Business Development Manager - IOA Precisions Sensors

ENABLE your future through light.

Excelitas is a global technology leader with more than 7,500 employees, focused on delivering market-driven solutions to fulfill the illumination, optical, detection and imaging needs of OEMs and end-users across the biomedical, semiconductor, industrial, consumer products, scientific, security, defense and aerospace sectors.

ENGAGE with us today and make your contribution to the future! Join the team that leading technology companies turn to for cutting-edge photonic innovation. At Excelitas Technologies you are how we EXCEL.

The Opportunity

We are seeking a Business Development Manager who will ensure the execution of revenue and design wins for the IOA Precision Sensors Americas business with a focus on Photon sensing devices integrated in defense applications i.e. target acquisition, guidance, laser warning applications. This individual must be able to sell strategically and thrive in a cross-functional team environment.

This position can work remotely in the U.S.

Key Responsibilities

• Act as the technical liaison for the Photon Sensing market which includes missile guidance, targeting and laser warning applications.
• Be responsible for growing sales territory/accounts with assigned revenue, bookings and NPI (design-win) targets. Drive attainment of sales, profit and market share objectives.
• Effectively manage key accounts. Develop an intimate knowledge of strategic accounts. Provide strategic oversight and engage additional company resources as necessary. Develop deep customer relationships from engineering level to senior levels. Develop & execute detailed account growth plans. Provide ongoing customer support and ensure customer satisfaction.
• Effectively lead negotiations with customers and close deals within company guidelines. Contribute to development of contractual agreements with customers.
• Manage and grow prospect pipeline (funnel). Actively drive existing prospects to successful closure mobilizing internal resources for support as necessary. Continue to add new prospects to meet growth targets / design-win objectives.
• Generate leads through proactive business development activity. Follow up on assigned leads. Document a thorough and detailed qualification of all leads.
• Drive/Develop (new and existing) channel partner activity within the sales territory by actively supporting and performance managing channel partners. Play a key role in driving, evaluating, managing, and refining the distributor / channel partner relationships.
• Develop and deliver strategic sales presentations, formulating and articulating value proposition.
• Maintain technical knowledge and expertise in relevant products and markets; monitor competitive activity and market trends; partner with Product Management & Applications Engineering to develop strategic and tactical plans.
• Serve as initial point of contact on issues within the region; coordinate evaluation and input by appropriate functional colleagues.
• Support core business processes including the monthly & quarterly operating reviews, annual operating planning, monthly forecast reviews, prospect pipeline reviews, sales reporting, sales quotations and expense management.

Qualifications & Experience

• Bachelor’s degree in electrical/optical engineering or physics desirable. Knowledge and experience of photon detection desirable.
• At least 5 years of sales experience with demonstrated knowledge of OEM sales. Strong customer orientation. Must be able to manage extensive sales processes in complex customer organizations.
• Proven track record in a technical sales/application specific role.
• Defense & Aerospace industry experience a plus
• High degree of integrity, tact and ability to be direct and influence others while remaining diplomatic. Ability to sell ideas persuasively and settle differences in a manner that strengthens relationships.
• Ability to lead and execute projects to timelines, reprioritizing, delegating and leveraging internal and external resources as needed.

Key Skills

• Communication Skills: Strong leadership presence with an ability to develop and deliver targeted presentations at all levels within an organization. Demonstrated interpersonal savvy with proven ability to build effective relationships throughout all levels internally and externally.
• Leadership and Management of Resources: Demonstrated ability to be effective within a cross-functional environment. Expertise motivating others toward the achievement of objectives.
• Performance: Exhibits a strong bias for action with results-orientation. Drives self and others to deliver on commitments. Anticipates and adjusts, demonstrating positive change management.
• Strong people skills with the ability to identify and cultivate potential clients
• Ability to demonstrate flexibility in approach, and motivate others to achieve desired results.

Please Note:

• This position requires the use of information which is subject to the International Traffic in Arms Regulations (ITAR)
• Must be a US Persons/No sponsorship offered for this position

The anticipated hiring range for this role is $110,000 - $150,000 depending on experience.

Equal Opportunity/Affirmative Action Employer
Minorities/Females/Disability/Gender Identity/Sexual Orientation