Territory Growth Manager – Integrated Solutions, RF Systems
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Job Description
Territory Growth Manager growing Frontgrade’s mission-critical RF systems bookings and pipeline across California. Managing emerging accounts, customer relationships, market development, and sales forecasting.
Responsibilities:
- Own the commercial strategy and execution for the assigned California territory within the Integrated Solutions SBU, focused on RF Systems and active RF capabilities.
- Identify and prioritize core and emerging customers and programs aligned with Frontgrade’s capabilities and AOP objectives.
- Conduct market analysis covering competitive dynamics, demand trends, and whitespace opportunities.
- Identify new business opportunities through customer engagement, networking, and industry research.
- Build and maintain a robust pipeline of qualified opportunities, including forecasted and early-stage pursuits.
- Qualify opportunities based on customer funding, technical alignment, and probability of win.
- Collaborate with Strategic Business Development and Solution Architects to shape pre-RFP opportunities and transition funded pursuits into execution.
- Maintain accurate opportunity data, forecasts, and pursuit progress in Salesforce.
- Manage relationships across emerging accounts and serve as the primary commercial contact for pricing, program status, and general inquiries.
- Conduct account reviews, virtual and in-person meetings, and customer visits.
- Coordinate with Inside Sales Managers for quoting, order entry, and backlog visibility.
- Collaborate with Growth Operations, Program Management, Finance, Operations, Brand, and Marketing.
- Maintain timely bookings and pipeline forecasts; participate in weekly reviews with the Vice President of Sales - Integrated Solutions RF Systems.
- Contribute to Sales Council meetings and comply with Bid/No-Bid and Delegation of Authority processes.
- Monitor customer funding priorities, government budgets, and competitive developments.
- Share market intelligence with Strategic Pursuits and the CTO organization.
- Represent Frontgrade at industry events, conferences, and trade shows.
Requirements:
- Bachelor’s degree in Engineering, Business, or related field required.
- 10+ years of experience in sales, business development, or account management within Defense, Aerospace, Space, or high-technology sectors.
- Proven success in developing new customer relationships and achieving revenue targets.
- Experience using CRM systems (Salesforce).
- Understanding of government contracting, proposal processes, and funding cycles.
- Willingness to travel regularly within assigned territory (50%+ expected).
- This position may require access to technology, materials, software or hardware controlled by ITAR or EAR U.S. export laws.
- May need to obtain a U.S. Government export license(s), as required by law.
Benefits:
- Competitive health, wealth, and wellbeing benefits from day one
- Immediate Medical (FSA and HSA), Dental, and Vision
- 401K Match with 100% immediate vesting
- 9X80 compressed work schedule for qualifying roles
- Career Opportunity and Growth
- Tuition Reimbursement/Student Loan Repayment
- Generous PTO and 11 paid Holidays per year (a combination of both designated and floating holidays)
- 8 weeks of 100% Paid Family Leave
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