What are the responsibilities and job description for the Sales Manager - Military & Defense, North America position at Barnes Aerospace?
KALLER has an exciting and challenging career opportunity for a Sales Manager – Military & Defense, North America. Are you detailed oriented, self-motivated and looking to make a difference? This job is for you. The Sales Manager is responsible for expanding the company’s presence in the military and defense sector through strategic business development and key account management. This position will work directly with manufactures of heavy military vehicles and dealers including OEM’s, Tier 1 suppliers and government procurement entities.
Core Responsibilities
Core Responsibilities
- Develop and execute a proactive commercial strategy focused on growth within U.S. and allied military and defense markets.
- Identify and pursue new opportunities with defense OEMs, MROs, and system integrators, leveraging a strong understanding of DoD procurement, contracting, and supplier qualification processes.
- Lead technical discussions and program reviews with military customers, providing viable engineering and commercial solutions for applications such as hatches, seats, access panels, and weapon system components.
- Partner with engineering and program management to ensure compliance with AS9100, ITAR, and customer-specific quality standards.
- Establish relationships with key defense primes and subcontractors to expand our footprint in the defense supply chain.
- Consistently meet sales activity KPIs and annual revenue growth targets.
- Maintain accurate and current customer records, program updates, and opportunity pipelines in Salesforce CRM.
- Forecast and report on program status, bid opportunities, and market trends within the defense and aerospace sectors.
- Represent the company at defense industry trade shows and government supplier events, following up on leads and building long-term partnerships.
- Collaborate cross-functionally to ensure quotes, proposals, and contracts meet technical and regulatory requirements.
- Negotiate contracts, pricing, and terms within established division policy standards and DoD compliance parameters.
- Provide regular communication and reporting to management regarding program performance, pipeline health, and market intelligence.
- Minimum 5–7 years of experience in B2B sales or program management within military and defense manufacturing.
- Direct experience selling or supporting defense and government contracts, with a strong understanding of procurement pathways, DFARS/FAR, and contracting processes.
- Experience in technical sales or engineering solutions is strongly desired.
- Prior military service or direct experience supporting Department of Defense (DoD), aerospace, or defense contractor programs will be strongly preferred.
- Deep understanding of military acquisition processes, defense budget cycles, and supply chain structures.
- Ability to interpret military specifications (MIL-SPEC), engineering drawings, and technical documentation.
- Strong communication and presentation skills for interfacing with program offices, procurement officers, and technical personnel.
- Demonstrated success developing relationships with DoD agencies, defense primes, and tiered subcontractors.
- High energy level with a results-oriented, mission-driven mindset.
- Proficient in Microsoft Office and CRM platforms (preferably Salesforce).
- Strong organizational and negotiation skills with attention to compliance, documentation, and follow-through.
- Bachelor’s degree in engineering or business, preferred.
- Equivalent military experience or combination of education and industry experience will be considered.