Military​/Aero Business Development Manager- REMOTE IN DMV AREA

Business Development Manager

The Business Development Manager is responsible for developing new business, expanding market presence, and driving incremental revenue growth through proactive customer engagement, opportunity development, and strategic account penetration. This role identifies and pursues new opportunities across the Military markets, promotes cross-brand solutions, and builds strong relationships to position Transtector/Poly Phaser as the preferred partner. Candidates must stay current on industry trends, products, competitors, and standards to leverage that insight in creating account plans and driving consistent execution from prospecting through to winning new customers.

Success requires strong technical sales capability, disciplined opportunity management, and the ability to influence engineers, product line managers, executives, and key customer stakeholders. The ideal candidate brings an established network of contacts, strong technical presentation skills, accurate forecasting, and a track record of profitable quota attainment.

General

Duties and Responsibilities:

• Revenue Growth
• Develop new business opportunities across targeted market segments through proactive prospecting, solution positioning, and opportunity qualification.
• Execute strategic account penetration plans to expand Infinite Electronics' company presence within key industrial OEMs, integrators, contractors, and end-user accounts.
• Promote cross-selling with all IE products that address customer needs for multiple applications and leverage custom-engineering capabilities with an integrated solution.
• Build and maintain strong customer and channel relationships to position products and companies as a preferred partner.
• Gather, interpret, and communicate market insights, competitive intelligence, and emerging opportunities to internal stakeholders.
• Work closely with Product Management, Marketing, and Inside Sales to support the product to market with customers.
• Generate leads and set qualified meetings through trade shows, participation in key organizations/groups, and social selling (Linked In), converting engagement into pipeline.
• Secure specification positions with customers that convert into measurable revenue and recurring opportunities.
• Influence purchasing decisions through third parties (e.g., integrators), distributors, and end customers to drive pull-through demand and win preferred positions.
• Prospect and develop new opportunities through outbound activity, strategic outreach, and convert qualified leads into active quotes.
• Build and execute account and territory plans with sales leadership, defining target accounts, pipeline goals, key pursuits, customer QBRs, and the actions required to achieve quota.
• Own RFQs and quoting from intake to close, answering technical/availability questions, delivering timely quotes, negotiating pricing with margin discipline, and following up to secure purchase orders.
• Consistently meet or exceed revenue and profitability quotas for the assigned territory and account base.
• Reporting
• Maintain CRM hygiene and provide weekly sales activity reports, forecasts, pre/post-travel summaries, and a pipeline funnel. Use competitive and performance insights to improve conversion rates and adjust strategy.
• Pipeline review weekly with direct manager. Monthly and quarterly review with senior leaders reviewing new customer targets, pipeline, new quotes, YTD performance, and sales forecast (upcoming month, quarter, and 12 months).

Performance Goals:

• Achieve a revenue goal for new customers with $625K per quarter with a 12-month revenue goal of $2.5M. Grow existing base business by 10% YoY with new products or new projects.
• First 30 Days
• Present on the company and general overview of products, outlining key value with differentiators to FAE and sales manager.
• Learn about all key competitors and market dynamics.
• Do an introduction call with all existing customers.
• First 60 Days
• Develop a target list of 25 new customers for prospecting.
• Visit three new targets or existing customers by the end of 60 days.
• First 90 Days
• Develop an additional target list of 25 new customers for a total of 50 new targets.
• Present account…