UAS Sales Manager

Description

Position Summary

The UAS Sales Manager is responsible for leading and growing Duncan-Parnell's Unmanned Aircraft Systems business. This is a hands-on sales leadership role for a manager who will spend meaningful time in the field, develop the sales team, build senior-level customer relationships, and create the operating discipline required for sustainable, profitable growth.

The successful candidate will balance strategy with execution. This leader will personally engage in key opportunities, coach representatives through complex sales cycles, align inventory and vendor decisions with market demand, and ensure every solution is supported by a strong customer experience. The role requires ownership, sound judgment, direct communication, follow-through, and the willingness to make decisions in a fast-changing market. This position can be located anywhere within our sales territory of the Southeastern US.

What Success Looks Like

• Visible, field-oriented leadership that strengthens customer relationships and increases representative effectiveness.
• A clear UAS growth strategy translated into focused territory plans, consistent sales activity, and reliable forecasting.
• A disciplined, accountable sales culture in which expectations are clear, coaching is frequent, and commitments are followed through.
• A focused portfolio of vendor partners and solutions that Duncan-Parnell can sell, support, train, and scale effectively.
• Improved inventory health through close coordination among Sales, Operations, Support and Training, Marketing, and Finance.
• A differentiated customer experience built around consultative selling, technical credibility, training, adoption, and long-term value.

Core Responsibilities

Sales Leadership and Team Development

• Lead, coach, and develop the UAS sales team through regular field engagement, opportunity reviews, account planning, and direct feedback.
• Establish clear expectations for sales activity, territory ownership, pipeline quality, customer coverage, responsiveness, and results.
• Help representatives improve discovery, value-based selling, trade-in conversations, competitive positioning, negotiation, and executive-level communication.
• Recruit and onboard strong talent as needed, while building a culture of accountability, collaboration, professionalism, and continuous improvement.
• Model the leadership standard expected of the team: proactive, prepared, customer-focused, decisive, and willing to address issues directly.

Business Strategy and Growth

• Build and execute the UAS business plan, including market priorities, territory strategies, revenue and margin expectations, and investment needs.
• Identify new markets, applications, and recurring revenue opportunities across surveying, mapping, engineering, construction, public safety, and related sectors.
• Evaluate emerging technologies and determine which solutions Duncan-Parnell should represent, how they should be positioned, and what is required to support them successfully.
• Maintain a good, better, best solution approach where appropriate so the team can compete on customer outcomes rather than defaulting to a single product or price point.
• Provide management with timely, realistic forecasts and a clear view of opportunities, risks, competitive activity, and required decisions.

Customer and Market Leadership

• Personally engage with strategic customers and high-value opportunities to improve discovery, demonstrate company commitment, and help close business.
• Develop relationships beyond a single contact and position Duncan-Parnell as a trusted workflow and technology partner, not simply an equipment vendor.
• Ensure customer recommendations account for the complete workflow, including hardware, software, training, data processing, implementation, support, and adoption.
• Create a consistent process for gathering customer feedback and converting it into better offerings, support plans, training, and market messaging.

Operational and Financial Discipline

• Partner with Operations to manage inventory by vendor and product based on demand, aging, sales velocity, demo needs, and an intentional disposition plan.
• Drive disciplined use of Salesforce for account planning, lead and opportunity management, next steps, forecast accuracy, and management visibility.
• Manage vendor relationships, lead registration, pricing, programs, marketing investments, margin improvement, and issue resolution.
• Work with Support and Training to ensure each product sold has clear support, training, and customer handoff plan.
• Collaborate with Marketing on targeted campaigns, events, demonstrations, customer education, and content that supports measurable sales priorities.
• Monitor sales, gross profit, expenses, inventory exposure, and resource needs, and communicate performance and corrective actions to management.

Requirements

We are looking for a builder and a leader, not simply a senior salesperson. The right person will be comfortable setting direction, getting into the field, coaching different experience levels, and creating structure without creating unnecessary bureaucracy.

• High ownership: takes responsibility for the business, anticipates issues, and follows through without waiting to be directed.
• Field presence: regularly travels with representatives, meets customers, observes the market firsthand, and uses those insights to improve execution.
• Coach and developer: raises the capability of the team through candid feedback, preparation, practice, and clear expectations.
• Strategic and commercially minded: understands growth, margin, inventory, market positioning, partner economics, and the tradeoffs behind business decisions.
• Technically credible and curious: can understand complex UAS workflows, ask strong questions, and translate technology into customer value.
• Operationally disciplined: brings organization, cadence, accurate forecasting, documentation, and accountability to a rapidly changing business.
• Collaborative: works effectively across Sales, Operations, Support and Training, Marketing, Finance, branches, and vendor partners.
• Clear communicator: communicates directly, professionally, and consistently with employees, customers, partners, and senior leadership.
• Adaptable and improvement-oriented: is open to new tools, including AI, and actively looks for better ways to sell, manage, communicate, and serve customers.

Qualifications

• Demonstrated sales leadership experience, including coaching, accountability, territory management, and complex opportunity support.
• Experience in UAS, geospatial, surveying, mapping, engineering, construction technology, reality capture, or a closely related market.
• Ability to understand and communicate technical workflows involving UAS platforms, sensors, LiDAR, photogrammetry, software, data processing, and related applications.
• Proven success building customer relationships and managing consultative, multi-stakeholder sales cycles.
• Strong business judgment, analytical ability, organization, prioritization, and follow-up.
• Professional presentation and written communication skills.
• Proficiency with Microsoft Office applications and experience using a CRM.
• FAA Part 107 Remote Pilot Certificate preferred.
• Must reside in the assigned territory (Southeastern US) or be able to relocate within three months.

Our Expectations

The UAS Sales Manager is expected to represent the Duncan-Parnell mission and values in every interaction with customers, employees, suppliers, and partners. This role may be assigned additional responsibilities based on the needs and growth of the business.

Benefits

• Medical, dental, vision, life, and long-term disability insurance available
• Medical and dependent care FSA or HSA
• 401(k) Retirement Plan
• PTO and Holidays
• Paid Parental Leave

The above statements are intended to describe the general nature and level of work being performed by employees in this position. They are not intended as a complete list of all responsibilities, duties, and skills required. All personnel may be required to perform duties outside of their normal responsibilities as needed.

Equal Opportunity Employer, including Veterans and Individuals with Disabilities