Vertical Sales Manager - Military

Position Summary:

Astrodyne TDI is looking for a Vertical Sales Manager (VSM) as part of our ambitious expansion plans in the defense market. The VSM is responsible for success in this market segment, expressed in terms of increased customer engagement and effective design-ins into new programs.

The VSM will own the GTM strategy for the vertical, work closely with our regional sales structure, partners and maintain relationships with key players at strategic accounts. The VSM represents AstrodyneTDI at the customer, has the authority to negotiate on behalf of the Company, and furthers the Company’s interests.

 

Job Responsibilities:

• Develops a business plan for the penetration of accounts and the growth of sales of the Company’s products to customers in the assigned vertical.
• Implement defined strategies and tactics to achieve budgeted sales and targeted new account acquisition quota.
• Establishes and builds professional relationships with Key Accounts. Demonstrated existing relationships at Northrop Grumman, Lockheed Martin, BAE, Raytheon, General Dynamics, and other strategic target accounts is a requirement.
• Prepares, recommends and negotiates pricing, terms and conditions for quotations (RFQ's) blanket agreements and contracts for management approval.
• Works closely with the FAE assigned to the region and in conjunction with Marketing and Engineering teams, creates effective proposals and RFP/RFQ responses that identify prospects’ needs and requirements and outline our solution and value proposition.
• Proactively manages and maintains a high level of customer satisfaction within existing account base.
• Drives on-going, proactive qualification, management and progression of sales leads and prospects.
• Coordinates the resolution of customer concerns, complaints and corrective actions.
• Attends trade shows and other market/industry events and possibly acquires speaking engagements.
• Maintains the SalesForce.com database of opportunities and contacts

 

Supervisory Responsibilities:

• Possesses the ability to influence and motivate other internal organizations, that are not direct reports, to achieve solutions for customers and drive revenue growth.
• Demonstrates a consultative approach and ability to make recommendations to Company prospects with solutions that can meet their requirements.
• Must have capability to refine existing information and further develop and qualify leads/opportunities through referrals, networks, trade shows, web resources, and other methods to enhance the opportunity pipeline.

 

Qualification: 

• Bachelor’s degree in engineering preferred or equivalent combination of education and experience. Experience with Power Supply, EMI Filter and Transformer is a plus. A minimum of 10 years of experience in the territory with an established network of contacts in the Military markets. Tenacity, skill, and customer focus are essential.
• The VSM must be able to travel extensively to customers, prospects, and to manufacturer’s reps in order to drive additional new business.  

Preferred Qualifications: 

• An aggressive, take-charge personality combined with professionalism and sales “know-how” will define the successful VSM.

 

Work Environment and Physical Demands:

• Occasional, Saturdays necessary to fulfill job requirements.
• Overnight travel is expected to average 50% within territory on a weekly basis, plus out of region as the need arises.
• Must be able to drive a car and be insurable.
• Ability to understand others, articulate verbal direction and instruction, give feedback to operators and brainstorm with customers and engineers.
• Due to Military affiliations, we are unable to sponsor candidates who require a Visa. Candidates MUST be a US Citizen or a Permanent Resident/Green Card Holder.

 

Salary Range: $170,000-$195,000