US DoD Account Manager
ETL Systems, US Office
297 Herndon Parkway, Suite 303
Herndon, VA 20170
http://www.ETLsystems.com
Contact:
Bert Sadtler
President
Boxwood
[email protected]
410-274-6707
To apply for this role, please click here
ETL Systems
With headquarters in the UK and a global presence, ETL designs and manufactures professional Radio Frequency (RF) distribution equipment for Satellite Ground Stations and other Microwave users. The product range covers DC-40GHz and includes L-Band Routers, RF over Fiber, Switches, Splitters/Dividers, Combiners and Amplifiers.
An Introductory Note: Our Recruitment Process
ETL systems has retained Boxwood to conduct a different kind of recruitment for a better hiring outcome. While this process is different, we feel that it genuinely offers both candidates and the company the best opportunity to get to know each other at a deeper level than is typical with the conventional interview approach.
For more information, please click below for a short video on the Boxwood Process:
Boxwood’s recruitment process is intended to provide qualified candidates with a positive, thorough, confidential and interactive experience focused upon business discussions — not interviews. These business discussions are real conversations about real issues the company is facing. A key aspect of the recruitment process will include the candidate completing a 6-month action plan in collaboration with the ETL leadership team . This will speed up the on-boarding process, ensure a clear alignment from the beginning and put the newly hired talent on a path of success.
Interested and qualified candidates are first asked to thoroughly review the following detailed position description. Interested and qualified candidates should then contact Bert Sadtler of Boxwood.
ETL Systems is an Equal Employment Opportunity employer.
We extend our sincere thanks for considering ETL Systems.
The Position
This is a newly created, individual producer role that will report to the VP of Sales, US and will work in the US Herndon, VA office. The US DoD Account Manager is responsible for growing ETL’s market share within the US DoD sector. This includes New Business Development, Direct Sales, Channel Partner responsibility and Account Management for the US Government and the Government Contractors who serve the US DoD sector.
Worth noting, ETL is on a growth track. This role offers a career path for additional responsibility within ETL Systems.
The sales target is $2M-$3M annually.
Responsibilities include:
• New Business Development, Direct Sales, (channel) Partner and Account management responsibility for North America – US Government and Department of Defense
• Top line responsibility for identifying projects and opportunities, and converting these into orders.
• Liaising with customers at all levels of the customer organization – technical and commercial.
• Products to be commercial and government satcoms ground segment RF equipment.
• Working with our UK and US sales admin team to ensure new enquiries are dealt with accurately, quickly and in a professional manner; and followed up.
• Regular travel for customer visits and trade shows. On average 1 week per month. Attending the annual ETL Global Sales Conference for one week in May in the UK.
• Assistance in defining marketing activities, including trade shows, within region.
• Reporting regularly on sales activities / pipeline to the VP of Sales EUS and the Global Sales Director.
• Promote and sell our products and systems through customer demonstrations, site & field visits, tendering and quoting for new business opportunities.
• Identify new routes to market which offer incremental opportunities.
• Any other duties as and when required to ensure the continued success and growth of the company.
Qualifications Include:
– Must be US Citizen, ideally located within the greater Washington DC Region.
– Technical degree, demonstrated technical industry working knowledge or engineering degree in order to make a strong technical proposal are highly desirable.
– Ideally 5-10+ years of demonstrated US DoD Sector experience.
– Demonstrated technology sales experience with the ability to learn Satellite Communications technology.
– Demonstrated working relationships with members of the target DoD Satellite Communications and Ground Equipment customer set that includes: Prime Contractors, Systems Integrators, US Gov, DoD and DoD bases.
– Demonstrated Channel Sales Management and Direct Sales track record of US DoD Sector sales success.
–Demonstrated working skills with Microsoft Office applications, CRM, ERP systems and pipeline reporting.
– Ability to travel, on average once a month.
Priorities to be Accomplished within the First Six Months
1. Identify and prioritize the DOD entities and bases which use satcoms.
2. Contact and visit the technically / commercially responsible stakeholders within the priority entities / bases – introduce ETL.
3. Contact and visit the technically / commercially responsible stakeholders within the defense primes / system integrators who run satcoms programs.
4. Understand the longer term programs / funding vehicles for satcoms and develop a plan to position ETL into these.
Total On-Target Compensation
ETL is positioned to reward performance. The target compensation is a combination of a competitive base salary plus a rewards based performance bonus.
Pay cycle:
• Base salary paid monthly, performance bonus paid quarterly.
About the Company
ETL Systems is a fast growing technology company, supplying RF satcoms equipment to governments, broadcasters, satellite operators an telecom companies, directly and through systems integrators. The company is medium sized and privately owned with a strong team spirit. ETL’s average growth rate has been 16% annually for the last 5 years. North America is a key market that accounts for approximately 40% of total revenue. This is split between commercial and government customers.
There are three sales account managers along with the US Sales VP in the US who cover North and South America.
ETL established the US Herndon office in 2012. Since then, growth has continued which includes the creation of this US DoD role. The 5 year strategy includes continued strong growth, penetrating new markets, launching new products and winning more market share.
The US DoD Account Manager fits into the ETL growth strategy through new business development, managing and growing sales to existing US DoD customers and providing technical expertise on ETL’s products to existing partners in the US, as a support to their sales efforts.
Company Culture
ETL is dynamic, fast growing, innovative company with team culture. We are restless and willing to take risks – with an entrepreneurial spirit. That said, as a small company we present an image and have the systems and process of a larger company. Core values: innovative & brave; ambitious & driven; customer empathy.
ETL’s Competitive Position
• Strong reputation for innovative design with excellent technical performance and resilience. With the reliability and performance of the L-band products being so good, 75% of the main NATO governments use ETL equipment to protect their citizens.
• Willingness to develop new products (customization) to meet specific customer requirements. Over half of ETL’s top 50 orders in 2017 were specifically engineered to meet customer requirements.
• Customer empathy and strong long-term relationships with ETL’s customers. In 2017 65% were repeat customers.
• ETL’s lifetime remote technical support is Free of Charge, saving customers time and money.
• Relatively short lead times; flexible attitude on delivery dates and focus on on-time delivery.
• Focus on quality and reliability. 100% of ETL’s products are fully tested including soak testing (and ETL retains the test data). ETL’s equipment works out of the box: that’s why 14 of the 20 top satellite operators use ETL’s switch matrices and RF products.
More on ETL
ETL Systems has been designing and manufacturing RF equipment since 1984, and from 2003 onwards benefited from the new management of Ian Hilditch and Dr Esen Bayar. In 2013 it received its third Queens Award for Enterprise, marking impressive growth in International Trade, and is now one of the world’s leading RF manufacturers to the Satellite industry.
Dr Esen Bayar leads a dedicated in-house design and engineering team, which specializes in originating RF design concepts, as well as enhancing existing products to meet customer needs. Ian Hilditch heads up the commercial team covering global Sales and Marketing and Finance.
Located at its purpose built secure facility next to the BT Madley Satellite Earth Station, ETL boasts RF testing facilities, software design, automated circuit board assembly, concept design areas, pick and place machinery as well as machining workshops. This means that design, production and maintenance can be carried out in-house under the umbrella of the newly awarded ISO 9001 Quality Management System.
ETL’s heritage is in designing satellite signal routing solutions for Broadcasters, who demand hi-levels of RF performance, as well as redundancy and resilience. This expertise has been expanded to cover Government, Defense, Marine, Private VSAT networks as well as global Satellite Operators.
ETL continues to invest heavily in Research & Development, to ensure that its RF components and rack mounted equipment meet the changing needs of the Satellite industry.
Summary of Benefits
20 days holiday per year
6 Bank Holidays
Pension 5%
Group health, dental and vision insurance – Aetna.
Healthy Bodies incentive – complete a calendar year without any sickness (£100 reward) converted into USD.
Click here for ETL Benefits webpage
Executive Bios
IAN HILDITCH Managing Director / CEO
With an MA in Engineering, Economics, and Management from Oxford University, Ian joined ETL as Managing Director and CEO in June 2003, after arranging a management buy-in. As a serial entrepreneur, he has a wide range of experience of running and growing companies, with particular focus on the business development and finance.
Prior to ETL, Ian ran an engineering business involved in air pollution control, which he sold in late 2001. He became Vice President and Senior Director at Continental Illinois Bank before moving into entrepreneurial pursuits.
DR ESEN BAYAR Technical Director / CTO
Esen brings 25 years experience in satellite communication systems and hardware design & development, and joined ETL as Chief Technical Officer in June 2003. He is proactively engaged in developing ETL’s operational procedures and technologies which have played a pivotal role in transforming ETL to a global leader in RF engineering and custom build.
Prior to ETL, Esen took on engineering and engineering management roles working for Marconi Space & Defence Systems (now known as Astrium), Com Dev and Radiant Broadband Wireless Systems.
Esen was awarded a PhD following his study at Kings’ College, University of London. He has a number of technical publications in the fields of RF & microwave design as well as satellite & broadband wireless communications, including a number of patents in these fields.
ANDREW BOND Sales Director
Andrew’s speciality is the sales and marketing of technical communications products, with a focus on developing international brands and sales networks. He joined the ETL team in June 2005 to support its expansion into new global markets and has since seen sales grow around 20% per year.
Andrew has an MBA from Edinburgh University.
SUSAN SAADAT Vice President Sales (US)
With 25 years of sales, management and engineering experience in satellite communications, Susan joined ETL in 2013 to lead the company’s recently launched North American headquarters in Washington D.C. She combines her strong engineering foundation and solid track record of achieving high level growth and top line revenue to expand ETL’s presence in the Americas.
JESSICA STONE HR Manager
With 15 years’ Human Resources experience gained from working for 2 entrepreneurial privately owned companies, Jessica joined ETL in 2013 to develop and implement the HR Strategy. With recruitment a key objective to support the business growth; Jessica has increased ETL’s headcount by 57% over the last 4.5 years.
Jessica was awarded her CIPD Postgraduate degree in Human Resources in 2010 along with being a finalist in the CIPD Michael Kelly Outstanding Student of the Year Award for her contribution in leading in designing and implementing a tailor-made Job Evaluation Scheme. Jessica is involved in many projects at ETL and 9 months ago launched a new Performance Management Process which is continually being embedded into the company.