Product Sales Manager

Antenna Research Associates Inc•Nashua, NH

About The Position

ARA is a leading C5ISR company that designs, manufactures, tests and installs innovative technologies that provide the national security community with unparalleled situational awareness, threat detection, and communications capabilities. Our disruptive, integrated solutions, assemblies and subsystems rise to the challenging demands of discerning, mission-critical customers. We leverage our capabilities to meet and exceed the requirements of our customers and empower them to remain ahead of evolving threats and complexities in a dynamic security landscape. We are seeking a highly motivated and experienced Product Sales Manager to drive growth across key defense and aerospace customers, including leading prime contractors and DoD end users. This role focuses on expanding ARA’s product footprint across major programs by aligning advanced RF, antenna, and communications solutions with evolving mission requirements. The Product Sales Manager is responsible for driving product sales growth, managing customer relationships, and executing business development activities across assigned accounts. This individual will represent ARA’s portfolio of RF and antenna products, lead opportunity development, and coordinate internal teams to deliver solutions that meet customer and program requirements. The ideal candidate will bring a strong background in defense sales, product positioning, and business capture, along with a deep understanding of DoD acquisition processes and customer engagement at multiple levels.

Requirements

U.S. Citizenship required.
5–10+ years of experience in product sales, business development, or account management within the defense and aerospace industry.
Proven experience working with prime contractors and DoD end users.
Strong understanding of DoD acquisition processes, contract vehicles, and major communications programs.
Technical knowledge of RF systems, UHF antenna systems, and related technologies.
Familiarity with SATCOM, RADAR, EW/SIGINT, and MILCOM markets.
Demonstrated ability to identify, develop, and close complex, high-value opportunities.
Experience managing sales pipelines and forecasting using CRM systems such as Salesforce.
Excellent communication, negotiation, and relationship management skills.
Strong analytical, problem-solving, and organizational abilities.
Ability to work independently and collaboratively in a fast-paced, technical environment.

Nice To Haves

Advanced degree preferred.

Responsibilities

Develop and maintain strong, professional relationships with key personnel across prime contractors and government customers, including program managers, engineers, and procurement teams.
Achieve assigned product sales quotas, revenue targets, and profitability objectives.
Identify, qualify, and capture new business opportunities across DoD programs and platforms.
Drive the full sales lifecycle, including pipeline development, capture strategy, proposal support, and contract award.
Position ARA’s RF, antenna, SATCOM, RADAR, EW/SIGINT, and MILCOM solutions for integration into customer systems.
Identify opportunities to standardize and productize ARA technologies into scalable offerings aligned with customer and market needs.
Maintain accurate sales forecasting and pipeline management using CRM tools (e.g., Salesforce), including tracking opportunity stage, value, probability of win (PWIN), and close dates.
Proactively assess and validate customer requirements, acquisition strategies, and funding profiles to support early engagement and competitive positioning.
Coordinate cross-functional teams including engineering, product management, marketing, contracts, and leadership to meet customer objectives.
Lead solution development efforts to ensure alignment between customer needs and ARA capabilities.
Provide input to marketing and communications initiatives based on customer insights and market trends.
Ensure high levels of customer satisfaction and effective resolution of issues in coordination with internal support teams.