Alternate Title: Sales Manager–Military & Defense, North America
About The Position
The Sales Manager – Military & Defense, North America plays a critical role in expanding the company’s presence in the military and defense sectors through strategic business development and key account management. This role is responsible for cultivating deep relationships with military and defense customers — including OEMs, Tier 1 suppliers, and government procurement entities — by aligning the company’s solutions with complex defense requirements. This individual will leverage their understanding of military procurement processes, specifications, and compliance frameworks to identify opportunities, win new business, and grow existing accounts. Candidates with prior military service or direct experience supporting Department of Defense (DoD), aerospace, or defense contractor programs will be strongly preferred. The position requires close collaboration with engineering, product management, and operations teams to deliver technically sound, compliant, and cost-effective solutions for critical defense applications.
Requirements
- B.S. Degree in Engineering or Business is preferred
- Equivalent military experience or a combination of education and industry experience will be considered.
- Minimum 5–7 years of experience in B2B sales or program management within military and defense manufacturing.
- Direct experience selling or supporting defense and government contracts, with a strong understanding of procurement pathways, DFARS/FAR, and contracting processes.
- Experience in technical sales or engineering solutions is strongly desired.
- Prior military service or direct experience supporting Department of Defense (DoD), aerospace, or defense contractor programs will be strongly preferred.
- Deep understanding of military acquisition processes, defense budget cycles, and supply chain structures.
- Ability to interpret military specifications (MIL-SPEC), engineering drawings, and technical documentation.
- Strong communication and presentation skills for interfacing with program offices, procurement officers, and technical personnel.
- Demonstrated success developing relationships with DoD agencies, defense primes, and tiered subcontractors.
- High energy level with a results-oriented, mission-driven mindset.
- Proficient in Microsoft Office and CRM platforms (preferably Salesforce).
- Strong organizational and negotiation skills with attention to compliance, documentation, and follow-through.
Nice To Haves
- Prior military service or direct experience supporting Department of Defense (DoD), aerospace, or defense contractor programs will be strongly preferred.
- Experience in technical sales or engineering solutions is strongly desired.
Responsibilities
- Develop and execute a proactive commercial strategy focused on growth within U.S. and allied military and defense markets.
- Identify and pursue new opportunities with defense OEMs, MROs, and system integrators, leveraging a strong understanding of DoD procurement, contracting, and supplier qualification processes.
- Lead technical discussions and program reviews with military customers, providing viable engineering and commercial solutions for applications such as hatches, seats, access panels, and weapon system components.
- Partner with engineering and program management to ensure compliance with AS9100, ITAR, and customer-specific quality standards.
- Establish relationships with key defense primes and subcontractors to expand our footprint in the defense supply chain.
- Consistently meet sales activity KPIs and annual revenue growth targets.
- Maintain accurate and current customer records, program updates, and opportunity pipelines in Salesforce CRM.
- Forecast and report on program status, bid opportunities, and market trends within the defense and aerospace sectors.
- Represent the company at defense industry trade shows and government supplier events, following up on leads and building long-term partnerships.
- Collaborate cross-functionally to ensure quotes, proposals, and contracts meet technical and regulatory requirements.
- Negotiate contracts, pricing, and terms within established division policy standards and DoD compliance parameters.
- Provide regular communication and reporting to management regarding program performance, pipeline health, and market intelligence.
- Perform other duties as assigned by management.
- Adherence to the Company Code of Business Ethics and Conduct is required.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
