Sr. Manager, Sales & Business Development

Astronics Corporation • Orlando, FL

5d

About The Position

Astronics Test Systems is seeking a results-driven Sales Manager to lead business development and sales growth in the global mass transit market. The role drives revenue from custom automated test equipment (ATE), also known as Bench Test Equipment (BTE), and lifecycle support services sold to rail vehicle OEMs, transit authorities, system integrators, and maintenance organizations. The successful candidate combines technical aptitude with consultative selling skills to build long-term customer relationships and position Astronics as a trusted partner for mission-critical test solutions.

The role involves developing and executing sales plans, identifying and pursuing opportunities, managing the full sales lifecycle, and collaborating with engineering, program management, and product teams on customer-specific solutions. The Sales Manager also develops customer relationships and account strategies, monitors market and competitive trends, represents Astronics at industry events, maintains CRM pipeline and forecasts, supports contract negotiations, and coordinates internal resources through project execution. Travel is approximately 40–60%, including domestic and occasional international travel.

The work environment regularly includes exposure to moving mechanical parts and occasionally to fumes or airborne particles, with moderate noise. Reasonable accommodations may be made for individuals with disabilities. Employment offers are contingent on passing a drug test and background check. The position may involve access to items subject to U.S. export-control laws; employment is contingent on authorization to access them under applicable law.

Requirements

• Bachelor's degree in Engineering, Business, or a related technical field.
• At least 7 years of experience selling complex engineered systems, automated test equipment, electronic test solutions, or capital equipment.
• Experience selling into one or more of these markets: mass transit, rail transportation, aerospace, defense, or industrial automation.
• Demonstrated success managing long sales cycles and multi-million-dollar opportunities.
• Strong consultative selling, negotiation, and presentation skills.
• Ability to communicate effectively with technical and executive-level decision makers.
• Willingness to travel approximately 40–60%, including domestic and occasional international travel.

Nice To Haves

• Experience with automated test equipment (ATE), electronic test systems, or diagnostic equipment.
• Familiarity with rail vehicle systems such as propulsion, braking, communications, signaling, or onboard electronics.
• Experience responding to RFPs and managing complex government or public transportation procurements.
• Knowledge of lifecycle support, depot maintenance, and reliability-centered maintenance concepts.
• Experience using Salesforce or comparable CRM platforms.

Responsibilities

• Develop and execute strategic sales plans to meet annual bookings and revenue objectives in the mass transit market.
• Identify, qualify, and pursue opportunities with rail OEMs, transit agencies, maintenance providers, and system integrators.
• Manage the full sales lifecycle, including prospecting, customer engagement, solution development, proposal generation, contract negotiation, and order closure.
• Work with engineering, program management, and product teams to develop customized BTE and automated test solutions that meet customer requirements.
• Build and maintain executive-level relationships with engineering, maintenance, procurement, and operations stakeholders.
• Develop growth strategies for existing accounts and expand the business with new accounts.
• Monitor industry trends, competitive activity, and emerging technologies in rail and mass transit.
• Represent Astronics at conferences, trade shows, customer demonstrations, and technical presentations.
• Maintain an accurate sales pipeline and forecast in CRM tools and provide regular updates to executive leadership.
• Support contract negotiations and ensure proposals satisfy customer requirements and company profitability objectives.
• Coordinate cross-functional resources from initial opportunity through project execution.

Benefits

• Health, dental, vision, disability, and life insurance.
• Flexible spending account (FSA) and health savings account (HSA).
• Voluntary life/AD&D, voluntary critical illness, accident prevention, and hospital indemnity coverage.
• 401(k) and Employee Stock Purchase Plan.
• Employee Assistance Program and Wellness Program.
• Generous paid time off and paid holidays.
• Paid parental leave.
• Tuition reimbursement program.

What This Job Offers

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