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Job Details


Regional Sales Manager - Aviation and Critical Infrastructure ( R-00050375 )

Aerospace and Aviation

Process Manager



Reston, Virginia, United States


Job Description:

The Security Detection and Automation Group has an opening for a Regional Sales Manager the United States Aviation (Airports and Airlines) and Critical Infrastructure (Non CBP) Markets.

Primary Responsibilities

  • Achieves a booking revenue plan and sets appropriate objectives and forecasting accuracy for distributors and representatives to meet desired revenue goals. Forecasting of agents and representatives is reviewed on a monthly basis, at a minimum.
  • Establishes a rolling twelve (12) month bookings pipeline that is reviewed and updated on a continual basis.
  • Plans a thirty six (36) month sales funnel for the region.
  • Qualifies and directs sales activities for sales agents in the assigned region, compliant with corporate/division guidelines.
  • Understands and assimilates the latest technologies and market data to create account propositions and competitive solutions for high value opportunities.
  • Establishes a communication path between the company and the customer to ensure customer satisfaction. Develops and supports timely resolution to customer issues.
  • Responsible for maintaining bookings opportunities and customer contacts in the Company’s customer relationship management (CRM) database.
  • Identifies, qualifies, and negotiates channel alliances with domestic organizations (i.e. integrators, manufacturers, service providers) to leverage market coverage.
  • Assembles and leads multi-disciplinary teams to recommend new application and product features and strategy for the strategic account or territory.

Basic Qualifications

  • Bachelor's degree and at least 8+ years of related business development experience
  • Minimum of 5 years of Aviation sales experience and domain expertise
  • Organize and execute significant BD/sales activities, including building pipelines, assessing win probability, and executing customer call plans
  • Demonstrated collaboration skills and ability to interact and build relationships with key customer organizations and industry partners
  • Ability to work in a matrixed organization
  • Proven track record of winning new business and pipeline management across multiple customer organizations and program offices at a variety of acquisition sizes
  • Experience in successfully achieving multi-million dollar new business sales quotas.
  • Travel as required, up to 50% per month
  • Ability to use automated tools such as Microsoft Office to present ideas, information, and reports and a customer relationship management to track opportunities and manage pipeline.

Preferred Qualifications

  • Ability to obtain a secret clearance
  • Established relationships and experience winning new business with key domestic (United Airlines, American) customers
  • Advanced degree preferred
  • Experience in aviation security and Critical Infrastructure market

External Referral Bonus:Eligible

Potential for Telework:Yes, 100%

Clearance Level Required:None

Travel:Yes, 50% of the time

Scheduled Weekly Hours:40


Requisition Category:Professional

Job Family:Sales

Pay Range: