Sales and Product Manager

Description

The Sales and Product Manager is responsible for driving growth in the Company’s share of United States government and major OEM contracts within the DoD’s aerospace and logistics sectors. This role leverages expertise in DoD acquisition processes to identify and capitalize on opportunities, manage proposals, and administer contracts. The position requires a strong understanding of USG operations, effective interaction with government representatives, and the ability to translate customer needs into successful solutions. A critical component of this role is the ability to leverage or integrate Air Transportation Subject Matter Expertise to ensure solutions are operationally relevant and technically sound, especially concerning cargo aircraft systems and logistics support. The position drives positive results relative to product management to include effective market research and analysis, roadmap development, testing/certifications, new product introduction processes. The Company's products primarily consist of systems used for the transportation of personnel and equipment in cargo aircraft, directly supporting DoD mission objectives.

This comprehensive role encompasses business development, sales, and program management, significantly impacting the Company’s growth. The Sales and Product Manager will represent the Company and its values, ensuring client and partner expectations are met and exceeded.

Responsibilities:

• Business Growth: Identify and pursue USG direct and indirect business opportunities through government channels and strategic partnerships with major OEMs (e.g., Lockheed Martin, Boeing, Standard Aero).
• Product Management. Plan, build, and implement product management processes for existing and new products to include market research, common configuration, customer/prospect engagement, product development, and a clear new product introduction process (NPI).
• Proposal Management: Lead the development and submission of competitive proposals, ensuring clear articulation of solutions and compliance with relevant military specifications (MIL-SPECs). Incorporate Air Transportation SME input to validate operational feasibility and technical accuracy of proposed solutions.
• CRM Management: Maintain accurate business development and sales data within the Company’s CRM system.
• Market Research: Conduct thorough market research and analysis of DoD logistics and aerospace requirements to support proposal and contract development. Assist outside marketing consultants in developing product messaging that differentiates Knight products and services from others in the market. Communicate effectively (internally and externally) the value of our products and services to the market. Utilize Air Transportation SME insights to identify key trends and emerging needs within the cargo aircraft and logistics domain.
• Contract Strategy: Develop and execute contract strategies, including pricing discussions, timeline management, and deliverable definition. Leverage Air Transportation SME knowledge to ensure contract terms align with operational realities and technical requirements.
• Contract Drafting & Compliance: Draft and review contractual provisions, ensuring compliance with FAR and DFARS regulations.
• Contract Negotiation: Serve as a subject matter expert during contract negotiations, advocating for the Company’s interests while meeting client needs. Utilize Air Transportation SME expertise to address technical and operational questions during negotiations.
• Relationship Management: Maintain effective communication with business partners and government clients, ensuring timely information exchange and issue resolution.
• Opportunity Quoting: Prepare quotes for smaller opportunities and related equipment.
• Marketing Support: Contribute to website and social media updates, highlighting the Company’s capabilities and achievements. Use market research and critical data analysis to determine effective product pricing. Ensure marketing materials accurately represent the Company’s expertise in air transportation solutions, potentially with SME contribution.
• Conference Coordination: Coordinate travel and logistics for industry conferences and events. Facilitate SME participation in relevant conferences and events to enhance the Company’s technical credibility.

Requirements

• Bachelor’s degree in Business or related program. MBA a plus.
• Computer skills using Microsoft Office Suite and CRM platforms.
• Prior military, aerospace, aviation experience a plus.

Skills:

• Knowledge of federal government contracting requirements and processes.
• Familiarity with legal/licensing concepts such as Intellectual Property, Limitations of Liability, Indemnification, Warranties, etc.
• Demonstrates negotiation skills and superior organizational skills.
• Proven analytical and written and verbal communication skills.
• Ability to be proactive, prioritize and maintain deadlines in a service-oriented and sales driven environment.
• Speed and accuracy are essential requirements for this position.
• Works well in a “team” environment.
• Able to obtain DoD clearance.