Regional Sales Manager

Company Overview

ARA is a leading C5ISR company that designs, manufactures, tests and installs innovative technologies that provide the national security community with unparalleled situational awareness, threat detection, and communications capabilities.

Our disruptive, integrated solutions, assemblies and subsystems rise to the challenging demands of discerning, mission-critical customers.

We leverage our capabilities to meet and exceed the requirements of our customers and empower them to remain ahead of evolving threats and complexities in a dynamic security landscape.

Our Product Portfolio Includes:

Electronic Warfare: Antenna Solutions (Jamming, SIGINT, ELINT, Directional Finding), Airborne Systems (Interferometer Arrays, ISR Arrays, Low Profile Conformal Phased Arrays), Threat Emitter Systems (Active Electronic Steerable Arrays, AESAs, PESAs & Parabolic Solutions), Electronic Counter Measure Systems (Wide-band, High Power AESAs) & Signal Mitigation, Low Observable (LO) Radiation Controlled Products.

MILCOM: UHF/MOUS SATCOM Data Links (Aircraft, Vehicle, Fixed Site & Man-Portable), Smart Antennas, Smart Munitions & RF Sensors

RADAR: AESA Radars (Tactical IFF Systems, Missile Seekers), Weather & Coastal Radars (Feeds, Reflectors and Pedestals).

SATCOM: VSAT Terminals, Feeds & Reflectors, Multi-Band, Multi-Orbit AESAs

Job Summary

We are seeking a highly motivated Regional Sales Manager that will maintain and expand relationships with strategically important customers. The Regional Sales Manager is responsible for achieving annual standard product sales goals, identification of strategic account objectives, management of a regional product sales team and management of sales representatives globally.

The Regional Sales Manager represents the entire range of standard ARA products and services to assigned customers, while leading the customer account planning cycle and ensuring assigned customers’ needs and expectations are met by ARA.

Job Responsibilities

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Meets assigned targets for profitable product sales volume and strategic objectives for the enterprise.
• Proactively leads to a joint, strategic account planning process that develops mutual performance objectives, financial targets, and critical milestones for a one and three-year period.
• Establishes productive, professional relationships with key personnel in key customer accounts.
• Identifies ARA technology solutions for standardization into a product offering.
• Coordinates the involvement of company personnel, including support, service, and management resources, to meet account performance objectives and customers’ expectations.
• Proactively assesses, clarifies, and validates customer needs on an ongoing basis.
• Leads solution development efforts that best address customer needs, while coordinating the involvement of all necessary ARA personnel.
• Accurate and up to date customer procurement forecasting; identifying and calibrated input from customer staff, influencer, and decision makers within the account and or program of interest.
• Salesforce CRM reporting, and regular periodic tracking updates, including stage management, value, PGO, PWIN, and closing dates.
• Adopting and developing knowledge of standard antenna product lines.
• Provide input for marketing and communications campaigns.
• Other duties as assigned.

Position Qualifications

Competency Statement(s)

• Accountability - Ability to accept responsibility and account for his/her actions.
• Job Knowledge- Understand facets of job, aware of duties and responsibilities, keeps job knowledge current.
• Communication – Ability to communicate thoughts clearly, both oral and written.
• Dependability – Meets deadlines, works independently, accountable, maintains focus, good attendance record.
• Quality – Strives to eliminate errors, accurate work is a priority, seeks opportunities to improve products/services.
• Ethics – Honest, accountable, maintains confidentiality.
• Initiative – Acts, seeks new opportunities, strives to see projects to completion.
• Decision Making – Able to reach a decision, takes thoughtful approach when considering others, makes difficult decisions.
• Customer Service – Works well with customers, promotes a positive image of the company, strives to solve issues raised by customers.
• Sales Skills – Understands marketplace, works to meet prospect/customer needs, effective closing technique.
• Technical Skill – Maintains current knowledge of processes/equip, uses technology to increase performance/productivity.
• Sales Goal – Strives to maintain sales quota, respect, and achieve sales goals.

Qualifications and Skills

In compliance with federal law, all persons hired will be required to verify identity and eligibility to work in the United States and to complete the required employment eligibility verification form upon hire.

• More than five (5) years’ industry experience in business capture.
• Working knowledge of RF technologies and UHF antenna systems.
• Understanding of DoD major communication programs and associated acquisition cycles.
• Ability to work with both prime contractors and DoD end users.
• Knowledge of account relationship management strategies.
• Ability to both create and close deals.
• Critical thinking and ability to solve problems.
• Understanding of DoD contracts.
• Proficiency in CRM software, such as Salesforce.
• Military experience, a plus.
• Ability to qualify for security clearance, a plus.

Education:

• Bachelor’s degree (Engineering or Business or a related field a plus).

Antenna Research Associates, Inc. and its subsidiaries encourage diversity in the workplace; we are an Equal Opportunity Employer. Race/Color/Gender/Sexual Orientation/Gender/ Identity/Religion/National Origin/Disability/Veteran.

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