NA Defense Business Development and Sales Manager

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    "url": "https://careersenus-itt-inc.icims.com/jobs/16602/na-defense-business-development-and-sales-manager/job",
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    "title": "NA Defense Business Development and Sales Manager",
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    "datePosted": "2026-05-07T04:00:00.000Z",
    "description": "<h2>About ITT:</h2>\n<p>ITT Inc. (NYSE: ITT) is a diversified global leading manufacturer of highly engineered critical components and customized technology solutions serving the flow, aerospace and defense, transportation, industrial, and energy markets. Through operational execution, innovation, and disciplined capital deployment, including strategic acquisitions such as SPX FLOW, ITT partners with its customers to deliver enduring solutions to the key industries that underpin our modern way of life. </p>\n<p>Headquartered in Stamford, Connecticut, ITT has a market cap of roughly $20 billion and employs more than 15,000 people across 40 countries and serves customers in approximately 125 countries. Following the acquisition of SPX FLOW, the company is expected to generate $5.4 billion in annual revenue.</p>\n<p> </p>\n<p>Our businesses are organized in three distinct segments, each based around our core engineering DNA: </p>\n<p> </p>\n<p><strong>Flow Technologies:</strong> A global leader in, providing a broad portfolio of pumps, valves, mixing and agitation equipment, heat transfer, homogenizers, separation, water and wastewater treatment, and engineered process solutions.Our leading brands include the iconic <strong>Goulds Pumps</strong> (with more than 175 years of history), <strong>Anhydro, APV, Bornemann, Bran+Luebbe, C’treat, Engineered Valves, Gerstenberg Schröder, Habonim, Johnson Pump, Lightnin, Philadelphia, Plenty, PRO Cast, Rheinhütte, Seital Separation, Stelzer, Svanehøj, Tigerholm, Uutechnic, VIDAR, Waukesha Cherry-Burrell.</strong></p>\n<p> </p>\n<p><strong>Motion Technologies:</strong> A global leader in brake pads (ICE and electrified brake pads) and shock absorbers (energy absorption solutions) for transportation applications. Our leading brands include <strong>Friction Technologies, KONI </strong>and <strong>Axtone.</strong></p>\n<p> </p>\n<p><strong>Connect and Control Technologies: </strong>A leader in critical applications for the aerospace, defense and industrial markets, including harsh environment connectors and control components. Our leading brands include<strong> ITT Cannon, Enidine, Aerospace Controls</strong> and <strong>kSARIA. </strong></p>\n<h2>Position Summary</h2>\n<p>This role leads and grows ITT Enidine’s military business in North America, owning an established portfolio while expanding into new defense customers and applications. The position drives customer satisfaction, revenue growth, and new business development across naval shipboard systems, missile defense, military vehicles, weapons recoil, and other defense platforms requiring advanced energy‑absorption solutions. The leader will manage and develop one or more defense sales account managers and serve as a key interface with military customers, working on‑site at ITT Enidine in Orchard Park, NY.</p>\n<h2>Essential Responsibilities</h2>\n<ul>\n <li><strong>Lead and develop a high‑performing sales team</strong> to consistently deliver revenue growth, margin performance, and a robust defense pipeline aligned to annual business objectives.</li>\n <li><strong>Drive direct customer engagement across the defense market</strong>, owning senior‑level relationships to capture voice of customer, influence program wins, and increase long‑term customer value.</li>\n <li><strong>Own and grow a strategic portfolio of defense accounts</strong>, leading pricing, contract negotiations, and commercial strategy while defending margin and ensuring compliance with TINA and defense contracting requirements. Drive business unit to meet yearly profitability goals via profitable defense orders and contract negotiations</li>\n <li><strong>Define and execute pricing and profitability strategies</strong> in partnership with Product Management to balance competitiveness, value, and sustainable margins across defense programs.</li>\n <li><strong>Lead cross‑functional alignment with Engineering, Program Management, and Operations</strong> to translate customer requirements into new product development, program execution, and delivery commitments.</li>\n <li><strong>Provide accurate forecasting and demand insight</strong>, delivering monthly order forecasts and contributing to Sales & Operations Planning and long‑range defense market planning.</li>\n <li><strong>Shape defense market strategy and growth plans</strong>, contributing to annual and multi‑year strategic planning based on customer programs, competitive dynamics, and market trends.</li>\n <li><strong>Maintain deep competitive and market intelligence</strong>, proactively identifying shifts in technology, pricing, and competitor positioning to inform capture and growth strategies.</li>\n <li><strong>Lead proposal, capture, and quotation strategy</strong>, ensuring disciplined execution, competitive positioning, and win‑focused pricing for new defense business opportunities.</li>\n</ul>\n<p> </p>\n<p><strong><u>Key Performance Metrics</u></strong><strong>:</strong></p>\n<p>Achieve yearly Order and Sales budget, new business wins, price realization goal and new customer introduction goal.</p>\n<h2>Position Requirements</h2>\n<ul>\n <li>BS/BA degree– bachelor’s degree- Mechanical Engineer or Electrical Engineer preferred. </li>\n <li>3+ years of direct outside technical selling experience (defense market preferred, but not required);</li>\n <li>5+ years of experience selling and developing business, defense/aerospace experience preferred </li>\n <li>Minimum of 2 years of experience managing sales team.  3+ years of sales team management </li>\n <li>This position requires use of information which is subject to the International Traffic in Arms Regulations (ITAR).  All applicants must be U.S. persons within the meaning of ITAR.  ITAR defines a U.S. person as a U.S. Citizen, U.S. Permanent Resident (i.e. 'Green Card Holder'), Political Asylee, or Refugee.</li>\n</ul>\n<ul>\n <li>Preferred (but not required) that successful candidates have strategic alliances with several key contacts in the defense marketplace and previous experience working with Manufacturers Representatives.  </li>\n <li>Overnight travel (up to 30%) is domestically as required. </li>\n <li>Must have excellent interpersonal skills and the ability to work with diverse and global employees, including the ability to motivate, energize, and enhance performance of teammates.   </li>\n <li>Polished presentation and communication skills are essential for success.</li>\n</ul>\n<p>This position requires use of information which is subject to the International Traffic in Arms Regulations (ITAR). All applicants must be U.S. persons within the meaning of ITAR. ITAR defines a U.S. person as a U.S. Citizen, U.S. Permanent Resident (i.e., 'Green Card Holder'), Political Asylee or Refugee</p>\n<p><em> </em></p>\n<h2>Equal Pay Act Statement</h2>We aim to pay our ‘ITT’ers’ fairly and competitively in the locations that they live and work. Pay-for-performance is a principle that we believe in, and employees are rewarded based not only on ‘what’ they accomplish, but also on ‘how’ they reflect ITT’s values. ITT offers a competitive salary and robust total rewards package, such as health insurance, 401(k), short and long-term disability, paid time off, growth and developmental opportunities, and other incentive compensation programs. Specific benefits are dependent upon whether or not the position is part of a collective-bargaining agreement. The salary offered to a candidate is based several factors such as candidate experience and qualifications, location, as well as market and business considerations.\n<h2>Equal Pay Act Range</h2>$118,800-$177,400",
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    "responsibilities": "- Lead and develop a high‑performing sales team to consistently deliver revenue growth, margin performance, and a robust defense pipeline aligned to annual business objectives.\r\n- Drive direct customer engagement across the defense market, owning senior‑level relationships to capture voice of customer, influence program wins, and increase long‑term customer value.\r\n- Own and grow a strategic portfolio of defense accounts, leading pricing, contract negotiations, and commercial strategy while defending margin and ensuring compliance with TINA and defense contracting requirements. Drive business unit to meet yearly profitability goals via profitable defense orders and contract negotiations\r\n- Define and execute pricing and profitability strategies in partnership with Product Management to balance competitiveness, value, and sustainable margins across defense programs.\r\n- Lead cross‑functional alignment with Engineering, Program Management, and Operations to translate customer requirements into new product development, program execution, and delivery commitments.\r\n- Provide accurate forecasting and demand insight, delivering monthly order forecasts and contributing to Sales & Operations Planning and long‑range defense market planning.\r\n- Shape defense market strategy and growth plans, contributing to annual and multi‑year strategic planning based on customer programs, competitive dynamics, and market trends.\r\n- Maintain deep competitive and market intelligence, proactively identifying shifts in technology, pricing, and competitor positioning to inform capture and growth strategies.\r\n- Lead proposal, capture, and quotation strategy, ensuring disciplined execution, competitive positioning, and win‑focused pricing for new defense business opportunities.\r\n \r\nKey Performance Metrics:\r\nAchieve yearly Order and Sales budget, new business wins, price realization goal and new customer introduction goal.",
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