Overview
SPX Technologies is seeking a Business Development & Account Manager in USDOD and NATO Airfield Ground Lighting to combine proactive account management with hands-on technical sales to grow SPX-Avlite's branded products footprint across USDOD and NATO airfield lighting markets. You will help shape the commercial and technical success of our military division.
Responsibilities
- Client Relationship Management
Actively manage and grow relationships with USDOD, NATO, and defense aviation accounts, serving as the primary technical and commercial point of contact.
Deliver consistent account management activities, including pipeline tracking, forecasting, and regular account reviews.Attend client site visits, project meetings, and technical briefings to support solution delivery and customer satisfaction.Build brand awareness by ensuring SPX-Avlite is specified in key defense projects and by participating in trade shows, forums, and industry events.Maintain strong customer satisfaction and contribute to SPX-Avlite's reputation as a trusted defense partner.Business Development and SalesPartner with the Senior Business Development Manager to identify, pursue, and execute new business opportunities in both permanent and expeditionary airfield lighting solutions.
Lead technical sales execution, including solution configuration, proposal development, and coordination with engineering and product management teams.Drive the preparation and management of quotes, bids, and tenders, ensuring alignment with client requirements and SPX-Avlite standards.Achieve or exceed annual sales and account growth targets.Product and Market IntelligenceCollect and relay market intelligence and customer feedback to support continuous product improvement and innovation.
Collaborate with cross-functional teams to ensure smooth order execution, delivery, and post-sale support.Prepare and submit reports, forecasts, and strategic account updates as required by management.Demonstrate technical proficiency in SPX-Avlite product lines and military / aviation standards.Qualifications
Required ExperienceTrack record of successfully managing key accounts and growing customer relationships in a technical or defense-related industry
Experience with technical sales execution, including bid preparation, proposal development, and solution configurationFamiliarity with U.S. Department of Defense and NATO procurement processes, contracting, and project delivery requirementsDemonstrated ability to collaborate with engineering, product management, and customer service teams to support complex project executionProven success meeting or exceeding annual sales targets and driving year-over-year growthExperience attending and presenting at trade shows, industry forums, or customer technical briefingsPreferred Knowledge, Skills, And AbilitiesKnowledge of permanent, portable, or expeditionary airfield lighting systems
Prior military service or USDOD / NATO experience in an aviation capacity is a plusStrong understanding of defense aviation standards, including FAA, ICAO, or STANAG specificationsAbility to work with distributed teams and travel domestically and internationally to support customer engagementsEducation & CertificationsBachelor's degree in business or related field.
Travel & Working Environment
Home OfficeFlexibility for regular domestic and occasional international travelCulture & Diversity
Our culture is at the center of what we do and who we are. Our core values set a standard for how we manage ourselves, and our leadership model guides how we engage with others. We value diverse perspectives and are committed to an inclusive work environment where everyone can realize their fullest potential.
Benefits
Competitive and performance-based compensation packages and bonus plansEducational assistance, leadership development programs, and recognition programsJ-18808-Ljbffr
