Vice President - Business Development and Sales

Communications and Power Industries LLC

Hudson, MA, USA

Published: 6/14/2022

Full Time

Job Description

The Vice President, Business Development and Sales is responsible for driving revenue growth by developing and executing sales strategies, identifying new business opportunities, and leading a high-performing sales team consisting of inside and outside salespersons, as well as manufacturer reps. This role involves continuous market and competitive analysis, collaborating with engineering to align customer insights with technical roadmaps, and optimizing pricing and profitability.

COMPANY OVERVIEW:

Who we are: CPI Radant is the radome-and-composite‐structures division of Communications & Power Industries LLC (CPI). They are formally known as CPI Radant Technologies Division, and they serve the aerospace, defense, naval, and commercial industries by designing, manufacturing, testing and supporting advanced composite radomes, reflectors and structural composite products.
What we do: Radomes are special “domes” made of composite materials that protect antennas and radar systems from the environment while allowing electromagnetic signals to pass. CPI Radant produces these for critical applications, meaning:
- They enable secure communications and radar/electronic-warfare capabilities for military and commercial aerospace platforms.
- Their manufacturing includes large apertures and high‐frequency performance.
- Their advances in composite manufacturing and large structures feed into modern aircraft, satellites, naval vessels, etc.

DUTIES AND RESPONSIBILITIES:

Drive Revenue Growth: Develop and execute strategies to achieve ambitious sales growth targets. Own and report on sales forecasts by customer segment, presenting insights and results to the President, CEO, and Board Members.
New Business Development: Identify and pursue new business opportunities across current and emerging markets, with a focus on acquiring high-value customers and expanding market share.
Sales Team Leadership & Accountability: Build and lead a high-performing sales team, establishing clear metrics to measure individual and team success. Move quickly to adjust ineffective metrics and implement corrective actions for any underperforming areas.
Market & Competitive Analysis: Continuously gather insights on competition, market trends, and customer needs to proactively adjust sales strategy and respond to shifts in the marketplace.
Customer-Centric Sales Strategy: Collaborate with engineering to translate customer insights into technical roadmaps that align with customer needs, driving customer satisfaction and loyalty.
Pricing & Profitability: Develop and implement dynamic pricing strategies to maximize profitability across markets and products. Ensure pricing aligns with internal build vs. buy criteria and supports year-over-year growth objectives.
Sales Enablement & Training: Develop and manage programs to train and support the sales team, reps, and distributors, ensuring all stakeholders have the tools and resources to meet annual sales objectives.
Trade Show & Event Participation: Identify and strategically select trade shows to drive new business opportunities and increase brand visibility. Coordinate all event logistics, including travel and booth setup.
Performance Reporting: Deliver timely and accurate reports on sales performance, market trends, and competitive insights, ensuring management is informed of all critical developments.
Travel as Required: Engage with customers, attend industry events, and support the sales team through travel as necessary to meet role objectives and foster business growth.

SUPERVISORY RESPONSIBILITIES:

Build a High-Performing Sales Organization: Establish and lead a cohesive team focused on driving growth in core QPL/Military and resale sales channels. Ensure each team member is strategically aligned with the company’s sales objectives.
Leadership & Team Development: Provide guidance and mentorship to sales associates and customer service personnel. Actively promote a culture of performance and recognition, motivating the team to exceed sales targets.
Employee Development & Performance Management: Oversee training, performance evaluations, and career development initiatives. Recognize high achievers, address performance gaps, and implement structured plans for continuous improvement.
Policy Adherence & Compliance: Execute supervisory responsibilities in accordance with organizational policies and relevant laws, ensuring a fair, compliant, and inclusive work environment.

QUALIFICATIONS:

Possesses and maintains thorough knowledge of aerospace and defense industries.
Bachelor’s degree (B. A.) or equivalent.
5+ years in year’s related experience with a minimum of 2 years in Director role.
Proven track record of top line organic growth in defense markets
Relationships in the DoD market space
Proven track record of building successful sales team.
Proven leadership and business acumen skills.
Well-developed negotiation, project and account management skills.
Track record of the ability to make timely and sound decisions.
Creative, flexible, and innovative team player.
Commitment to excellence and high standards.
Ability to work with all levels of management and employees.
Strong organizational, problem-solving, and analytical skills.
Excellent written and verbal communication skills.
Demonstrated ability to make successful presentations to individuals and/or groups at all levels of an organization.
Ability to work independently and as a member of various teams and committees.
Excellent problem resolution and consultative sales skills.
Proven ability to handle multiple projects and meet deadlines
Strong interpersonal skills.
Versatility, flexibility, and a willingness to work within constantly changing priorities with enthusiasm.
Proficient with all MS Office components, Especially Excel.
Ability to travel 50% of the time.
Salary: $180000 - $215000

Desired Traits:

Experience selling radomes and composites.
Experience selling engineered manufactured items.
Relationships with aircraft OEMs and integrators.

COMPETENCIES:

Visionary Leadership: Clearly articulates a compelling vision for growth and success. Communicates goals with passion and optimism, inspiring respect, trust, and enthusiasm within the team and across the organization, even when the path forward is challenging.
Strategic Leadership: Demonstrates confidence in self and team, motivating others to achieve high performance and exceed targets. Influences actions and perspectives constructively, readily accepts feedback, and recognizes team members' contributions to shared success.
Agility in Uncertainty: Stays calm and collected under pressure, making informed decisions based on available data. Assesses risks, adapts quickly to changing conditions, and keeps the team aligned and moving forward in complex environments.
Proactive Initiative: Takes ownership of responsibilities, consistently seeking growth and self-improvement. Embraces opportunities for increased accountability, takes calculated risks, and actively seeks ways to contribute to company objectives. Asks for and provides help as needed to ensure success.
Customer-Centric Focus: Handles challenging or high-stakes customer situations with poise and responsiveness. Proactively seeks and acts on customer feedback to enhance service quality, striving to exceed customer expectations and honoring all commitments.
Team Management & Development: Engages staff in planning and decision-making, empowering them to take ownership of their roles. Provides clear performance feedback and supports career development, encouraging skill growth and fostering a continuous improvement culture.
Business Acumen: Understands the strategic impact of decisions on profitability, market position, and competitive advantage. Makes decisions aligned with broader business goals, consistently focusing on margin and long-term value creation.
Professional Integrity: Approaches all interactions with tact, respect, and consideration. Maintains composure under pressure, models accountability for actions, and fulfills commitments. Remains grounded and humble, sharing successes with the team.
Innovation & Problem Solving: Brings creative, forward-thinking approaches to challenges, consistently generating valuable ideas to enhance processes, products, and services. Communicates ideas effectively to engage and motivate others toward continuous improvement.

SHAPING THE FUTURE THROUGH INNOVATION AND DISCOVERY!

With a history spanning more than seven decades, Communications & Power Industries’ thousands of products have impacted people’s lives in numerous unseen ways every day. Our highly engineered products serve as the backbone of modern-day commercial and military communications systems, aid in the treatment of cancer, assist in diagnosing medical conditions, support and protect soldiers, sailors, and pilots, empower scientific discoveries and space exploration, help ensure the safety of imported foods and materials, and much more.

CPI is headquartered in Plano, Texas and is a global manufacturer of electronic components and subsystems. We have manufacturing locations in the United States, Canada, Europe, and Asia. With a heritage of technological excellence, our team serves customers in the communications, defense, medical, industrial, and scientific markets.

WHAT WE OFFER:

Whether you are a seasoned professional or just embarking on your career, CPI is an ideal place to expand your knowledge and expertise. We cultivate a healthy, dynamic, and team-oriented environment that empowers our employees to develop, create and deliver innovative, reliable technology solutions to power, connect, protect, and support a better tomorrow.

We offer our employees an attractive compensation package with competitive salaries and comprehensive benefits, including health and wellness programs, career development, generous retirement savings plan with company match and more!

WHO WE ARE:

We value the unique and diverse skills, qualities, and backgrounds that each employee brings to CPI, and we respect each employee as an integral member of our growing team. CPI is committed to providing equal employment opportunities for all current and prospective employees, as well as to promoting a culture of inclusion and respect for everyone. We celebrate the innovation that diversity creates in the work environment, and we recognize that each employee brings their own unique capabilities, experiences, and perspectives to the organization. It is this variety that adds value to our teams, as well as to our stakeholders. We welcome and encourage applicants to reach their full potential with us.

CPI is proud to be an Equal Opportunity and Affirmative Action employer. We do not discriminate based upon race, religion, color, national origin, sex (including pregnancy, childbirth or related medical conditions), sexual orientation, gender, gender identity, gender expression, transgender status, sexual stereotypes, age, status as a protected veteran, status as an individual with a disability or other applicable legally protected characteristics.