Category Manager - C5ISR, Unmanned Aircraft Systems (UAS) & Counter Unmanned Aircraft Systems (CUAS)

ADS, Inc. began more than 20 years ago by outfitting Navy SEALS with quality dive equipment, and today we're proud to manage 3,000 supplier partnerships and over 50,000 products.

Please watch this video to learn more about ADS Inc! http://bit.ly/ADS_Mission

Job Title: Category Manager – C5ISR, Unmanned Aircraft Systems (UAS) and Counter Unmanned Aircraft Systems (CUAS)

Location: ADS Headquarters (Virginia Beach, VA) Not Remote

ADS is seeking a self-starter to lead and own revenue generation for our C5ISR UAS and CUAS portfolio. The UAS-CUAS Category Manager (CM) will be responsible for the sustainable growth of the portfolio of products within the UAS-CUAS category segment across all ADS sales channels. The UAS-CUAS segment includes UAS, payloads, software, CUAS detection, sensing, classification, and mitigation systems. The UAS-CUAS CM represents ADS from a business-to-business point of view, working with partner suppliers and potential partner suppliers. An effective CM understands ADS’ value proposition and their category’s position in the market and converts that understanding to revenue. The right candidate will deliver value through the implementation of effective negotiation strategies that reduce organizational costs and risks. The CM will build strong partnerships with external/internal stakeholders to identify new opportunities, new technology, and return profits on time invested. Competence and knowledge in contract development, defense acquisition, industry trends and standards will be expected. Experience in the technical use of solutions within the UAS-CUAS Category is required.

Responsibilities

• Generate new opportunities with existing suppliers & existing customers
• Find and capitalize on "white space" in Category
• Provide leads to sales team and support those leads during initial phases of business development
• Support ADS Sales Reps in customer meetings pertaining to UAS-CUAS capabilities
• Create and execute sales initiatives that bring value and measurable revenue to ADS Sales reps and vendors
• Develop & present annual Vendor Plans for suppliers and ADS Sales Representatives
• Develop a long-term plan for Category growth
• Negotiate terms with existing suppliers to maximize overall margin
• Identify new vendors and assess viability for partnerships
• Maintain deep relationships with vendor community - continually reinforce ADS value proposition
• Understand competitive landscape for category, both customer facing and vendor facing
• Plan and execute demonstrations and events for suppliers within category
• Maintain Customer Relationship Software database with correct supplier data.
• Fully understand existing contracts available in your category
• Support capture efforts for new contracts
• Increase vendor portfolio with emerging tech and sought after equipment
• Research user requirements to focus on solutions that will yield maximum results
• Work with internal training team to educate sales teams

Performance Standards: The Intelligence, Surveillance, and Reconnaissance Team and your success as a Category Manager will be measured by customer and supplier satisfaction, hitting assigned territory goals, team engagement, and overall sales growth.

 Requirements

• Bachelor's Degree (U.S. Military experience may be substituted in lieu of a Bachelor's Degree at the Hiring Manager's discretion)
• 5 years' experience with US Government contracting and acquisition
• 2 years' successful experience in business development and/or program management
• 3+ years' experience in Microsoft Excel, PowerPoint, and Word must be highly proficient
• 3+ years' C5ISR/Communications background or experience
• Must demonstrate drive and ability to solve problems independently, without prompting
• Must be hungry to create opportunities and find new business
• Must possess strong and fearless negotiations skills while still managing relationships with finesse
• (ADS experience may be substituted for any of the above at the manager's discretion)
• Extensive travel required (50-75% or 2-3 weeks of every month)

Desired Qualification

• Experience selling to the military or government highly preferred
• Prior Salesforce or other CRM software experience
• Understanding of government contracts, defense procurement and relevant purchasing methods desired

ADS believes that a diverse work environment leads to bigger thinking and more creative solutions to our customers problems, and we are proud to be an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation or gender identification, national origin, or any other legally protected characteristic. We strive to represent our community with a workforce diverse in gender and ethnicity. We actively seek out veterans and the disabled for opportunities at ADS.