Director of Sales, Aviation & TSA

Smiths Group • Edgewood, MD

5h • $131,400 - $197,200

About The Position

The Director of Sales – Aviation & TSA is responsible for leading and executing the commercial strategy for aviation security and Transportation Security Administration (TSA) programs across the United States. This role owns order intake, revenue growth, margin performance, and long-term contract positioning for advanced X-ray, CT, and explosives detection systems, software, and lifecycle services.
The role operates at the intersection of federal procurement, aviation security operations, and advanced detection technology, and requires deep experience navigating TSA acquisition frameworks, IDIQs, OTAs, and multi-year deployment programs.
Essential functions:
Job duties to include but are not limited to;

Requirements

• A minimum of five years’ experience as a sales director in a related business environment or complex matrix structure of a similar technology-focused industry.
• Previous experience in a sales/business development role.
• Successful track record in a high technology industry; Experience in the security industry is preferred.
• Ability to define/implement a sales and commercial strategy, resulting in sales growth.
• Exceptional program and project management skills, with the ability to coordinate and oversee multiple projects across multiple functional company departments.
• Proven ability to evaluate and act upon business information – trends, market and new product opportunities.
• Innovative self-starter with vision and savvy operating in a start-up type environment. Must have demonstrated ability to negotiate, make difficult decisions, influence and manage change
• Prior experience with TSA, Airports or Airlines is required
• Background: This position requires Sensitive Security Information (SSI) access and vetting via the TSA. Applicant must successfully pass a federal background investigation.

Responsibilities

• Develop and implement sales strategies and tactical plans to achieve revenue targets in the USA.
• Identify and pursue opportunities in aviation security markets, with all potential airports, airlines and the Transportation Security Agency (TSA)
• Manage the entire sales cycle from prospecting to negotiation, closure, and after-sales support.
• Build strong relationships with key decision-makers, including aviation authorities, airport executives, airline executives and integrators.
• Identify and respond to RFPs, RFQs, and other procurement opportunities.
• Develop strategic partnerships to position the company as a preferred provider of detection solutions.
• Conduct market research to understand customer needs, competitive landscape, and emerging trends.
• Provide insights and feedback to product and marketing teams to ensure solutions align with market demands.
• Position the company’s innovative, reliable, and cost-effective solutions within the aviation security space.
• Collaborate with cross-functional teams, including marketing, engineering, and operations, to support sales initiatives.
• Mentor and lead junior sales professionals, fostering a high-performance sales culture.
• Build positive relationships within the Sales/Marketing and global organization.
• Work closely, and sometimes directly, with the Applications team to provide sales and technical support to regional Sales teams and Major Accounts Teams to resolve customer issues.
• Offer valuable insight on product development and improvement efforts to assist with future sales efforts.
• Work across functions to ensure the business is transacted accurately and within guidelines to the highest ethical standards
• Ability to travel regularly to meet business objectives. Travel initiative is a critical requirement and is estimated at 50%

Benefits

• Join us for a great career with competitive compensation and benefits, while helping engineer a better future.
• Join us and we’ll help build your career, with excellent training and opportunities for career growth across the business, both locally and globally. You’ll experience an inclusive environment, with strong leadership and a focus on safety and wellbeing. You’ll also have the flexibility to choose from a wide range of benefits to suit your lifestyle, offering you and your family support from a health and wellbeing, financial and lifestyle perspective.
• Join us and work for a world-leader, with the benefits and training to reward your dedication and skills.
• The compensation for this position ranges from $131,400 - $197,200yr base and will vary depending on factors such as your location, skills, job-related knowledge, and experience. The compensation package also includes incentive compensation opportunities in the form of discretionary annual bonus or commissions. Smiths Detection provides comprehensive benefits including healthcare, 401K savings plan, company holidays, vacation, sick time, parental leave and an employee assistance program. Eligibility requirements apply.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed
• Number of Employees: 5,001-10,000 employees