Sales Manager -Defense

POSITION SUMMARY:

The Sales Manager – Defense is an individual contributor, technically-deep role responsible for driving UEA’s sales activities across the U.S. and allied defense, military, and aerospace markets, with full ownership of all Defense accounts, programs, and revenue. The role covers Tier-1 U.S. defense primes, sub-tier defense contractors, U.S. Department of Defense (DoD) program offices, allied government end users, defense system integrators, and authorized defense distributors. The Sales Manager – Defense cultivates existing accounts and develops new business opportunities by establishing capture plans and program-level sales goals, executing customer-focused sales strategies, and consistently meeting Sales, Revenue, and Margin objectives for the Defense segment.

Actively promote UEA’s Defense product value (custom slip ring assemblies, fiber optic rotary joints (FORJs), RF/media rotary joints, hybrid combination units, and integrated rotary interface solutions for radar, SATCOM, electro-optic/infrared (EO/IR), ground vehicles, remote weapon stations, naval, airborne, unmanned, missile and space platforms). Vet, shape and qualify new design concepts at the requirements stage; work closely with the Innovation team to translate emerging defense application needs into differentiated UEA solutions; gather market intelligence on programs of record, modernization initiatives, competitive activity, and DoD acquisition trends; develop leads and qualify opportunities; communicate business opportunities and collaborate with a cross-functional team that includes Engineering, Innovation, Customer Service, Marketing, Supply Chain, Quality, Compliance and Manufacturing to determine direction and assure realization of customer requirements and margin objectives.

Lead execution of UEA’s Defense growth playbook: (1) build named-account coverage at Tier-1 U.S. primes (e.g., RTX, Lockheed Martin, Northrop Grumman, General Dynamics, & others); (2) build coverage of program offices and acquisition stakeholders for radar / SATCOM / EO/IR / ground vehicle / RWS / naval / airborne / space / unmanned platforms; (3) lead the combination-unit (slip ring + FORJ + RF + media) value proposition and design-in strategy; (4) own program-level support as opportunities convert from design-in to qualification to LRIP to full-rate production; (5) ensure UEA’s technical, commercial and compliance posture is positioned for ITAR, FAR/DFARS, CMMC, DPAS, TAA, and end-user due diligence requirements. Target outcome is a ramp from under $1M to a $5–8M+ annualized Defense run rate over 5 years, with measurable interim pipeline and design-in milestones at 6–12 months from hire.

Be prepared to play a program manager role as opportunities convert into qualified programs requiring program-level support through commercialization — coordinating engineering reviews, qualification testing, first-article inspection, supplier audits, configuration management, and lifecycle support across UEA’s internal functions and the customer’s program office. Provide technical leadership in vetting new designs and concepts brought forward by customers, primes, and the UEA Innovation team; assess feasibility, identify technical risks, scope design-in pathways, and translate customer requirements into producible, qualifiable UEA solutions.

Work in parallel with the Sales Representatives, Sale Managers and the National Sales Director, sharing market knowledge, account intelligence, and best practices to collectively achieve UEA Sales, Revenue, and Margin objectives. Provide input into department budget development and Defense account-level forecasts in collaboration with the Head of Sales and Controller; recommend prioritization of sales resources across Defense customers, programs, and geographies in alignment with strategic priorities. Other tasks, projects and duties as assigned by the Head of Sales.

REPORTING RELATIONSHIPS:

This position reports and is fully accountable to the Head of Sales. The Sales Manager – Defense is an individual contributor role with no direct reports. The position has end-to-end ownership of UEA’s Defense customer portfolio (U.S. and allied) and works in parallel and collaboratively with the Sales Representatives and the National Sales Director to ensure unified coverage of UEA’s products, markets, and regions. The position partners closely with Engineering, Innovation, Compliance, Quality, Customer Service, Supply Chain, Marketing, and Manufacturing to execute the Defense growth playbook, vet new designs and concepts, and provide program-level support as opportunities mature through commercialization.

REQUIREMENTS:

EDUCATION - Bachelor’s degree in Electrical Engineering, or equivalent electrical/electronics engineering coursework and practical technical background, is required. Degrees in Electronic, Mechanical, or related engineering disciplines may be considered where the candidate can demonstrate sufficient electrical fluency for defense rotary-interface applications. MBA, MS in Engineering, relevant technical post-graduate qualification, Program Management certification (PMP), or government contracting / DAU coursework is strongly preferred.

EXPERIENCE - Minimum eight (8) to twelve (12) years in defense business development, technical sales, capture, or program-oriented business development for a manufacturing company serving the defense, military, or aerospace sectors is required. Demonstrated fluency with FAR/DFARS and CMMC requirements is required. Strongly preferred experience includes: selling slip rings, fiber optic rotary joints (FORJs), RF/media rotary joints, hybrid combination units, or other complex electromechanical/rotary interface solutions into defense applications; selling into Tier-1 U.S. defense primes, defense innovation companies, and DoD program offices; capturing and growing programs through requirements shaping, design-in, qualification, LRIP, and full-rate production; working knowledge of ITAR, EAR/ECCN, DPAS, TAA, DSP-5, and end-user due diligence; working with Engineering and Innovation teams to vet new designs and translate customer requirements into qualifiable solutions; program manager or program lead exposure through commercialization; and familiarity with long-term agreements (LTAs), IDIQ contracts, sole-source justifications, and government contracting flowdowns. Professionalism, capture planning experience, and the ability to work well with others and effectively collaborate with cross-functional teams and peers is also required.

SKILLS - Exceptional listening, written, oral communication and professional selling skills are essential to effectively communicate and work with internal and external entities at technical, engineering, program, commercial and executive levels. Electrical engineering fluency or applied technical background sufficient to understand signal integrity, EMI/EMC, power transmission, fiber optics, RF, materials selection, and environmental qualification considerations is required. Strong commercial acumen, including the ability to interpret FAR/DFARS contract flowdowns and understand CMMC implications in the sales/capture process, is required. Strongly preferred skills include the ability to construct, negotiate and close blanket POs, supplier agreements, IDIQ vehicles, and long-term agreements (LTAs); read program-of-record data, DoD budget cycles, OPN/RDT&E/Procurement line items, and competitor positioning; and translate those inputs into account-level capture plans. Technology proficient with electronic communication, MS Office Suite, and CRM/ERP software (HubSpot/Syteline or equivalent) along with the ability to operate general office equipment (printer, computer, etc.) is essential. Must be a goal-oriented, self-starter with the ability to interpret an extensive variety of technical details, process and deal with several abstract and concrete variables. Adaptable with a strategic and tactical mindset is crucial to effectively prioritize and manage multiple concurrent assignments across customers, programs, and geographies, in addition to meeting time and budgetary constraints. Demonstrated ability to operate independently while collaborating effectively with peers is required. U.S. Person status may be required where access to ITAR-controlled technical data is necessary.

PHYSICAL - Regularly required to sit, stand, walk, operate vehicles, talk, and hear (with mechanical assistance if necessary) sufficiently to understand and comprehend individual one-on-one conversations. Possess specific vision abilities including near vision, distance vision and ability to adjust focus (with corrective lenses if necessary). A current and valid driver’s license and maintaining insurability for operation of company vehicles, and a valid passport for international travel, is required to perform the essential duties of this position. Must be able to access defense prime manufacturing facilities, government installations, depots, shipyards, test ranges, and program offices, which may include climbing stairs, navigating active manufacturing and military environments, and meeting site-specific security and PPE requirements.

MENTAL - Must be able to read, write and speak English fluently and possess the ability to communicate clearly on technical, program, and business levels while maintaining professional conduct. The ability to handle high pressure, high demand situations and manage programs with significant financial and schedule impact (including multi-million-dollar pursuits, long-cycle captures, and program-level commercialization) is critical. Discretion in handling controlled technical data, classified or export-controlled information, and customer-proprietary program information is required.

WORKING CONDITIONS:

The role of Sales Manager – Defense requires extensive travel (40–50%) for tradeshows (e.g., SOF Week, AUSA, & other similar events), exhibits, customer visits to defense primes, program offices, government installations, depots, and other necessary events, both domestic and select international (NATO/allied markets). The balance of this position’s time will be divided between a home office and UEA’s corporate headquarters located in Waverly, IA. This position will spend a significant amount of time visiting or working in a manufacturing or plant office setting which has typical factory hazards including noise, dust, blocked walkways and tripping hazards. United Equipment Accessories, Inc. functions in a real market environment that changes at various times of the year which occasionally may create high output or greater time pressure demands. This is an exempt position and completion of duties regardless of the number of hours or number of days worked per week is expected. Office hours will vary according to travel schedules and business demands.

ESSENTIAL DUTIES, RESPONSIBILITIES, AND MEASUREMENTS OF PERFORMANCE:

• Follow rules and processes as outlined in the Employee Handbook and Safety and Quality Manuals as to conduct and performance standards expected of all employees.

• Maintain a positive work attitude that reflects the UEA Core Values (Care, Hardworking/Dedicated, Creative Problem Solver, Knowledge Seeker, and Accountability).

• Own UEA’s entire Defense business: establish individual sales volume, revenue and margin goals; execute customer-focused capture plans; and personally own all Defense accounts, programs, and opportunities across U.S. and allied geographies, including Tier-1 primes, sub-tier defense contractors, DoD program offices, defense innovation companies, system integrators, and authorized defense distributors.

• Lead and execute the UEA Defense Growth Playbook: (1) build named-account coverage at Tier-1 U.S. defense primes and defense innovation companies; (2) build coverage of DoD program offices and acquisition stakeholders for radar / SATCOM / EO/IR / ground vehicle / RWS / naval / airborne / space / unmanned platforms; (3) lead the combination-unit (slip ring + FORJ + RF + media) value proposition and design-in strategy; (4) own program-level support as opportunities convert from design-in through qualification, LRIP, and full-rate production; (5) ensure UEA is positioned for ITAR, FAR/DFARS, CMMC, DPAS, TAA and end-user due diligence requirements.

• Vet new designs and concepts at the requirements stage — assess technical feasibility, identify risks, scope design-in pathways, and translate customer requirements into producible, qualifiable UEA solutions in close collaboration with Engineering and the Innovation team.

• Work hand-in-hand with the Innovation team to shape emerging defense application needs (counter-UAS, autonomous/unmanned systems, advanced ISR, modernized radar/SATCOM) into UEA solutions; serve as the voice of the defense customer back into Innovation roadmaps.

• Play a program manager role as opportunities convert into qualified programs — coordinate engineering reviews, qualification testing (per applicable MIL-STDs), first-article inspection, configuration management, supplier audits, and lifecycle support across UEA’s internal functions and the customer’s program office through commercialization.

• Build, foster and maintain lasting relationships with Defense customers at engineering, program, supply chain, commercial and executive levels through exceptional professional selling abilities; deliver technical sales presentations, provide expert product knowledge on slip ring assemblies, FORJs, RF/media rotary joints, and hybrid combination units, and demonstrate in-depth electrical and mechanical understanding of UEA’s rotary interface solutions.

• Promote product value at a variety of venues including but not limited to SOF Week, AUSA, Sea-Air-Space, Modern Day Marine, AOC, Farnborough, EuMW, prime supplier days, program-office technology days, and customer visits.

• Work in parallel with the Sales Representatives and the National Sales Director; share account intelligence, market insights, and best practices to ensure unified, coordinated coverage of UEA’s products, markets, and customers.

• Develop and execute Defense market expansion strategies across U.S. and allied geographies; identify and qualify program-of-record opportunities; ensure full compliance with ITAR, EAR/ECCN, FAR/DFARS, CMMC, DPAS, TAA, DSP-5, and other applicable regulations for all defense transactions and cross-border activity.

• Lead capture planning for major pursuits — including price-to-win analysis, technical differentiation, competitor positioning, proposal strategy, sole-source justifications, and color-team reviews — in collaboration with Engineering, Finance, Compliance and the Head of Sales.

• Negotiate and close blanket POs, supplier agreements, IDIQ vehicles, sole-source agreements, and long-term agreements (LTAs) with Tier-1 primes and program offices to convert transactional buyers into programmatic, repeat customers.

• Gather Defense market intelligence — programs of record, DoD budget lines, prime award activity, modernization initiatives, competitor pricing — and translate it into TAM penetration plans, design-in targets, and account-level capture plans.

• Collaborate with multiple functional areas including Engineering, Innovation, Customer Service, Marketing, Supply Chain, Quality, Compliance and Manufacturing; communicate Defense sales opportunities, customer feedback and suggestions on product enhancements (e.g., combination-unit standardization, ruggedization features, MIL-STD qualification packages) to help determine direction and assure realization of customer requests.

• Follow up on sales quotes, close deals on Defense product orders, and collaborate with Customer Service and Engineering to satisfy customer needs and meet UEA Sales, Revenue and Margin objectives.

• Schedule all travel arrangements, hotel and car rentals (as applicable), and publish travel schedule and UEA office visits via Outlook Calendar.

• Provide input into the department budget and Defense account-level forecasts with the Head of Sales and Controller; recommend allocation of sales resources according to sales volume goals and business strategy and within policy guidelines.

• Make every effort to use the most cost-effective methods in travel and customer entertainment expenditures; ensure accurate and timely submission and approval of department or personal expense reports and vehicle mileage logs.

• Monitor personal sales activities and progress on Defense growth initiatives; provide regular pipeline, forecast, capture status, and performance reporting to the Head of Sales — including a Defense dashboard view (programs of record covered, named accounts engaged, active design-ins, qualified pipeline, bookings vs. plan).

• Identify and pursue individual training opportunities to enhance product knowledge, defense market expertise, compliance (ITAR, FAR/DFARS, CMMC) currency, and sales and technology skills in collaboration with Human Resources and other functional areas as appropriate.

• Maintain current and prospective Defense customer database, ensuring up-to-date and accurate utilization of the CRM/ERP system and sales portals.

• Maintain strict confidentiality of private, controlled, and export-controlled information; request utilization of non-disclosure agreements and proprietary information agreements to ensure protection of company and customer intellectual property, trade secrets, and program-sensitive information.

• Consistently and effectively identify, manage and complete multiple responsibilities accurately, timely and within budget including communication and follow-through on information, status updates, and responses to the appropriate people.

• Maintain professional and collaborative business relationships with visitors, customers, suppliers and employees at all levels of the organization.

• Lead by example; model good judgment, reasoning, and ethical conduct in all business interactions.

• Maintain professional conduct and appearance appropriate for the position and situation.

• Demonstrate physical, regular, and punctual attendance and communicate scheduled and unscheduled absences in advance.

• Perform other tasks, projects and duties as directed by the Head of Sales.

KEY PERFORMANCE TARGETS – 6 TO 12 MONTHS FROM HIRE:

• Qualified Defense Pipeline: Build a qualified Defense pipeline of $15M+ across Tier-1 primes, defense innovation companies, and DoD program offices within 12 months of hire.

• Year-1 Bookings: Deliver $1.5M+ in Defense bookings within 12 months of hire (vs. <$1M baseline at start).

• Named-Account Coverage: Establish active engagement with 6+ Tier-1 U.S. defense primes and 5+ defense innovation companies / program offices.

• Active Design-Ins: 10+ active design-in pursuits across radar/SATCOM, EO/IR, ground vehicle/RWS, airborne/UAS, and naval applications.

• Combination-Unit Wins: At least 2 design-in wins for hybrid combination units (slip ring + FORJ + RF + media) that demonstrate UEA’s differentiation.

• Program Conversions: 1+ opportunity converted from design-in to qualification or LRIP, with UEA providing program-level support through commercialization.

• Compliance Posture: Defense pipeline fully classified for ITAR/EAR/CMMC/DPAS exposure; sole-source / TAA / DSP-5 strategies documented for each pursuit.

• Defense Dashboard: Operational Defense reporting dashboard in place tracking programs of record, named accounts, design-ins, qualified pipeline and bookings vs. plan.