Senior Sales Manager

The Opportunity

This position will be responsible for developing sales strategy and driving sales growth across all product lines within the DC/Maryland/Virginia (DMV) Territory.

Safran Federal Systems provides Resilient Positioning, Navigation and Timing (R-PNT) solutions and custom engineering services to U.S. Government agencies, defense organizations and their contractors. Safran Federal Systems is authorized to work on the full spectrum of U.S. Government classified and unclassified projects, in addition to supporting strategic partnerships for key defense PNT technologies.

• Identify customer program requirements through interactive selling techniques and a thorough understanding of SFS capabilities
• Establish and develop relationships with key stakeholders at strategic customers including government agencies, prime contractors and OEMs
• Drive sales growth by identifying new pursuits and executing pursuit strategy to close new business in line with territory quota
• Support industry trade shows and government-hosted Industry Days to ensure SFS capabilities are aligned with customer trends and requirements
• Develop and execute territory plan aligned with customers’ mission, technical challenges and CONOPS, with the ability to build and convey compelling value propositions of Safran Federal Systems' capabilities
• Identify new business opportunities through market research, networking, and attending industry events
• Manage accurate sales forecasting models that enable the organization to prioritize resources
• Communicate customer feedback to internal stakeholders and work closely with Engineering and Customer Support to resolve customer issues
• Understand and anticipate client needs, providing tailored solutions to ensuring excellent levels of service delivery
• Conduct presentations and negotiations with clients to secure contracts and close business
• Collaborate with marketing team to develop promotional materials and strategies to support sales efforts
• Work cross-functionally with engineering, product line development, and operations to ensure the successful delivery of products
• Ensure adherence to all regulatory requirements including export control laws, and government regulations relevant to the aerospace and defense sector
• Provide regular sales forecasts, reports and updates to senior management
• Travel within the U.S. required (up to 60%)
• Ability to be agile and have fun!

• A minimum of 8 years of experience in sales, business development, or account management in the aerospace and defense industry is required
• Bachelor’s Degree preferred with a concentration in Business or Engineering. A combination of education and experience will be considered including applicable military service
• Prior military experience and intimate knowledge of U.S. Defense industry preferred
• The ability and willingness to obtain an active security clearance is preferred
• Requires the ability to perform under minimal supervision remotely
• Demonstrated track record utilizing superior customer service skills to advance sales capabilities to external customers
• Proven track record of success in sales and business development, with a focus on achieving or exceeding targets
• Strong understanding of aerospace and defense products, technologies and market conditions
• Excellent negotiation, communication and presentation skills
• Proven track record of managing complex sales cycles
• Ability to handle complex problems with analytical thinking skills and engage with customers enthusiastically
• Demonstrated track record of progressive leadership
• Experience working with Salesforce or a similar CRM system
• The ability to observe details at close range
• The person in this position needs to occasionally move…