NA Defense Business Development and Sales Manager

ITT Inc. - English US•Orchard Park, NY

2d•Onsite

About The Position

This role leads and grows ITT Enidine’s military business in North America, owning an established portfolio while expanding into new defense customers and applications. The position drives customer satisfaction, revenue growth, and new business development across naval shipboard systems, missile defense, military vehicles, weapons recoil, and other defense platforms requiring advanced energy‑absorption solutions. The leader will manage and develop one or more defense sales account managers and serve as a key interface with military customers, working on‑site at ITT Enidine in Orchard Park, NY.

Requirements

BS/BA degree – bachelor’s degree – Mechanical Engineer or Electrical Engineer preferred.
3+ years of direct outside technical selling experience (defense market preferred, but not required).
5+ years of experience selling and developing business, defense/aerospace experience preferred.
Minimum of 2 years of experience managing sales team. 3+ years of sales team management.
This position requires use of information which is subject to the International Traffic in Arms Regulations (ITAR). All applicants must be U.S. persons within the meaning of ITAR. ITAR defines a U.S. person as a U.S. Citizen, U.S. Permanent Resident (i.e. 'Green Card Holder'), Political Asylee, or Refugee.
Overnight travel (up to 30%) is domestically as required.
Must have excellent interpersonal skills and the ability to work with diverse and global employees, including the ability to motivate, energize, and enhance performance of teammates.
Polished presentation and communication skills are essential for success.

Nice To Haves

Preferred (but not required) that successful candidates have strategic alliances with several key contacts in the defense marketplace and previous experience working with Manufacturers Representatives.

Responsibilities

Lead and develop a high‑performing sales team to consistently deliver revenue growth, margin performance, and a robust defense pipeline aligned to annual business objectives.
Drive direct customer engagement across the defense market, owning senior‑level relationships to capture voice of customer, influence program wins, and increase long‑term customer value.
Own and grow a strategic portfolio of defense accounts, leading pricing, contract negotiations, and commercial strategy while defending margin and ensuring compliance with TINA and defense contracting requirements.
Drive business unit to meet yearly profitability goals via profitable defense orders and contract negotiations.
Define and execute pricing and profitability strategies in partnership with Product Management to balance competitiveness, value, and sustainable margins across defense programs.
Lead cross‑functional alignment with Engineering, Program Management, and Operations to translate customer requirements into new product development, program execution, and delivery commitments.
Provide accurate forecasting and demand insight, delivering monthly order forecasts and contributing to Sales & Operations Planning and long‑range defense market planning.
Shape defense market strategy and growth plans, contributing to annual and multi‑year strategic planning based on customer programs, competitive dynamics, and market trends.
Maintain deep competitive and market intelligence, proactively identifying shifts in technology, pricing, and competitor positioning to inform capture and growth strategies.
Lead proposal, capture, and quotation strategy, ensuring disciplined execution, competitive positioning, and win‑focused pricing for new defense business opportunities.