Director of Sales, Aviation & TSA Sales - Smiths Detection - Edgewood

Smiths Detection’s threat detection and security screening technology protects people and infrastructure, making the world safer.

As part of Smiths Group, Smiths Detection is a global leader in security and detection solutions for aviation, ports and borders, defence and urban security. With 21 global offices, seven manufacturing sites and five R&D centres, we employ 3,000 dedicated colleagues delivering advanced safety technology.

The Director of Sales – Aviation & TSA leads the commercial strategy for aviation security and Transportation Security Administration (TSA) programs across the United States. The role owns order intake, revenue growth, margin performance and long‑term contract positioning for advanced X‑ray, CT, explosives detection systems, software and lifecycle services.

Operating at the intersection of federal procurement, aviation security operations and detection technology, the Director requires deep experience navigating TSA acquisition frameworks, IDIQs, OTAs and multi‑year deployment programs.

• Develop and implement sales strategies and tactical plans to achieve revenue targets in the USA.
• Identify and pursue opportunities in aviation security markets, targeting airports, airlines and the TSA.
• Manage the entire sales cycle from prospecting to negotiation, closure and after‑sales support.
• Build strong relationships with key decision‑makers, including aviation authorities, airport executives, airline executives and integrators.
• Respond to RFPs, RFQs and other procurement opportunities.
• Develop strategic partnerships to position Smiths Detection as a preferred provider of detection solutions.
• Conduct market research to understand customer needs, competitive landscape and emerging trends.
• Provide insights and feedback to product and marketing teams to ensure solutions align with market demands.
• Collaborate with cross‑functional teams—marketing, engineering and operations—to support sales initiatives.
• Mentor and lead junior sales professionals, fostering a high‑performance culture.
• Work closely with the Applications team to provide sales and technical support to regional sales teams and major accounts.
• Offer valuable insight on product development and improvement efforts to assist future sales efforts.
• Ensure business transactions are accurate and within guidelines to the highest ethical standards.
• Travel regularly (estimated 50%) to meet business objectives.

• A minimum of five years’ experience as a sales director in a technology‑focused industry or complex matrix structure.
• Previous experience in a sales/business development role.
• Successful track record in a high‑technology industry; experience in the security industry is preferred.
• Ability to define and implement a sales and commercial strategy, resulting in sales growth.
• Exceptional program and project management skills, coordinating multiple projects across functional departments.
• Proven ability to evaluate and act upon business information—trends, market and new product opportunities.
• Innovative self‑starter with vision and savvy operating in a start‑up type environment; demonstrated ability to negotiate, influence and manage change.
• Prior experience with TSA, airports or airlines is required.
• Position requires Sensitive Security Information (SSI) access and vetting via the TSA; candidate must pass a federal background investigation.

Smiths Detection offers a competitive compensation package ranging from $131,400 to $197,200 base salary, with discretionary annual bonuses or commissions. Benefits include healthcare, 401(k) savings plan, company holidays, vacation, sick time, parental leave and an employee assistance program.

We are an equal‑opportunity employer. All qualified applicants will receive consideration for employment without regard to race, colour, religion, sex, sexual orientation, gender identity, national origin, disability or veteran status.

To request reasonable accommodations for a disability during the application process, email  or call 877‑703‑1029.

Competitive salary and bonus structure, comprehensive health benefits, retirement savings plan, paid time off, parental leave, employee assistance program and opportunities for global career growth.