Sr. Manager, Sales & Business Development

Astronics; Orlando (FL); On-site; USD 150,000 - 190,000; Full time

Benefits offered by this job

Health Insurance

401K Plan

Paid Time Off

Tuition Reimbursement

Employee Wellness

Job summary

Astronics Test Systems seeks a Sr. Manager of Sales & Business Development to lead revenue growth in the mass transit market.

You will drive the sale of automated test equipment and lifecycle services to rail OEMs, transit authorities, system integrators, and maintenance providers, building long-term customer partnerships. The role requires strong technical aptitude and consultative selling to position Astronics as a trusted partner for mission-critical test solutions.

Qualifications

• Bachelor's degree in Engineering, Business, or related field.
• 7+ years selling complex engineered systems or capital equipment.
• Experience selling to mass transit, rail, aerospace, or defense.
• Proven success with long sales cycles and multi-million-dollar opportunities.
• Strong consultative selling, negotiation, and presentation skills.
• Ability to engage both technical and executive stakeholders.
• Travel up to 40–60% domestically and internationally.

Responsibilities

• Develop and execute strategic sales plans to achieve bookings and revenue in mass transit.
• Identify and pursue opportunities with rail OEMs, transit agencies, and system integrators.
• Manage full sales lifecycle including proposals, contracts, and closure.
• Collaborate with engineering and product teams to tailor BTE solutions.
• Build executive relationships with key customer stakeholders.
• Expand existing accounts and grow presence with new customers.
• Maintain CRM pipeline and provide forecasts to leadership.
• Support negotiations ensuring profitability.
• Coordinate cross-functional resources through opportunity to project execution.

Skills

Strategic Sales

Consultative Selling

Negotiation

Relationship Management

Executive Communication

Forecasting & Analytics

CRM (Salesforce)

Education

Bachelor's degree in Engineering or Business

Tools

Salesforce

Job description

Sr. Manager, Sales & Business Development

Why Join Astronics Test Systems?

At Astronics Test Systems, you'll work alongside industry experts developing innovative automated test solutions that improve the safety, reliability, and performance of transportation systems around the world. This position offers the opportunity to influence major rail modernization programs while helping customers solve complex testing challenges through advanced engineering solutions.

Position Summary

Astronics Test Systems is seeking a results-driven Sales Manager to lead business development and sales growth within the global mass transit market. This role is responsible for driving revenue through the sale of custom automated test equipment (ATE) test solutions, also referred to as Bench Test Equipment (BTE), and lifecycle support services to rail vehicle OEMs, transit authorities, system integrators, and maintenance organizations.

The ideal candidate combines strong technical aptitude with consultative selling skills, enabling them to develop long-term customer relationships and position Astronics as a trusted partner for mission-critical test solutions.

Key Responsibilities

• Develop and execute strategic sales plans to achieve annual bookings and revenue objectives within the mass transit market.
• Identify, qualify, and pursue new business opportunities with rail OEMs, transit agencies, maintenance providers, and system integrators.
• Manage the complete sales lifecycle, including prospecting, customer engagement, solution development, proposal generation, contract negotiation, and order closure.
• Collaborate with engineering, program management, and product teams to develop customized BTE and automated test solutions that address customer operational and technical requirements.
• Build and maintain executive-level relationships with key customer stakeholders, including engineering, maintenance, procurement, and operations leadership.
• Develop account growth strategies for existing customers while expanding Astronics' presence with new accounts.
• Monitor industry trends, competitive activity, and emerging technologies within the rail and mass transit markets.
• Represent Astronics at industry conferences, trade shows, customer demonstrations, and technical presentations.
• Maintain an accurate sales pipeline and forecast using CRM tools and provide regular updates to executive leadership.
• Support contract negotiations while ensuring proposals meet customer requirements and company profitability objectives.
• Coordinate cross-functional resources to ensure successful customer engagement from initial opportunity through project execution.

Required Qualifications

• Bachelor's degree in Engineering, Business, or a related technical field.
• 7+ years of experience selling complex engineered systems, automated test equipment, electronic test solutions, or capital equipment.
• Experience selling into one or more of the following markets:
• Mass Transit
• Rail Transportation
• Aerospace
• Defense
• Demonstrated success managing long sales cycles and multi-million-dollar opportunities.
• Strong consultative selling, negotiation, and presentation skills.
• Ability to communicate effectively with both technical and executive-level decision makers.
• Willingness to travel approximately 40–60%, including domestic and occasional international travel.

Preferred Qualifications

• Experience with automated test equipment (ATE), electronic test systems, or diagnostic equipment.
• Familiarity with rail vehicle systems including propulsion, braking, communications, signaling, or onboard electronics.
• Experience responding to RFPs and managing complex government or public transportation procurements.
• Knowledge of lifecycle support, depot maintenance, and reliability-centered maintenance concepts.
• Experience using Salesforce or comparable CRM platforms.

Core Competencies

• Strategic Business Development
• Technical Solution Selling
• Customer Relationship Management
• Executive Communication
• Contract Negotiation
• Cross-functional Leadership
• Opportunity Pipeline Management
• Forecasting and Sales Analytics
• Customer Intimacy
• Problem Solving
• Results Orientation

Success Measures

Success in this role will be measured by:

• Achievement of annual bookings and revenue targets.
• Growth of strategic customer accounts.
• Expansion into new mass transit customers and programs.
• Pipeline quality and forecast accuracy.
• Customer satisfaction and long-term relationship development.
• Contribution to Astronics' market share growth within the global mass transit industry.

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job the employee is regularly exposed to moving mechanical parts. The employee is occasionally exposed to fumes or airborne particles.

The noise level in the environment is moderate.

Physical Demands:

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Disclaimer:The above statements are intended to describe the general nature and level of work being performed by people assigned to this classification. They are not intended to be construed as an exhaustive list of all responsibilities, duties and skills required of personnel so classified.

Employment Eligibility Requirements:

• An offer of employment is contingent on successfully passing a drug test and background check
• This position may involve access to items subject to U.S. export-control laws. Employment is contingent upon the employee’s authorization to access such items under applicable law. The company does not guarantee and is under no obligation to seek such authorization if it would be necessary.

Astronics Test Systems offers a competitive benefit package including:

• Stay Healthy - Health, dental, vision, disability, life insurance, FSA, HSA, as well as voluntary life/AD-D, voluntary critical illness, accident prevention and hospital indemnity
• Save for the Future - 401K & Employee Stock Purchase Plan
• Find Balance - Employee Assistance Program & Wellness Program
• Time for You - Generous Paid Time Off, Paid Holidays and Paid Parental Leave
• Professional Growth - Tuition Reimbursement Program

Accommodation Request

Astronics Test Systems is committed to working with and providing reasonable accommodation to individuals with physical and mental disabilities. If you need special assistance or an accommodation while seeking employment, please e-mail [e-mail] or call: 407.381.6062. We will make a determination on your request for reasonable accommodation on a case-by-case basis.

Astronics Corporation (Nasdaq: ATRO) serves the world's aerospace, defense, and other mission critical industries with proven, innovative technology solutions. Astronics works side-by-side with customers, integrating its array of power, connectivity, lighting, structures, interiors, and test technologies to solve complex challenges.
For over 50 years, Astronics has delivered creative, customer-focused solutions with exceptional responsiveness. Today, global airframe manufacturers, airlines, militaries, completion centers and Fortune 500 companies rely on the collaborative spirit and innovation of Astronics. The Company's strategy is to increase its value by developing technologies and capabilities that provide innovative solutions to its targeted markets.

All qualified applicants will receive consideration for employment without regard to race, color, sex, sexual orientation, gender identity, religion, national origin, disability, veteran status, or other legally protected status.

Voluntary Self-Identification

For government reporting purposes, we ask candidates to respond to the below self-identification survey.Completion of the form is entirely voluntary. Whatever your decision, it will not be considered in the hiringprocess or thereafter. Any information that you do provide will be recorded and maintained in aconfidential file.

As set forth in Astronics Corporation’s Equal Employment Opportunity policy,we do not discriminate on the basis of any protected group status under any applicable law.

If you believe you belong to any of the categories of protected veterans listed below, please indicate by making the appropriate selection.As a government contractor subject to the Vietnam Era Veterans Readjustment Assistance Act (VEVRAA), we request this information in order to measurethe effectiveness of the outreach and positive recruitment efforts we undertake pursuant to VEVRAA. Classification of protected categoriesis as follows:

A "disabled veteran" is one of the following: a veteran of the U.S. military, ground, naval or air service who is entitled to compensation (or who but for the receipt of military retired pay would be entitled to compensation) under laws administered by the Secretary of Veterans Affairs; or a person who was discharged or released from active duty because of a service-connected disability.

A "recently separated veteran" means any veteran during the three-year period beginning on the date of such veteran's discharge or release from active duty in the U.S. military, ground, naval, or air service.

An "active duty wartime or campaign badge veteran" means a veteran who served on active duty in the U.S. military, ground, naval or air service during a war, or in a campaign or expedition for which a campaign badge has been authorized under the laws administered by the Department of Defense.

An "Armed forces service medal veteran" means a veteran who, while serving on active duty in the U.S. military, ground, naval or air service, participated in a United States military operation for which an Armed Forces service medal was awarded pursuant to Executive Order 12985.