Sales Managers and Sales / Finance leaders, oversee and maintain global price lists, discount structures, customer-specific pricing agreements, long term agreements / contracts, and pricing approval processes.
Analyze pricing performance, margin trends, and win/loss data; provide recommendations to senior leadership.
Monitor and report sales KPIs including revenue attainment, pipeline health, quote-to-order conversion, margin performance, and distributor effectiveness.
Manage and facilitate sales forecasting processes to ensure alignment with production planning, inventory management, and financial reporting.
Drive accountability through regular performance reviews, KPI dashboards, and corrective action plans.
Provide operational oversight and performance management of CCS’s global distributor network across all divisions.
Ensure distributors are supported with pricing, product information, technical documentation, and training resources.
Monitor distributor performance and recommend corrective actions, development plans, or strategic changes as needed.
Support distributor selection, onboarding, and training.
Ensure sales activities fully comply with U.S. export control regulations, including ITAR, EAR, and BIS requirements.
Oversee sales processes involving controlled technical data, drawings, specifications, and services, ensuring proper authorization, licensing, and access controls.
Ensure customer, end-use, end-user, and destination screening requirements are incorporated into sales and distributor processes.
Support export-related audits, internal reviews, and regulatory inquiries; ensure accurate documentation and record retention.
Train, coach, and hold Sales personnel and channel partners accountable for export compliance awareness and adherence.
Support risk assessment and mitigation efforts related to export compliance when entering new markets, geographies, customer segments, or distributor relationships.
Provide tactical and operational oversight of Sales-aligned marketing initiatives, ensuring consistent messaging, positioning, and brand representation across all served markets.
Partner with internal and external resources to develop and execute digital marketing initiatives, including website content, SEO/SEM, email campaigns, and approved social media activity.
Coordinate and support planning and execution of industry tradeshows and customer events, including booth strategy, messaging, lead capture, and post-event follow-up.
Ensure marketing activities are aligned with CCS’s target markets, product strategy, and growth objectives.
Oversee development of sales and marketing collateral, including presentations, product literature, and proposal support materials.
Ensure all marketing materials and outreach activities are technically accurate, export-compliant, and appropriately controlled.
Serve as a key commercial interface between customers, distributors, and internal CCS teams.
Ensure customer requirements, contractual obligations, and delivery expectations are clearly communicated through contract review.
Maintain awareness of market trends, competitive developments, and customer needs across Aerospace, Defense, and Industrial markets.