Job Summary:
This position is focused on High Power Microwave (HPM) and Electronic Warfare (EW) applications for US Military markets. Develops sales and marketing strategy, with other ThinKom stakeholders, and leads execution of this strategy. Grows business by developing relationships with key decision makers and influencers at customers and potential customers. Drives sales growth through identifying and developing sales opportunities, getting opportunities to bid, facilitating negotiations and closing sales of HPM/EW products and/or services in US Military markets. Sales include both US Government direct and to Prime Contractors.
Essential Job Duties and Responsibilities:
- Senior sales person, leading sales activities related to High Power Microwave (HPM) and Electronic Warfare (EW) markets
- Works directly with the Vice President of HPM & EW for input on key sales opportunities to focus on and key product/capability types for which to pursue opportunities
- Identifies market trends and provides competitive assessments through staying abreast of industry developments and related events, publications, and announcements
- Identifies and targets new customers and new sales opportunities, initiates action plan to approach and secure new business for the Company
- Develops Sales & Marketing strategy and objectives for the HPM & EW markets, in collaboration with the VP of Defense & Space Sales, VP of HPM & EW and senior ThinKom management
- Develops and/or maintains and improves business relations with HPM & EW customers and potential customers of the Company, including key US Department of Defense offices and Primes
- Identifies and recommends key potential partners for ThinKom to work with on specific HPM & EW product types and/or opportunities
- Locates or proposes potential business opportunities, identified through sales and marketing efforts
- Screens potential business deals by analyzing market dynamics, opportunity requirements and potential, and probability ThinKom will be successful with the specific opportunity
- Develops and recommends negotiating strategies and positions; examining risks and potentials; estimating customer’s and partner’s needs and goals
- Facilitates negotiations between ThinKom and the customer in order to close the given sale
- Updates job knowledge by participating in educational opportunities; reading professional publications; maintaining personal networks; and participating in professional organizations applicable for the HPM & EW markets
- Participates in the development of the Strategic Marketing Plan for the Company
- Protects ThinKom by keeping information confidential and always behaving in a professional and ethical manner
- Enhances organization reputation and branding recognition through professional interpersonal skills, integrity and responsiveness
- Other duties and tasks as assigned
Skills and/or Experience Needed:
- 5 years of sales and/or business development in US Military markets, or equivalent industry experience
- Customer relationship experience – established relationships with key decision makers and influencers and/or the ability to effectively establish them
- Ability to develop and execute on a Sales Plan
- Demonstrated skills in organizing and tracking progress toward objectives
- Must be eligible to obtain and hold a US DoD Security Clearance
- Interpersonal skills to constructively manage interactions and working relationships with other ThinKom personnel and customers
- Reasonably proficient in computer applications: MS Word, Excel and PowerPoint
- Prospecting and closing skills – motivated to ‘close the sale’
- Ability to discern Customer needs and motivations
- Market knowledge and ability to assimilate related information effectively and then distribute effectively and efficiently to the broader relevant ThinKom team
- Strong presentation skills
- High energy level
- Creative, with strong work ethic
- Professionalism
- US DoD Secret Clearance, minimum
Language Skills:
- Requires strong interpersonal and presentation skills, able to effectively present information and respond to questions from groups of management and/or customers
- Must be able to communicate effectively, both written and verbal to employees at all levels within ThinKom and with outside customers
- Reasoning Ability:
- Ability to communicate calmly in a well thought out manner
- Must have strong organizational ability to effectively manage pursuits of many customers and opportunities simultaneously and meet required deadlines
- Must be able to work effectively with the applicable ThinKom personnel to make decisions and diplomatically accept the outcome
Additional Skill and Experience Preferred (Not Required):
- Engineering related training or work experience
- US DoD Top Secret Clearance
Physical Demands:
- Ability to travel up to 60% of the time
- This position requires engagement with various disciplines throughout the company in responding to customer technical questions and proposals
- This position uses a computer terminal to access, input, and retrieve data
- This position may be subject to frequent or occasional job interruptions which may cause a change in immediate priorities and/or work focus
- While performing duties of this position, employee is occasionally required to stand, walk, sit, stoop, reach, and/or bend
- Occasionally required to lift, push, or pull a maximum of 50 lbs.
- Subject to irregular and/or extended work hours
- Must be able to work in an environment that may be subjected to occasional loud noises, hazardous materials and chemicals
Salary Range - $150k - $200k with Large Bonus potential and Stock Options.
Generous benefits including: Medical, Dental, Vision, Disability, Life, 401k Matching (4%), PTO, paid Holiday.
ThinKom Solutions is an Equal Opportunity Employer
ThinKom Solutions is a Drug and Alcohol free working environment with a zero-tolerance policy.