Sales Engineer - Defense & Aerospace

Job Description

About Us:   TCLAD is a leading provider of high-reliability Printed Circuit Boards (PCBs) specializing in innovative thermal management solutions for high power applications. We are at the forefront of designing and manufacturing high performance, mission-critical Thermally conductive PCBs, Thermal Interface Materials, Components and Liquids with industry leading advanced performance materials.  Our expertise in advanced thermal materials and proprietary manufacturing processes enables our customers to push the boundaries of performance and reliability in their electronic systems. We are seeking a driven and strategic Business Development Manager to join our dynamic team and expand our footprint within this critical market.

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Job Summary: The Sales Engineer will be a key driver of our growth strategy. This individual will be responsible for identifying and capturing new business opportunities within the hardware applications, with a specific focus on Defense and Aerospace applications requiring sophisticated thermal management solutions. The ideal candidate will possess a deep understanding of the defense procurement lifecycle, a strong network of contacts within the industry, and the technical aptitude to effectively communicate the value of our specialized thermal PCB and other solutions.

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Essential Duties and Responsibilities:

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• Duties:
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• This role identifies and works with customers to design in solutions that create measurable customer and operational value using technical knowledge of product offerings and applications to support and build sales, with key focus areas of Defense and Aerospace.
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• Meet or exceed key metrics for revenue growth, operating profit, and market share in regional target sectors – across the whole product range.
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• Generate unique value for key target companies and OEM’s.
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• Initiate, maintain and grow influential client relationships with key accounts and ensure effective and constant lead generation in liaison with customers.
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• Responsibilities:
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• Strategic Business Development: Identify, qualify, and secure new business opportunities with prime contractors, tier-one suppliers, and government agencies. Researches and presents reports showing potential customers the cost benefit of purchasing company products or services.
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• Market Penetration: Develop and execute a comprehensive market strategy to increase penetration of TCLAD's thermal PCB solutions in key programs and platforms.
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• Relationship Management: Cultivate and maintain strong, long-lasting relationships with key stakeholders, including engineering leads, program managers, and procurement officers.
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• Technical Sales: Effectively articulate the technical advantages and value proposition of our thermal management solutions to both technical and non-technical audiences. Provides technical training to clients and communicates customer feedback for future product developments.
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• Pipeline Management: Manage the entire sales cycle from lead generation to contract award, maintaining an accurate and robust sales pipeline in our CRM system.
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• Proposal Development: Lead and contribute to the development of compelling proposals, bids, and responses to Requests for Information (RFIs) and Requests for Proposals (RFPs).
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• Market Intelligence: Stay abreast of industry trends, market dynamics, competitor activities, and emerging technologies in electronics and thermal management.
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• Cross-Functional Collaboration: Work closely with our internal engineering, manufacturing, and quality teams to ensure seamless project execution and customer satisfaction.
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• Industry Representation: Represent TCLAD at industry trade shows, conferences, and networking events to enhance our brand visibility and generate new leads
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Qualifications and Skills:

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• Experience: A minimum of 5-7 years of successful business development or technical sales experience within the Defense and Aerospace markets, with a proven track record of increasing sales.
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• Industry Knowledge: Proven experience selling electronic components, preferably PCBs or related thermal management products, to customers.
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• Technical Acumen: A strong understanding of electronics, thermal management principles, and the challenges of designing for high-reliability applications. An engineering background is highly desirable.
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• Network: An established network of contacts within major customers and their supply chains.
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• Communication: Exceptional verbal and written communication skills, with the ability to present complex technical information clearly and persuasively.
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• Strategic Thinking: Demonstrated ability to think strategically, identify market opportunities, and develop and execute successful business plans.
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• Self-Motivation: A proactive, results-oriented individual who can work independently and as part of a team.
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• Education: Bachelor’s degree in Engineering (Electrical or Mechanical preferred), Business, or a related field. Experience may be considered in lieu of a degree
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• Citizenship: Must be a U.S. citizen and be able to obtain and maintain a security clearance if required.
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• Travel: Up to 50% to travel as needed to meet with customers and attend industry events.
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Personal Attributes:

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• Strategic thinker with a proactive approach.
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• Strong analytical and problem-solving skills.
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• Ability to work in a fast-paced, dynamic environment.
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• High level of integrity and professionalism.
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