Sales Manager

We are looking for a Sales Manager to work with military units, government customers, and partners in the MilTech sector.

Main responsibilities — conduct the full cycle of B2G sales: from searching for and making first contact with a customer to product demonstration, contract conclusion, delivery, and repeat orders.

Requirements

• Work experience: from 2 years in complex B2B or B2G sales, corporate sector, MilTech/Defense, or technical presale.

• Technical literacy: basic understanding of UAVs, radio communications, RF systems, control channels and telemetry, principles of RWS/REP.

• Understanding of main UAV components: flight controllers, motors, analog and digital video links, radio channels, relays, etc.

• Negotiation skills: experience in communication with customers and decision-makers, conducting negotiations and preparing technical and commercial proposals.

• Independence in sales: ability to find new clients, determine their needs, formulate a proposal, and bring the deal to completion.

• Readiness for field work: regular business trips, participation in demonstrations, tests, and work directly with military units.

Responsibilities

• Sales and negotiations: active search for new customers in the B2G segment, development of sales pipeline, conducting negotiations and closing deals.

• Needs analysis (Presale): work with the customer to determine their tasks, conditions of product application, and required technical specifications.

• Client support (Account Management): managing the client from first contact to delivery of finished products, support after delivery, and coordination of repeat orders.

• Documentation work: preparation of technical and commercial proposals (TCP), approval of specifications, support for contract conclusion, and control of primary documentation.

• Demonstrations and field trips: organization and participation in test flights, field tests, and equipment presentations to confirm stated specifications.

• Analytics and CRM: maintenance of customer database, sales pipeline, deal statuses, and results of customer interactions in CRM.

• Interaction with R&D and production: collection and systematization of feedback from military units and transmission to engineering and product teams for prompt product improvement.

Буде плюсом

- Experience in B2G sales in Defense/MilTech.

- Practical understanding of government and military procurement.

- Experience working directly with military units.

- Direct experience participating in combat operations.

- Understanding of radio electronics, RF, RWS/REP.

- Practical experience working with UAVs.

- Driver's license and readiness for regular field trips.

Key results of work / KPI

The Sales Manager's work is evaluated not only by the number of contacts, but by completion of the full sales cycle and actual results:

- formation of a stable flow of new qualified B2G leads;

- conducting meetings, presentations, demonstrations, and field tests with potential customers;

- conversion of successful tests and negotiations into purchases and signed contracts;

- achievement of sales targets;

- development of existing customers and obtaining repeat orders;

- maintenance of current and projected sales pipeline in CRM;

- systematic collection of feedback from end users and its transmission to the product and R&D teams.