Barnes · 1 month ago
Sales Manager - Military & Defense, North America
United States
Full-time
Remote
Senior Level
5+ years expBarnes is seeking a Sales Manager for the Military & Defense sector in North America. The role involves expanding the company's presence through strategic business development and key account management, particularly with manufacturers of heavy military vehicles and government procurement entities.
AerospaceIndustrialMachinery ManufacturingManufacturing
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
Qualification
Required
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
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
Preferred
Prior military service or direct experience supporting Department of Defense (DoD), aerospace, or defense contractor programs will be strongly preferred
Bachelor's degree in engineering or business, preferred
Equivalent military experience or combination of education and industry experience will be considered
Company
Barnes
Barnes is an industrial and aerospace manufacturer that develops automation solutions and applied technologies.
5001-10000 employees
Funding
Current Stage
Public CompanyTotal Funding
unknown2024-10-07Acquired
1978-01-13IPO
Leadership Team
Stefan Kruppa
Dr.-Ing./Vice President R&D, Molding Solutions
Patrick J. Dempsey
Executive Vice Chairman
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