UAS Sales Manager

UAS Sales Manager

The UAS Sales Manager is responsible for leading and growing Duncan-Parnell's Unmanned Aircraft Systems business. This is a hands-on sales leadership role for a manager who will spend meaningful time in the field, develop the sales team, build senior-level customer relationships, and create the operating discipline required for sustainable, profitable growth.

The successful candidate will balance strategy with execution. This leader will personally engage in key opportunities, coach representatives through complex sales cycles, align inventory and vendor decisions with market demand, and ensure every solution is supported by a strong customer experience. The role requires ownership, sound judgment, direct communication, follow-through, and the willingness to make decisions in a fast-changing market. This position can be located anywhere within our sales territory of the Southeastern US.

What Success Looks Like

• Visible, field-oriented leadership that strengthens customer relationships and increases representative effectiveness.
• A clear UAS growth strategy translated into focused territory plans, consistent sales activity, and reliable forecasting.
• A disciplined, accountable sales culture in which expectations are clear, coaching is frequent, and commitments are followed through.
• A focused portfolio of vendor partners and solutions that Duncan-Parnell can sell, support, train, and scale effectively.
• Improved inventory health through close coordination among Sales, Operations, Support and Training, Marketing, and Finance.
• A differentiated customer experience built around consultative selling, technical credibility, training, adoption, and long-term value.

Core Responsibilities

Sales Leadership and Team Development

• Lead, coach, and develop the UAS sales team through regular field engagement, opportunity reviews, account planning, and direct feedback.
• Establish clear expectations for sales activity, territory ownership, pipeline quality, customer coverage, responsiveness, and results.
• Help representatives improve discovery, value-based selling, trade-in conversations, competitive positioning, negotiation, and executive-level communication.
• Recruit and onboard strong talent as needed, while building a culture of accountability, collaboration, professionalism, and continuous improvement.
• Model the leadership standard expected of the team: proactive, prepared, customer-focused, decisive, and willing to address issues directly.

Business Strategy and Growth

• Build and execute the UAS business plan, including market priorities, territory strategies, revenue and margin expectations, and investment needs.
• Identify new markets, applications, and recurring revenue opportunities across surveying, mapping, engineering, construction, public safety, and related sectors.
• Evaluate emerging technologies and determine which solutions Duncan-Parnell should represent, how they should be positioned, and what is required to support them successfully.
• Maintain a good, better, best solution approach where appropriate so the team can compete on customer outcomes rather than defaulting to a single product or price point.
• Provide management with timely, realistic forecasts and a clear view of opportunities, risks, competitive activity, and required decisions.

Customer and Market Leadership

• Personally engage with strategic customers and high-value opportunities to improve discovery, demonstrate company commitment, and help close business.
• Develop relationships beyond a single contact and position Duncan-Parnell as a trusted workflow and technology partner, not simply an equipment vendor.
• Ensure customer recommendations account for the complete workflow, including hardware, software, training, data processing,…