Product Sales Manager in Nashua, New Hampshire at Antenna Research Associates Inc
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Job Description
Company Overview
ARA is a leading C5ISR company that designs, manufactures, tests and installs innovative technologies that provide the national security community with unparalleled situational awareness, threat detection, and communications capabilities.
Our disruptive, integrated solutions, assemblies and subsystems rise to the challenging demands of discerning, mission-critical customers.
We leverage our capabilities to meet and exceed the requirements of our customers and empower them to remain ahead of evolving threats and complexities in a dynamic security landscape.
Job Summary
We are seeking a highly motivated and experienced Product Sales Manager to drive growth across key defense and aerospace customers, including leading prime contractors and DoD end users. This role focuses on expanding ARA’s product footprint across major programs by aligning advanced RF, antenna, and communications solutions with evolving mission requirements.
The Product Sales Manager is responsible for driving product sales growth, managing customer relationships, and executing business development activities across assigned accounts. This individual will represent ARA’s portfolio of RF and antenna products, lead opportunity development, and coordinate internal teams to deliver solutions that meet customer and program requirements. The ideal candidate will bring a strong background in defense sales, product positioning, and business capture, along with a deep understanding of DoD acquisition processes and customer engagement at multiple levels.
Essential Functions
Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.
- Develop and maintain strong, professional relationships with key personnel across prime contractors and government customers, including program managers, engineers, and procurement teams.
- Achieve assigned product sales quotas, revenue targets, and profitability objectives.
- Identify, qualify, and capture new business opportunities across DoD programs and platforms.
- Drive the full sales lifecycle, including pipeline development, capture strategy, proposal support, and contract award.
- Position ARA’s RF, antenna, SATCOM, RADAR, EW/SIGINT, and MILCOM solutions for integration into customer systems.
- Identify opportunities to standardize and productize ARA technologies into scalable offerings aligned with customer and market needs.
- Maintain accurate sales forecasting and pipeline management using CRM tools (e.g., Salesforce), including tracking opportunity stage, value, probability of win (PWIN), and close dates.
- Proactively assess and validate customer requirements, acquisition strategies, and funding profiles to support early engagement and competitive positioning.
- Coordinate cross-functional teams including engineering, product management, marketing, contracts, and leadership to meet customer objectives.
- Lead solution development efforts to ensure alignment between customer needs and ARA capabilities.
- Provide input to marketing and communications initiatives based on customer insights and market trends.
- Ensure high levels of customer satisfaction and effective resolution of issues in coordination with internal support teams.
Position Qualifications
In compliance with federal law, all persons hired will be required to verify identity and eligibility to work in the United States and to complete the required employment eligibility verification form upon hire.
Competency Statements
- Adaptability - Adapts to change, open to new ideas and responsibilities
- Communication - Ability to communicate thoughts clearly, both oral and written in a honest, open and timely manner
- Job Knowledge - Understands facets of job, aware of duties and responsibilities, keeps job knowledge current
- Technical Skill - Possesses the knowledge and skills needed to perform a job or role effectively
- Dependability - Meets deadlines, works independently or in a team environment, is accountable, maintains focus, good attendance record
- Quality - Strives to eliminate errors, accurate work is a priority, seeks opportunities to improve products
- Ethics - Honest, accountable, maintains confidentiality
- Initiative / Take Ownership - Takes action, seeks new opportunities, strives to see projects to completion, meaning own your job and see it through
- Customer Focus - Understands and can meet the needs in a customer-centric (Internal and External) environment and build strong relationships. Promotes a positive image of the company and strives to solve issues raised by customers
- Sales Skills – Understands marketplace, works to meet prospect/customer needs, effective closing technique
Experience and Skills
- U.S. Citizenship required.
- 5–10+ years of experience in product sales, business development, or account management within the defense and aerospace industry.
- Proven experience working with prime contractors and DoD end users.
- Strong understanding of DoD acquisition processes, contract vehicles, and major communications programs.
- Technical knowledge of RF systems, UHF antenna systems, and related technologies.
- Familiarity with SATCOM, RADAR, EW/SIGINT, and MILCOM markets.
- Demonstrated ability to identify, develop, and close complex, high-value opportunities.
- Experience managing sales pipelines and forecasting using CRM systems such as Salesforce.
- Excellent communication, negotiation, and relationship management skills.
- Strong analytical, problem-solving, and organizational abilities.
- Ability to work independently and collaboratively in a fast-paced, technical environment.
Education
- Bachelor’s degree in engineering, business, or a related field (advanced degree preferred).
Antenna Research Associates, Inc. is an equal opportunity employer committed to a policy of non-discrimination and affirmative action. We do not discriminate based on race, color, religion, sex, national origin, disability, protected veteran status, or any other legally protected status.