Sr. Sales Manager

KVH Industries   •  

Middletown, RI

Industry: Telecommunications


11 - 15 years

Posted 40 days ago

SUMMARY: Leads sales efforts for inertial products by developing a broad base of customer contacts within the U.S., Canada, Mexico, and Central America. Provides training and guidance to domestic Sales team as needed with respect to technical and other FOG product information, including understanding FOG applications. Is proficient in the use of Salesforce. Presents FOG products and potential applications to customers. Works with customers from requirements needs-analysis through negotiations and contract startup. Provides technical support to customer base, prepares for and successfully completes on-site product demonstrations for customers where applicable. Reports to: Vice President, FOG/OEM Sales


  • Visit potential customer sites to deliver FOG presentations and determine customer needs
  • Work with prospects and customers to develop requirements assessments
  • Create and implement sales plan to develop new customers and further grow existing FOG customer base domestically
  • Travel to meet customers, attend trade shows and conferences, and to support key FOG initiatives
  • Develop long-term, key FOG accounts through identification and contract wins of multi-year, high volume programs
  • Manage and support the US sales representative network; assist European Business Development Manager and international manufacturers’ representatives as required
  • Review draft / preliminary specifications, proposed customer requirements, drawings, and contracts to ensure that there is a rational match of customer expectations with the product’s technical capabilities
  • Continue to follow programs after delivery of product. Monitoring customer experience and performance
  • Monitor repair and technical supportstatistics for product and service issues, take action to address as required
  • Write and edit proposals for new contracts
  • Negotiate terms and conditions for new contracts
  • Coordinate with Sales admin & legal staff regarding export licensing in cases of international sales
  • Provide on-going technical support to prospective and current customers
  • Keep track of competition and addressable markets; evaluate feature, function, and price as compared with KVH’s same-category offering.


  • BSEE or BSME or equivalent, with 10 years of sales experience
  • Demonstrated success in selling highly technical products and systems
  • Ability to quickly grasp technical details and working knowledge of complex systems
  • Key Account management and negotiation skills
  • Excellent communication skills: verbal, written and public speaking
  • Demonstrated successful sales experience to prime defense contractors and systems integrators
  • Travel, domestic/international, 35% of the time
  • Must be a US citizen or a Permanent Resident