Sr. Manager, Sales & Business Development

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
• Industrial Automation
• 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
• Collaboration
• 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.