Sr. Sales Director, Federal Government OSI Systems, Inc.

Senior Director, Sales Federal Government

Rapiscan Systems Inc, an OSI Systems Company, is seeking a Senior Director to lead our U.S. Government Sales efforts OCONUS and would work out of our Sterling, VA location.

Rapiscan Systems designs, manufactures and markets security and inspection systems worldwide. Our products are used to inspect baggage, cargo, people, vehicles and other objects for weapons, explosives, drugs and contraband. Rapiscan security and inspection devices can be found in airports, border crossings, railway stations, seaports, government and military installations, and nuclear facilities.

This Sales professional will manage and oversee the business development and sales of Security Products and Solutions to Federal Government Customers internationally, including the Department of Defense (DOD) and other U.S. Government customers. The ideal candidate will have a strong background in international relations, defense acquisition, and Foreign Military Sales (FMS), with a deep understanding of the FMS process, policy, regulations, and procedures.

• Lead and manage International/FMS programs from inception to completion, ensuring compliance with DoD/DOS policies and regulations.
• Oversee the development, negotiation, and implementation of FMS cases.
• Collaborate with foreign governments, U.S. defense contractors, and various DoD agencies to facilitate the sale and transfer of defense articles and services.
• Serve as the primary point of contact for foreign customers.
• Negotiate terms and conditions of FMS agreements, ensuring all contractual obligations are met.
• Work closely with legal and contracting teams to draft and finalize agreements.
• Monitor and manage program budgets and prepare financial reports and forecasts.
• Ensure all FMS activities comply with U.S. laws, regulations and policies, and submit required reports to Congress and other oversight bodies.
• Identify and mitigate risks associated with FMS programs by developing and implementing risk‑management plans.
• Stay current with industry best practices and emerging trends in defense sales.
• Provide administrative sales support, manage sales data, conduct sales research, and maintain sales records.
• Respond to customer inquiries, prepare documents and analysis to support reporting and sales objectives.
• Maintain and update sales and customer records in CRM systems, Excel, and other databases.
• Generate sales reports, forecasts and trends, update dashboards, and recommend solutions.
• Conduct sales research to identify leads and market trends using tools such as FBO, Bloomberg, and Gov Win.
• Travel up to 30% of the time.
• Uphold the company’s core values of Integrity, Innovation, Accountability, and Teamwork.
• Demonstrate behavior consistent with the company’s Code of Ethics and Conduct.
• Report quality problems or defects to management for corrective action.
• Follow corporate policies and technical procedures.
• Assist in other cargo opportunity development as assigned.
• Perform duties modified or assigned at any time to meet business needs.

• Bachelor’s degree or higher in International Relations, Business Administration, Defense Acquisition, or a related field.
• Up to 15 years of experience in foreign military sales, defense acquisition, or a related field, especially with the Department of Defense or Department of State.
• In-depth knowledge of FMS policies, regulations, and procedures, including the Arms Export Control Act (AECA) and International Traffic in Arms Regulations (ITAR).
• Excellent communication and interpersonal skills, and the ability to work with strong personalities.
• Strong program management skills to lead and manage FMS programs.
• Excellent negotiation skills for FMS agreements.
• Strong financial management skills for program budgets.
• Ability to work effectively in a fast‑paced, dynamic environment.

Effective verbal and written communication skills in English. Ability to deal tactfully with others, handle sensitive and confidential information, work independently, gather and summarize data for reports, resolve administrative problems, and prioritize work.

The specific programs and options available to any given employee may vary depending on eligibility factors such as geographic location and date of hire. Salary information is a general guideline only; salaries are based upon candidate experience, qualifications, market and business considerations.

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