Sales Manager–Military & Defense, North America

The Sales Manager – Military & Defense, North America plays a critical role in expanding the company’s presence in the military and defense sectors through strategic business development and key account management. This role is responsible for cultivating deep relationships with military and defense customers — including OEMs, Tier 1 suppliers, and government procurement entities — by aligning the company’s solutions with complex defense requirements.

This individual will leverage their understanding of military procurement processes, specifications, and compliance frameworks to identify opportunities, win new business, and grow existing accounts. Candidates with prior military service or direct experience supporting Department of Defense (DoD), aerospace, or defense contractor programs will be strongly preferred. The position requires close collaboration with engineering, product management, and operations teams to deliver technically sound, compliant, and cost-effective solutions for critical defense applications.

ESSENTIAL DUTIES & RESPONSIBILITIES:

• Develop and execute a proactive commercial strategy focused on growth within U.S. and allied military and defense markets.
• Identify and pursue new opportunities with defense OEMs, MROs, and system integrators, leveraging a strong understanding of DoD procurement, contracting, and supplier qualification processes.
• Lead technical discussions and program reviews with military customers, providing viable engineering and commercial solutions for applications such as hatches, seats, access panels, and weapon system components.
• Partner with engineering and program management to ensure compliance with AS9100, ITAR, and customer-specific quality standards.
• Establish relationships with key defense primes and subcontractors to expand our footprint in the defense supply chain.
• Consistently meet sales activity KPIs and annual revenue growth targets.
• Maintain accurate and current customer records, program updates, and opportunity pipelines in Salesforce CRM.
• Forecast and report on program status, bid opportunities, and market trends within the defense and aerospace sectors.
• Represent the company at defense industry trade shows and government supplier events, following up on leads and building long-term partnerships.
• Collaborate cross-functionally to ensure quotes, proposals, and contracts meet technical and regulatory requirements.
• Negotiate contracts, pricing, and terms within established division policy standards and DoD compliance parameters.
• Provide regular communication and reporting to management regarding program performance, pipeline health, and market intelligence.
• Perform other duties as assigned by management.

• Adherence to the Company Code of Business Ethics and Conduct is required.

MINIMUM QUALIFICATIONS:

To perform this position successfully, an individual must be able to perform each job duty satisfactorily. The requirements listed below are representative of the knowledge, skills, and/or abilities required. Reasonable accommodations may be made to enable individuals with disabilities to perform essential duties.

Required Education:

• B.S. Degree in Engineering or Business is preferred
• Equivalent military experience or a combination of education and industry experience will be considered.

Required Length & Type of Experience:

• Minimum 5–7 years of experience in B2B sales or program management within military and defense manufacturing.
• Direct experience selling or supporting defense and government contracts, with a strong understanding of procurement pathways, DFARS/FAR, and contracting processes.
• Experience in technical sales or engineering solutions is strongly desired.
• Prior military service or direct experience supporting Department of Defense (DoD), aerospace, or defense contractor programs will be strongly preferred.

Knowledge, Skills & Abilities: 

• Deep understanding of military acquisition processes, defense budget cycles, and supply chain structures.
• Ability to interpret military specifications (MIL-SPEC), engineering drawings, and technical documentation.
• Strong communication and presentation skills for interfacing with program offices, procurement officers, and technical personnel.
• Demonstrated success developing relationships with DoD agencies, defense primes, and tiered subcontractors.
• High energy level with a results-oriented, mission-driven mindset.
• Proficient in Microsoft Office and CRM platforms (preferably Salesforce).
• Strong organizational and negotiation skills with attention to compliance, documentation, and follow-through.

Core Competencies:

• Instills Trust
• Business Insight
• Collaborates
• Communicates Effectively
• Drives Results

PHYSICAL DEMANDS: 

The characteristics listed below are representative of the physical demands required by an individual to successfully perform the essential duties of this position. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential duties.

• While performing the duties of this job, the employee is regularly required to stand, walk and sit; use hands to finger, handle, or feel; and reach with hands and arms. 
• The employee is frequently required to talk and/or hear. 
• Specific vision abilities required by this job include close vision, color vision, depth perception, and ability to adjust focus.
• Ability to effectively interface with customers for a full workday.

WORK ENVIRONMENT:

The characteristics listed below are representative of the work environment typically encountered by an individual while performing the essential duties of this position. Reasonable accommodations may be made to enable individuals with disabilities to perform essential duties.

• While performing the duties of this job, the employee is exposed to a normal office environment.
• Ability to travel 20-30% of the time to customers, suppliers, and other locations.