[Hiring] Shipbuilding & Naval Defense Segment Manager @Novarc Technologies Inc

Role Description

We are seeking an experienced, results-driven Shipbuilding & Naval Defense Account Manager to lead business development and sales efforts for innovative physical and digital AI-powered welding solutions across the global shipbuilding and naval defense markets. This role will focus on developing strategic relationships with:

• Commercial shipyards
• Naval defense contractors
• Government agencies
• Engineering firms
• System integrators

The successful candidate will manage customer engagements in strict compliance with U.S. International Traffic in Arms Regulations (ITAR) and Export Administration Regulations (EAR) data handling requirements.

Key Responsibilities

• Business Development & Sales
  • Develop and execute a strategic sales plan to drive revenue growth within the global shipbuilding and naval defense markets.
  • Identify, qualify, and pursue new business opportunities.
  • Promote and sell a portfolio of physical and digital AI-enabled welding solutions.
  • Build and maintain executive-level relationships with key decision-makers.
  • Evaluate incoming Requests for Quotation (RFQs) and commercial agreements.
  • Identify and target Tier 1 defense prime contractors.
  • Manage complex technical sales opportunities.
  • Develop account strategies for major global shipbuilding organizations.
  • Author comprehensive white papers and professional social media content.
• Technical & Consultative Selling
  • Understand customer manufacturing processes and challenges.
  • Collaborate with engineering and product management teams.
  • Conduct product demonstrations and technical presentations.
  • Position AI and digital transformation solutions strategically.
• Territory Management
  • Manage sales activities across multiple regions.
  • Develop territory growth plans and prioritize strategic opportunities.
  • Travel extensively to customer sites and industry events.
• Market Intelligence
  • Monitor industry trends and competitive activity.
  • Identify emerging opportunities related to automation and digitalization.
  • Provide market feedback to leadership and product development teams.
• Forecasting & Reporting
  • Maintain accurate pipeline management through CRM tools.
  • Prepare business reviews and strategic account plans.

Qualifications

• Bachelor's degree in Engineering, Welding Technology, Manufacturing, Business, or a related field; equivalent industry experience will be considered.
• Minimum of 10 years of successful B2B sales experience within relevant sectors.
• Demonstrated experience selling into shipyards and naval defense organizations.
• Proven track record of achieving and exceeding sales targets.
• Strong understanding of welding processes and fabrication operations.
• Excellent presentation, negotiation, and communication skills.
• Ability to travel internationally as required (up to 50%).
• Must be a ‘U.S. Person’ as defined by U.S. export control laws.
• Working knowledge of U.S. export control regulations (ITAR/EAR).

Preferred Qualifications

• Welding engineering or manufacturing engineering background.
• Experience selling welding equipment and automation systems.
• Existing relationships with major commercial shipbuilders and defense contractors.
• Familiarity with Controlled Unclassified Information (CUI) data handling rules.
• Ability to qualify for or maintain a U.S. Department of Defense (DoD) Security Clearance.
• Experience working with global customers across multiple regions.
• Advanced technical certifications in welding or engineering disciplines.
• Multilinguistic.

Key Competencies

• Strategic Account Management
• Consultative Technical Selling
• Shipbuilding & Naval Defense Industry Expertise
• Welding & Fabrication Knowledge
• AI and Digital Transformation Solutions
• Executive Relationship Management
• Contract Negotiation
• Territory Development
• Business Development
• Cross-Cultural Communication
• Pipeline and Forecast Management
• ITAR / EAR & Defense Export Compliance Awareness
• Controlled Unclassified Information (CUI) Data Safeguarding
• Defense Prime Subcontracting & Flow-Down Management

Success Metrics

• Achievement of annual sales and revenue targets.
• Growth of strategic shipbuilding and naval defense accounts.
• New customer acquisition within target markets.
• Expansion of AI and digital solution adoption across customer base.
• Accuracy of forecasting and pipeline management.

Location

Remote within North America, with a strong preference for U.S.-based candidates, with extensive international travel required.

Reporting Structure

Reports to the Director of Global Sales or Vice President of Sales.

Compensation

Competitive base salary plus a variable compensation plan tied to the achievement of annual sales, revenue growth, strategic account development, and business objectives, along with comprehensive benefits.

Ideal Candidate Profile

A seasoned sales professional with 10+ years of experience selling into shipyards and naval defense organizations who understands welding operations and can successfully position both physical welding technologies and AI-driven digital solutions.

Why Novarc

• Growing Opportunities: We are in the process of maturing into a fast-growing medium-sized business.
• Great place to be: We have created a fun, adventurous, and open-minded environment.
• Best People: Our team is made up of talented, intelligent, and hardworking people.
• Lots of Opportunities: We are constantly looking for stand-out talent internally to move into leadership positions.

Novarc provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type.