Senior Sales Director, Aerospace & Defense

This is a fully remote position, open to applicants in United States.

📋 Description

• Drive the commercial expansion of USA Rare Earth within the aerospace and defense sectors.

• Manage a comprehensive portfolio, overseeing everything from strategic account planning and new program acquisition to demand forecasting and annual account growth.

• Identify and collaborate with OEMs and integrators that incorporate rare earth magnets into essential systems.

• Act as the primary relationship manager for significant accounts and targeted programs.

• Oversee technical sales initiatives and navigate the entire government contracting process until program award.

• Formulate and implement account strategies that align with yearly revenue objectives.

• Cultivate relationships at the executive level within customer engineering, procurement, and program management teams.

• Assist customers through the material qualification and program approval stages.

• Spearhead the development of MOUs, JDAs, and supply agreements.

• Transition early-stage agreements into production slot orders and purchase orders.

• Represent USA Rare Earth at defense trade shows, industry events, and client meetings.

• Manage demand planning and forecasting for designated accounts.

• Provide monthly forecasts and demand strategies, ensuring forecast accuracy of 80% or higher.

• Convert customer program schedules, ramp curves, and volume forecasts into actionable production strategies.

• Analyze aerospace and defense demand patterns, budget cycles, and program awards.

• Maintain accurate CRM account, opportunity, and pipeline data.

• Ensure CRM pipeline coverage is at least ten times the annual revenue targets.

• Monitor and report on pipeline health, win/loss trends, and account growth.

• Create long-term account plans and pursuit strategies.

• Collaborate with Contracts, Application Engineering, Program Management, Quality, Operations, Supply Chain, Manufacturing, Marketing, and executive leadership.

• Negotiate and finalize business agreements under FAR/DFARS-compliant terms.

• Lead contract negotiations, pricing strategies, and commercial terms.

• Keep an eye on the competitive landscape, program timelines, and industry trends.

• Provide customer feedback to Product, Engineering, and Leadership teams.

• Contribute to strategic planning for the aerospace and defense sector.

⛳️ Requirements

• Bachelor's degree in Business Administration, Marketing, Communications, Engineering, or a related discipline is required.

• Over 10 years of progressive commercial or sales experience.

• At least 5 years focused on aerospace and defense or a related industry.

• Proven success in managing intricate, multi-stakeholder sales cycles and increasing account revenue year after year.

• Experience in industrial demand planning and forecasting in a manufacturing or industrial supply context.

• Demonstrated proficiency with CRM systems (preferably Microsoft Dynamics 365 Sales or Salesforce.com).

• Established relationships with aerospace and defense primes, Tier 1 or Tier 2 suppliers, or defense agencies are strongly preferred.

• Active or previous security clearance is advantageous, though not mandatory.

• Willingness to travel 60% or more.

• Proven ability to build and expand complex, technical accounts in long sales-cycle, highly regulated industries.

• Strong executive presence and exceptional communication skills.

• Demonstrated capability to independently manage the entire sales cycle, from prospecting to contract negotiation and account development.

• Expertise in industrial demand planning and forecasting.

• Proficient with CRM platforms (Microsoft Dynamics 365 Sales preferred; Salesforce.com or Hubspot acceptable).

• Familiarity with aerospace and defense procurement processes, including prime contractors, Tier 1 and Tier 2 suppliers, and government contracting regulations (FAR/DFARS).

• Understanding of export control regulations (ITAR/EAR).

• Knowledge of MIL-SPEC qualification processes and extensive program qualification cycles.

🏝️ Benefits

• Equal employment opportunities.

• Reasonable accommodations in accordance with applicable federal, state, and/or local laws.

• Home office work environment.

• Remote work options available in the United States.