Director of Sales & Business Development -Flight Test Instrumentation

Curtiss-Wright Corporation•Newtown, PA

13d•$200,000 - $235,000•Remote

About The Position

At Curtiss-Wright Defense Solutions, we have a long and rich history as the trusted, proven leader in rugged, reliable, and secure solutions for the defense and commercial aerospace industries. Our employees are the foundation of that success. This role will lead sales strategy and execution across Curtiss-Wright Defense Solutions' Aerospace Instrumentation Group, continuing our dominant growth trajectory in both Flight Test Instrumentation and our high-demand Aerospace Instrumentation business. The Director will develop and execute strategic account plans, manage customer relationships at senior levels, ensure customer satisfaction, drive profitable growth, and lead a team of experienced Regional Sales Managers. The role will support and be strongly dash lined to the VP/GM of the Business Units as well support and be in partnership with the ROW sales teams that also promote these US based products internationally. Responsibility includes identifying, qualifying, generating, and developing new business opportunities and accounts to sell the business units' products and services to end-users within a designated territory, as well as developing new accounts and expanding existing accounts. Pursuit of these opportunities will regularly involve multi-level sales efforts and will demand building credibility and developing relationships indirectly within the customer base and with the team of sales professionals. Resulting contracts range from small development efforts to multi-million-dollar production awards. Customers may be geographic or named accounts. The Director of Sales will represent a broad and growing portfolio of flight test and aerospace instrumentation products sold to military, government, and commercial aerospace customers worldwide.

Requirements

Secret Security Clearance required; Active Top Secret (TS) clearance preferred.
Bachelor's degree in Aerospace, Engineering, or other technical field of study required; Master's degree preferred.
Minimum 10 years of experience in a similar sales leadership role, ideally within Flight Test Instrumentation, Aerospace Instrumentation, or a related defense/aerospace market.
Proven leadership experience managing teams and complex, multi-million-dollar accounts, with a track record of meeting or exceeding sales targets.
Strong presentation skills, with the ability to clearly and confidently articulate growth strategies for the Flight Test Instrumentation and Aerospace Instrumentation businesses to internal leadership, customers, and industry stakeholders.
Excellent communication, negotiation, and interpersonal skills.

Nice To Haves

Master's degree preferred.
Previous Flight Test Engineering experience at a major OEM or within the United States Air Force/Department of War is preferred.

Responsibilities

Leads, mentors, and develops a high-performing team of account managers across the TTC, Acra, and IADS business units, fostering a culture of accountability, collaboration, and continuous improvement. Provides guidance on complex account issues, customer negotiations, and contract management.
Develops and executes strategic account plans in alignment with group goals for Aerospace Instrumentation. Identifies and develops growth opportunities within existing accounts, including follow-on programs, cross-selling, and up-selling opportunities. Forecasts revenue and booking targets, monitors account performance, and implements corrective actions when necessary. Aligns account strategies with product roadmaps and long-term customer requirements.
Serves as a senior point of contact for key customer accounts, ensuring customer satisfaction and retention. Leads executive-level customer meetings and presentations, clearly articulating the growth strategy across the Flight Test Aerospace Instrumentation portfolios, and resolves complex customer issues. Collaborates with internal stakeholders to ensure successful program delivery and contract performance.
Supports capture strategy and proposal development for major pursuits across the business units within the Aerospace Instrumentation Group, as well close collaboration and support to our International Sales Teams/and units. Attends industry events and customer briefings to maintain market awareness and build relationships. Drives contract renewals, modifications, and long-term agreements in partnership with the Bid and Proposals teams.
Manages market analysis conducted by the sales team to determine customer needs, price schedules, and discount rates. Utilizes sales statistics to formulate policy and promote sales growth.
Demonstrated past success in complex aerospace technical markets; previous Flight Test Engineering experience at a major OEM or within the United States Air Force/Department of War is preferred.