Naval & Defense Plate Sales Manager

Wieland North America • East Longmeadow, MA

26d • Hybrid

About The Position

The Naval & Defense Plate Sales Manager is a senior individual contributor responsible for executing Wieland Diversified's commercial growth strategy within the naval and defense plate market. Leveraging deep industry knowledge, technical expertise, and established customer relationships, this role develops, manages, and expands business within assigned accounts, programs, and target customers across naval shipbuilding, sustainment, repair, overhaul, and related defense applications. The position identifies and pursues strategic opportunities, develops compliant and competitive supply solutions, and leads commercial activities from opportunity qualification through award and program execution. Working closely with Sales Leadership, Purchasing, Quality, Operations, Program Management, and Supply Chain partners, the role translates customer requirements into profitable business opportunities while ensuring alignment with company objectives and market priorities. This role is located in East Long Meadow, MA and will be fully on-site, hybrid or remote. While this role is local, travel will be required (40% to 60% travel).

Requirements

• Bachelor's degree in Business, Engineering, Metallurgy, Supply Chain, or a related field, or equivalent combination of education and relevant experience.
• Minimum seven (7) years of progressively responsible technical sales, business development, account management, or commercial experience within specialty metals, plate products, naval shipbuilding, defense manufacturing, or a related industrial market.
• Demonstrated success developing and expanding strategic customer relationships while delivering profitable revenue growth through program awards, long-term agreements, inventory programs, and related commercial opportunities.
• Strong knowledge of naval and defense plate products, including high-strength steels such as HY-80 and HY-100, along with practical understanding of mill production, processing, testing, inspection, lead times, yield, and quality considerations.
• Working knowledge of military and naval material specifications, source inspection requirements, nondestructive testing methods, positive material identification, traceability requirements, country-of-origin restrictions, and applicable approval pathways.
• Ability to interpret engineering drawings, specifications, and customer requirements and translate technical requirements into commercial proposals and executable supply plans.
• Strong commercial and financial acumen, including pricing strategy, cost and margin analysis, contract review, working-capital considerations, inventory risk assessment, and negotiation of supply agreements.
• Proven ability to generate new business opportunities through research, customer engagement, relationship development, and market intelligence.
• Strong communication, presentation, negotiation, and problem-solving skills, with the ability to effectively manage complex customer and business situations.
• Demonstrated ability to influence cross-functional teams, manage multiple priorities, maintain accurate forecasts, and consistently execute commitments.
• Proficiency with CRM systems, Microsoft Office applications, and commercial business processes.
• Ability to access, manage, and protect export-controlled and confidential information in accordance with applicable laws and company policies.

Nice To Haves

• Direct experience supporting submarine, aircraft carrier, surface combatant, naval repair, overhaul, or other defense-related shipbuilding programs.
• Experience supporting mill and processor qualification activities, source inspection requirements, constrained-source supply situations, or material approval processes.
• Experience utilizing CRM and ERP systems to support account planning, pipeline management, demand forecasting, and business reporting.

Responsibilities

• Execute Wieland Diversified's commercial growth strategy within assigned naval and defense plate accounts, programs, and target customers across new construction, sustainment, repair, and overhaul activities.
• Develop and maintain productive relationships with procurement, engineering, quality, material planning, operations, and executive stakeholders at shipyards, defense contractors, Tier 1 and Tier 2 fabricators, mills, processors, and approved supply partners.
• Identify, qualify, pursue, and close new business opportunities while expanding share of wallet within existing accounts and programs.
• Develop and execute account and opportunity plans aligned with organizational priorities, using program schedules, bills of material, customer forecasts, funding timelines, and market intelligence to anticipate demand and position Wieland for success.
• Maintain an organized pipeline of qualified opportunities with clearly defined customer value, probability, action plans, and timelines, ensuring effective prioritization of effort and resources.
• Apply working knowledge of naval plate products, mill and processor capabilities, heat treatment requirements, dimensional tolerances, flatness standards, cutting and machining methods, weldability considerations, testing requirements, and manufacturing constraints.
• Interpret engineering drawings, specifications, purchase-order flow downs, and end-use requirements, including mechanical-property requirements, ultrasonic and nondestructive testing, positive material identification, traceability, source inspection, country-of-origin requirements, and applicable NAVSEA, Level I, or SUBSAFE controls.
• Support qualification of approved supply sources and technically acceptable alternatives by evaluating processing capabilities, testing requirements, production capacity, lead-time considerations, and risk mitigation options.
• Manage complex RFQs, RFPs, proposals, and quotations from qualification through award by coordinating cost inputs, supplier commitments, technical reviews, and commercial evaluations.
• Negotiate pricing, surcharges, payment terms, freight considerations, lot sizing, delivery schedules, inventory commitments, and contractual provisions consistent with company guidelines and profitability objectives.
• Participate in and coordinate cross-functional opportunity teams to support customer pursuits, proposal development, and program execution activities.
• Provide Sales Leadership and business partners with timely market intelligence regarding customer priorities, competitive activity, mill capacity trends, pricing developments, supply-chain conditions, and emerging naval or defense requirements.
• Travel as required, generally 40% to 60%, to support customer engagement, supplier visits, industry events, program meetings, and relationship-development activities.
• Perform other duties and responsibilities as assigned.

Benefits

• Medical, Dental, Vision, Disability, Life & more!
• 401(k) contribution + match.
• Paid Vacation & Holidays.
• Wellness Programs – eligible to earn healthcare premium discounts as well as HSA employer contributions based on your status within the program.
• Sustainability - Wieland continues to break ground with eco-friendly solutions and push the barrier in sustainability for future generations.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior