Director of Sales, Aviation & TSA

Overview

Our client is a global leader in the development, manufacture and management of security and detection solutions designed to make the world a safer place. Their technology provides threat detection and screening solutions security.

Director of Sales – Aviation & TSA

Overview

Our client is a global leader in the development, manufacture and management of security and detection solutions designed to make the world a safer place. Their technology provides threat detection and screening solutions security. As a global leader, they span 21 global offices, seven manufacturing sites and five R&D centers, with a global network of 3,000 dedicated colleagues contributing towards over 40 years at the front line of advances in safety and security.

Job Description

The Director of Sales is responsible for leading and executing the commercial strategy programs across the United States. This role owns order intake, revenue growth, margin performance, and long-term contract positioning for advanced X-ray, CT, and explosives detection systems, software, and lifecycle services.

Responsibilities

• Develop and implement sales strategies and tactical plans to achieve revenue targets in the USA.
• Identify and pursue opportunities in aviation security markets, with all potential airports, airlines and the Transportation Security Agency (TSA).
• Manage the entire sales cycle from prospecting to negotiation, closure, and after-sales support.
• Build strong relationships with key decision-makers, including aviation authorities, airport executives, airline executives and integrators.
• Identify and respond to RFPs, RFQs, and other procurement opportunities.
• Develop strategic partnerships to position the company as a preferred provider of detection solutions.
• Conduct market research to understand customer needs, competitive landscape, and emerging trends.
• Provide insights and feedback to product and marketing teams to ensure solutions align with market demands.
• Position the company’s innovative, reliable, and cost-effective solutions within the aviation security space.
• Collaborate with cross-functional teams, including marketing, engineering, and operations, to support sales initiatives.
• Mentor and lead junior sales professionals, fostering a high-performance sales culture.
• Build positive relationships within the Sales/Marketing and global organization.
• Work closely, and sometimes directly, with the Applications team to provide sales and technical support to regional Sales teams and Major Accounts Teams to resolve customer issues.
• Offer valuable insight into product development and improvement efforts to assist with future sales efforts.
• Work across functions to ensure the business is transacted accurately and within guidelines to the highest ethical standards.
• Ability to travel regularly to meet business objectives. Travel initiative is a critical requirement and is estimated at 50%.

Qualifications

Education/Training/Experience Requirements

• A minimum of five years’ experience as a sales director in a related business environment or complex matrix structure of a similar technology-focused industry.
• Previous experience in a sales/business development role.
• Successful track record in a high technology industry; Experience in the security industry is preferred.

Technical Knowledge, Skills and Abilities

• Ability to define/implement a sales and commercial strategy, resulting in sales growth.
• Exceptional program and project management skills, with the ability to coordinate and oversee multiple projects across multiple functional company departments.
• Proven ability to evaluate and act upon business information – trends, market and new product opportunities.
• Innovative self-starter with vision and savvy operating in a start-up type environment. Must have demonstrated ability to negotiate, make difficult decisions, influence and manage change.
• Ideal candidate must successfully pass a federal background investigation.
• The client offers a competitive salary package that is dependent on qualifications and experience, as well as a strong benefit package, plus participation in a company-wide bonus plan. For immediate consideration and faster response, please forward current resume to: Please include job #19685 in subject line. Please note that all candidates applying must be a US Citizen or Permanent Resident. Client will NOT sponsor.

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