Government Sales Respresentative

Description

Position Summary: The Government Sales Representative with UEA is a strategic and results-oriented individual is responsible for leading the company’s expansion into the military, defense, and security sectors. This position requires a proactive individual capable of leveraging established relationships and industry expertise to secure government contracts and subcontracts.

This role demands a self-motivated individual with outstanding communication, negotiation, and problem-solving skills to drive revenue growth and enhance UEA's market presence. Experience with government contracting processes, International Traffic in Arms Regulations (ITAR), Export Control Classification Number (ECCN) regulations, and proposal writing is highly valued. The successful candidate will play a critical role in shaping the future of UEA’s military, defense, and security offerings and will have opportunities to closely collaborate with engineering and product development teams to deliver innovative solutions to the market.

DUTIES AND RESPONSIBILITIES:

Sales Strategy Development and Market Expansion

• Develop and implement effective sales strategies to drive growth in the slip ring market within military, defense, and security sectors, ensuring compliance with ITAR and ECCN regulations.
• Conduct thorough market research to identify industry trends, customer needs, and the competitive landscape to maintain UEA's competitive positioning.
• Collaborate with internal teams, including R&D, marketing, supply chain, and engineering, to tailor slip ring solutions to specific customer requirements.
• Build and maintain strong relationships with government agencies, defense contractors, and industry partners, establishing UEA as a trusted provider in the industry.

New Business Development

• Pursue and secure new business opportunities through a defined sales process, targeting OEMs and other strategic clients aligned with UEA's business goals.
• Manage lists of target companies and contacts, prioritize leads, and develop strategic plans to close new contracts.
• Engage in cold calling and follow-up to generate interest, handle objections, and secure meetings with potential clients.
• Expand business within key accounts, conduct quarterly and annual reviews, and foster growth across divisions.
• Attend industry trade shows, network with vendors, and stay informed on emerging products and market developments.

Proposal Development and Compliance

• Lead the preparation and submission of detailed proposals for government contracts, ensuring alignment with customer needs, ITAR, ECCN, and other regulatory standards.
• Develop and present sales presentations tailored to government and defense clients, showcasing UEA's capabilities and compliance adherence.

Sales Training and Performance Tracking

• Monitor and track sales performance metrics, adjusting strategies as needed to achieve or exceed sales targets.
• Prepare regular sales reports for senior management, including achievements, challenges, and strategic recommendations.

Communication and Data Management

• Maintain accurate client records in CRM, documenting critical information from interactions, competitor insights, and engagement activities.
• Provide timely and precise forecasts and pipeline updates for management.
• Communicate effectively across teams to ensure alignment on client requirements, supporting seamless execution on projects.

Requirements

REQUIREMENTS:

• Education and Experience: Bachelor’s degree in Business, Electrical/Electronics or Mechanical Engineering, or a related field; advanced degree preferred. 
• Experience: Minimum 10 years of sales experience, specifically in the military, defense, or security markets, with expertise in government contracting and sub-contracting.
• Industry Knowledge: Deep understanding of slip ring technology, government contracting processes, and familiarity with ITAR and ECCN regulations.
• Sales Skills: Strong ability to build and maintain relationships with key stakeholders, coupled with a proven record of meeting or exceeding sales targets.
• Communication: Excellent verbal and written communication skills, with the ability to engage with government agencies, contractors, and various cross-functional teams.
• Technical Proficiency: Experience with CRM systems, and a high level of proficiency in Microsoft Office.
• Problem Solving and Adaptability: Demonstrated ability to anticipate client needs, problem-solve, and adapt to high-output demands.
• Alignment with UEA’s Core Values: Care, Hardworking & Dedicated, Creative Problem Solver and Knowledge Seeker.  
• Other Requirements: Ability to work independently, self-motivated, and comfortable in remote environments.

WORK ENVIRONMENT:

• Travel: Extensive travel required for tradeshows, customer visits, office visits and other necessary events. 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 schedule and business demands.   
• Physical Environment: 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. 
• Flexibility: Must be willing to work varied hours to meet the needs of clients and business cycles. This is an exempt position, with the expectation of completing all duties regardless of hours worked.