The posting
Company Description
Every minute of every day, Smiths Detection’s threat detection and security screening technology helps to protect people and infrastructure, making the world a safer place.
Smiths Detection is a global leader in the development, manufacture and management of security and detection solutions designed to make the world a safer place. Our technology provides threat detection and screening solutions for customers in our key markets: aviation, ports and borders, defense, and urban security.
Our expertise spans 21 global offices, seven manufacturing sites and five R&D centers, with a global network of 3,500 dedicated colleagues contributing towards over 40 years at the frontline of advances in safety and security.
This results in careers built on variety and the opportunity to work on a range of state-of-the-art solutions, where you can develop your knowledge and experience every day.
Job Description
This role is responsible for driving profitable growth of Smiths Detection’s aviation security screening solutions to airports across the US East Coast. The Aviation Sales Manager will own key airport, airline, and related accounts; develop and execute territory strategy; and work closely with internal technical, product, and TSA-focused resources to capture new and expansion opportunities.
Essential functions:
SPECIFIC DUTIES, ACTIVITIES AND RESPONSIBILITIES INCLUDE BUT ARE NOT LIMITED TO:
- Own and expand the account relationship set across the US East Coast aviation market (airports, airlines, and related stakeholders).
- Develop and execute an annual (and quarterly-updated) territory sales plan covering both qualitative strategy and quantitative targets for bookings and revenue.
- Identify, qualify, and close new business and expansion opportunities to meet or exceed assigned quota.
- Lead or support major proposals, RFPs, and competitive pursuits in the territory; coordinate internal resources (technical, product, TSA advisors, legal, etc.).
- Conduct product demonstrations, site visits, and customer presentations; participate in relevant industry conferences and trade shows.
- Manage the sales forecast for the territory and ensure accurate pipeline visibility.
- Work with channel partners where appropriate to develop contract vehicles and expand market coverage.
- Provide oversight and coordination across functional groups to ensure accounts are properly supported from opportunity through order to revenue recognition.
- Collaborate with the TSA engagement team (including consultants) on opportunities that involve TSA programs, CPSS, EBSP, CAP donations or related federal initiatives affecting East Coast aviation accounts.
- Contribute to product and market feedback loops to inform portfolio and strategy decisions.
- Participate in internal sales meetings, training, and process improvement initiatives.
- Comply with all applicable company policies, export control regulations, and security requirements (including SSI access).
Qualifications
Education/Training: Bachelor’s degree preferred. Equivalent combination of military service, technical training, and progressive professional experience in a relevant field will be considered.
Experience: Five (5) or more years of progressive experience in B2B sales, business development, or technical account roles involving complex technology solutions, preferably in aviation security, screening systems, airport environments, or closely related high-technology capital equipment. Demonstrated success developing relationships and closing business with airports, airlines, or government stakeholders. Experience supporting proposals, product demonstrations, and multi-stakeholder sales cycles preferred. Familiarity with TSA programs, personnel screening, checkpoint or checked baggage systems, or digital screening solutions is a strong plus.
Knowledge/Skills: Strong account management and territory planning skills. Excellent oral and written communication; ability to present to senior customer stakeholders. Self-motivated, proactive, and able to work independently while coordinating across a matrix organization. Comfortable with CRM/forecasting tools and sales process discipline. Ability to travel domestically (up to ~75% as required).
Supervises: No direct reports.
Work Environment: Individual’s primary workstation may be in an office setting or at home office. Individual will travel frequently and work at internal Smiths Detection offices, customer and/or prospects’ office or at trade shows.
Additional Information
We offer…
Join us and we’ll help build your career, with excellent training and opportunities for career growth across the business, both locally and globally. You’ll experience an inclusive environment, with strong leadership and a focus on safety and wellbeing. You’ll also have the flexibility to choose from a wide range of benefits to suit your lifestyle, offering you and your family support from a health and wellbeing, financial and lifestyle perspective.
Join us and work for a world-leader, with the benefits and training to reward your dedication and skills. Be part of a team where we are making the world a safer place.
Smiths Detection is an Affirmative Action and Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or protected veteran status and will not be discriminated against on the basis of disability. Equal Employment Opportunity PostersIf you’d like to view a copy of the company’s affirmative action plan or policy statement, please email [email protected].
The total compensation for this position ranges from $92,452 - $138,679/yr (Salary to be determined by the education, experience, knowledge, skills, & abilities of the applicant and the alignment with the internal team & market data). This role offers a competitive Business Profit Plan. This position includes a competitive benefits package. The comprehensive benefits package includes medical, dental & vision insurance; 401(k) with company match; paid time off; and other benefits. For details, please visit the Rewards & Benefits tab on our main careers page at Careers | Smiths Detection.
If you have a disability and you believe you need a reasonable accommodation in order to search for a job opening or to submit an online application, please e-mail [email protected] call toll-free 877-703-1029. This email and phone number is created exclusively to assist disabled job seekers whose disability prevents them from being able to apply online. Only messages left for this purpose will be returned. Messages left for other purposes, such as following up on an application or technical issues not related to a disability, will not receive a response. Smiths Detection, Inc. participates in the Electronic Employment Verification Program.
All qualified applicants will receive equal consideration for employment based solely on their skills, experience, and ability to perform the job. We do not discriminate on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, disability, age, or any other characteristic protected by applicable law.
We value professionalism, integrity, and respect in our workplace, and we strive to maintain an environment where every employee can contribute effectively to our mission.
At no time during the hiring process will Smiths Detection, nor any of our recruitment partners ever request payment to enable participation – including, but not limited to, interviews or testing. Avoid fraudulent requests by applying jobs directly through our career’s website.
