Overview Rapiscan Systems | AS&E, an OSI Systems Company is seeking a Sales Director, Defense and Military to work in either our Sterling, VA office or Arlington, VA Office. Field Service Engineer based out of Billerica, MA. We are proud to be a trusted provided of advanced x-ray technologies for ports, borders, military, high-threat facilities and critical infrastructure all over the world. Be a part of our mission to provide our customers with best-in-class cargo and vehicle screening systems and services so they can combat terrorism, trade fraud, drug and weapon smuggling, and illegal immigration. Position will involve developing new business opportunities within the Department of Defense, including Defense Agencies and in CONUS and OCONUS. The position will be responsible for assisting in the expansion of current military customer relationships and educating the customer on all Security Products and Solutions. This position reports to the Senior Director, North America for the Cargo Scanning & Solutions Group. The Sales Director, Defense and Military, is expected to bring a fresh perspective blending sales and operational knowledge, integrating technology across the Rapiscan | AS&E business organization. Position must have experience working with the military and preference is to have some security background as well. Person filling this role must be collaborative and able to work as part of a team to deliver on customer requirements. The business leader in this position will assist continue to develop relationships and educate Defense customers on Rapiscan products and experience as it relates to all aspects of Security. Additionally, the individual will act as the account lead for all coordination with our Defense and Military customers. The Sales Director will help define strategic direction for product development and be the lead for communicating customer requirements from Defense and or Military customers. Responsibilities Assist North America Sales and BD team in the development and sales activities. Maintain continuous observation of all Department of Defense and NATO customer requirements. Track and update open opportunities and forecasts using CRM. Maintain technical knowledge of current and future products, applications and performance. Assist in the development of product briefings tailored for our military customers, matching equipment to application. Prepare opportunity briefings for internal staff for go / no go decisions. Track active program progress to ensure customer satisfaction and help resolve issues. Identify product needs for existing or new applications and articulate to product management. Assist in proposal writing and development as required – developing win themes and pricing strategies with Bids and Proposals Teams - RFPs, Pre-solicitations, White Papers, ROM pricing, technical information, and responses to issues for current clients as they arise. Manage customer accounts as assigned. Meet with customers CONUS/OCONUS to determine current and future requirements and technology gaps. Brief customers on current and new products appropriate for their applications. Define product mix, any customization and development needed for opportunities. Develop capture strategy for opportunities. Assist in the development of Sales Forecasts/Pipelines. This position requires up to 50% travel. Uphold the company’s core values of Integrity, Innovation, Accountability, and Teamwork Demonstrate behavior consistent with the company’s Code of Ethics and Conduct It is the responsibility of every employee to report to their manager or a member of senior management any quality problems or defects for corrective action to be implemented and to avoid recurrence of the problem. Follow corporate policies and technical procedures. Assist in other Development of other Cargo Opportunities as assigned. Duties may be modified or assigned at any time to meet the needs of the business. Qualifications Bachelor’s degree or equivalent experience in Business Administration, Engineering, or equivalent business experience. A minimum of 7 years’ experience in the security industry, or BD with US Government agencies Strong communication skills and the ability to work well with other strong personalities. Possess a working knowledge of contracts processes and procedures. Experience/familiarity with sales/business development processes and CRM, Previous experience conducting and presenting analysis for sales strategy, and capture plans. Record of driving and achieving bold goals and establishing and executing to best-in-class metrics Security Clearance: Secret OTHER WORK REQUIREMENTS: Effective verbal and written communication skills in the English language and ability to deal effectively and tactfully with others to ensure success in the performance of job responsibilities, interpersonal communications and to ensure proper handling of sensitive and confidential information and situations. Ability to work independently, gather and summarize data for reports, resolve various administrative problems and prioritize work. Please review our benefits here: Life at OSI The specific programs and options available to any given employee may vary depending on eligibility factors such as geographic location and date of hire. Please note that the salary information shown above is a general guideline only. Salaries are based upon candidate experience and qualifications, as well as market and business considerations. NOTICE TO THIRD PARTY AGENCIES OSI Systems, Inc. and its subsidiaries (collectively “OSI”) does not accept unsolicited resumes from recruiters or employment agencies. If any person or entity, including a recruiter or agency, submits any information, including any resume or information regarding any potential candidate, without a signed agreement in place with OSI, OSI explicitly reserves the right to use such information, and pursue and/or hire such candidates, without any financial obligation to the person, recruiter or agency. Any unsolicited information or resumes, including those submitted directly to hiring managers, are considered and deemed to be the property of OSI. Equal Opportunity Employer - Disability and Veteran EEO is the Law Poster Link: https://www.eeoc.gov/sites/default/files/2023-06/22-088_EEOC_KnowYourRights6.12ScreenRdr.pdf OSI Systems, Inc. has three operating divisions: (a) Security, providing security and inspection systems, turnkey security screening solutions and related services; (b) Healthcare, providing patient monitoring, diagnostic cardiology and anesthesia systems; and (c) Optoelectronics and Manufacturing, providing specialized electronic components and electronic manufacturing services for original equipment manufacturers with applications in the defense, aerospace, medical and industrial markets, among others.