Position Description:The Business Development Manager is responsible for developing new business, expanding market presence, and driving incremental revenue growth through proactive customer engagement, opportunity development, and strategic account penetration. This role identifies and pursues new opportunities across the Military markets, promotes cross-brand solutions, and builds strong relationships to position Transtector/PolyPhaser as the preferred partner. Candidates must stay current on industry trends, products, competitors, and standards to leverage that insight in creating account plans and driving consistent execution from prospecting through to winning new customers. Success requires strong technical sales capability, disciplined opportunity management, and the ability to influence engineers, product line managers, executives, and key customer stakeholders. The ideal candidate brings an established network of contacts, strong technical presentation skills, accurate forecasting, and a track record of profitable quota attainment.
(Preferred Location: Remote near Maryland, DC or Virginia)General Duties and Responsibilities:Revenue Growth
- This is a new logo, market-development sales role requiring a proven hunter who can open doors, create demand, build a pipeline from scratch, and convert technical opportunities into revenue. The ideal candidate has demonstrated success prospecting into defense primes, military integrators, government contractors, OEMs, and program offices.
- Develop new business opportunities across targeted market segments through proactive prospecting, solution positioning, and opportunity qualification. Experience with C5ISR systems, tactical and fixed-site communications, SATCOM and GPS timing, radar and EW systems, command/control shelters and TOCs, ground vehicles and mobile platforms, EMP/HEMP and TEMPEST hardening, MIL-STD power protection, grounding and bonding, antenna and RF feedline protection, and base infrastructure. This can be mobile or fixed systems that require EMP/HEMP, MEP power systems, rugged power systems, rugged cables, and other rugged solutions.
- Execute strategic account penetration plans to expand Infinite Electronics' company presence within key industrial OEMs, integrators, contractors, and end-user accounts. Target defense prime contractors, military integrators and OEMs, DoD program offices, the Armed Services (Army, Navy, Air Force, Marines, Space Force) and the National Guard, federal agencies (DHS, DoE, FAA), military depots and installations, shipyards, communication and radar integrators, EW and SIGINT system builders, and government-focused distributor partners.
- Promote cross-selling with all IE products that address customer needs for multiple applications and leverage custom-engineering capabilities with an integrated solution.
- Build and maintain strong customer and channel relationships to position products and companies as a preferred partner.
- Gather, interpret, and communicate market insights, competitive intelligence, and emerging opportunities to internal stakeholders.
- Work closely with Product Management, Marketing, and Inside Sales to support the product to market with customers.
- Generate leads and set qualified meetings through trade shows, participation in key organizations/groups, and social selling (LinkedIn), converting engagement into pipeline.
- Secure specification positions with customers that convert into measurable revenue and recurring opportunities.
- Influence purchasing decisions through third parties (e.g., integrators), distributors, and end customers to drive pull-through demand and win preferred positions.
- Prospect and develop new opportunities through outbound activity, strategic outreach, and convert qualified leads into active quotes.
- Build and execute account and territory plans with sales leadership, defining target accounts, pipeline goals, key pursuits, customer QBRs, and the actions required to achieve quota.
- Own RFQs and quoting from intake to close, answering technical/availability questions, delivering timely quotes, negotiating pricing with margin discipline, and following up to secure purchase orders.
- Consistently meet or exceed revenue and profitability quotas for the assigned territory and account base.
Reporting
- Maintain CRM hygiene and provide weekly sales activity reports, forecasts, pre/post-travel summaries, and a pipeline funnel. Use competitive and performance insights to improve conversion rates and adjust strategy.
- Pipeline review weekly with direct manager. Monthly and quarterly review with senior leaders reviewing new customer targets, pipeline, new quotes, YTD performance, and sales forecast (upcoming month, quarter, and 12 months).
Qualifications
- Bachelor's degree or equivalent experience in a technical/vocational field.
- 10+ years of sales experience in the Military/Defense market.
- Established relationships with key industry leaders, governing agencies, and industry organizations in the market (Ex. AFCEA, NDIA, AUSA, AOC).
- Strong interpersonal skills, sound business judgment, a customer-focused mindset, and a proven track record of delivering revenue growth.
- Excellent written and verbal communication skills, including the ability to communicate complex ideas clearly and professionally in English.
- Strong proficiency and working knowledge of Microsoft Office (Ex, Excel, Word, & PowerPoint), CRM, and ERP.
- Experience working successfully in a fast-paced environment with evolving priorities.
Performance Goals:- Achieve a revenue goal for new customers with $625K per quarter with a 12-month revenue goal of $2.5M. Grow existing base business by 10% YoY with new products or new projects.
- First 30 Days
- Present on the company and general overview of products, outlining key value with differentiators to FAE and sales manager.
- Learn about all key competitors and market dynamics.
- Do an introduction call with all existing customers.
- Develop a target list of 25 new customers for prospecting.
- Visit three new targets or existing customers by the end of 60 days.
- Develop an additional target list of 25 new customers for a total of 50 new targets.
- Present account plan and pipeline review of existing and new accounts.
- Build a pipeline of $250k in new opportunities.
Preferred Leadership and Professional Attributes:- Successful candidates are solution-oriented, collaborative, and accountable for results while exhibiting ownership and urgency.
- Dependable, accountable, and consistent in follow-through.
- Highly organized with strong time management and prioritization skills.
- Demonstrates professionalism, reliability, and sound judgment.
- Detail-oriented and able to manage multiple priorities effectively in a dynamic environment.
- Able to perform effectively under deadlines and changing business needs.
- Strong communication and collaboration skills across technical and commercial teams.
- Maintains a professional presence and represents the organization effectively in internal and external settings.
- Demonstrates ownership, urgency, collaboration, accountability, and a solutions-oriented approach.
Physical/Environmental Requirements- Frequently remains in a stationary position and occasionally moves about the office or worksite to access files, supplies, or attend meetings.
- Frequently uses hands and fingers to operate office equipment such as a keyboard, mouse, telephone, and other standard office tools.
- Must be able to visually assess information on screens, documents, and reports.
- Frequently reads, interprets, and analyzes written and visual information.
- Occasionally lifts or moves items up to [10-15] pounds (e.g., files, laptop, meeting materials).
- Must be able to effectively communicate information and ideas in person, via video conference, and through written communication.
- Works primarily in an office or remote office environment with standard business equipment.
- May require extended periods of screen time.
- May occasionally be required to attend meetings or events outside of normal workspace or business hours.
Work EnvironmentThis role may be either remote or at an office location. Employees may work from their home office and regularly collaborate with colleagues across various company sites during normal or extended business hours, as needed. Office-based work depends on an employee's proximity to an Infinite facility and may be determined by management. Travel is part of this role's responsibilities, including customer visits, supplier meetings, industry conferences, and internal gatherings.
