Position Summary:The Regional Account Manager is responsible for identifying, developing, and securing new business opportunities across domestic markets. This role focuses on expanding the company's customer base by building relationships with government, military, law enforcement, and industry stakeholders, driving growth beyond existing accounts.
The successful candidate will lead the full business development lifecycle, from prospecting and market analysis through contract award and customer transition, while supporting the company's strategic growth objectives.
Key Responsibilities:- Identify, qualify, and pursue new business opportunities within defense, military, and government markets.
- Develop and execute strategies to achieve revenue growth and new customer acquisition objectives.
- Manage the sales process from initial engagement through proposal support, negotiation, contract award, and handoff to account management.
- Build and maintain relationships with key customers, military organizations, government agencies, distributors, and industry partners.
- Conduct market research and competitive analysis to identify emerging opportunities and customer needs.
- Maintain an active sales pipeline and provide accurate forecasting in support of the Annual Operating Plan (AOP).
- Collaborate with engineering, operations, contracts, and leadership teams to develop customer solutions and capture strategies.
- Support customer presentations, product demonstrations, trade shows, and industry events.
- Ensure compliance with applicable export control regulations.
Qualifications:Education
- Bachelor's degree in Business, Marketing, Engineering, or a related field; or 10 years of equivalent military/defense industry experience.
Experience
- Minimum 10 years of experience in business development, sales, military, defense, or technical manufacturing environments.
- Must be able to obtain and maintain security clearance
Preferred Qualifications
- Proven track record of business development success in defense, military, law enforcement, or government markets.
- Existing military and defense industry relationships.
- Prior military service.
Knowledge & Skills:- Understanding defense procurement processes and military organizational structures.
- Knowledge of ITAR and trade compliance requirements.
- Strong communication skills in presenting to customers, demonstrating products and/or training customers in product knowledge and use.
- Ability to develop strategic growth plans and manage complex sales cycles.
- Proficiency with Microsoft Office applications.
Travel and Physical Requirements: - 30% - 40% travel requirements
#LI-AV1
Here Are Some of the Great Benefits We Offer:- Most locations offer a 9/80 schedule, providing every other Friday off
- Competitive compensation & 401(k) program to plan for your future
- Robust medical, dental, vision, & disability coverage with qualified wellness discounts
- Basic Life Insurance and Additional Life & AD&D Insurances are available
- Flexible Vacation & PTO
- Paid Parental Leave
- Generous Employee Referral Program
- Voluntary Benefits Available: Longer Term Care, Legal, Identity Theft, Pet Insurance, and more
- Voluntary Tricare Supplement available for military retirees
Why Roanoke, Virginia?- Lower cost of living
- Family-friendly area
- Career and economic growth
- Scenic beauty
- Outdoor enthusiast's dream
This job description does not list all the duties of the job. You may be asked by your supervisors or managers to perform other duties. The employer has the right to revise this job description at any time. The job description is not an employment contract. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of this position.
*For Virginia-based positions only* In accordance with Virginia DOL requirements, the listed salary range reflects the anticipated base pay range for this role. Actual compensation will be determined based on factors including skills, experience, education, certifications, business needs, internal equity, and geographic location. Compensation may vary in different locations based on market conditions and cost-of-labor considerations.
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