Find Aerospace / Defense Sales Representative

Aerospace / Defense Sales Representative

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How to find an Aerospace/Defense Sales Representative

Every year, we get to hear government give out billions of dollars in defense contracts. These contracts are given to defense equipment manufacturing companies. These products are high tech and are not sold to anyone. Many are not even produced until there is a contract and government approval for them. This is because of the sensitivity of this sector. When these products are finally released to soldiers, they are classified “Military Grade”. 

However, getting these contracts may not be as easy as it looks. Governments will issue defense contracts to companies they trust. Thus, a company must be able to earn the trust of government before it can be issued this kind of contract. To get in the loop of defense contracts, arms and defense items manufacturing companies send defense sales reps to make their pitches.

Who is a Defense Sales Rep?

This is a sales representative of an arms and defense items manufacturing company. This professional basically works at getting defense contracts from governments. This is a very sensitive job and it requires a lot of relationship building. In and out of several government regimes, the sales rep must be able to create bonds to do business with whosoever is in office.

It goes without saying that this sales rep has to be presentable in appearance. This means the person must pay attention to the outfit and look. More, the sales rep must be a good communicator and negotiator.

How to Become a Defense Sales Rep?

Understand Relationships

This is a job where the place of relationships is very important. Governments don’t issue defense contracts to anyone because of the sensitive nature of the job. They give them out to contractors they trust. This is why you must learn how to earn trust. You must have a reputation that precedes you and you must be ready to do business.

Get a Degree

Though it is not a priority for meeting government officials and getting defense contracts, it is for confidence. Having a degree can help you establish relationships with top officials, and even better if the degree is from a respected college. However, skills and charisma may trump college when it comes to this done as manufacturers need a person who can get the job done.

Acquire Core Sales Skills

There are some essential skills required of a sales person. Some of these skills are classic sales skills that have proven to be effective for decades. They are:

  • Must have a positive attitude and strong work ethic
  • Organizational skills
  • Interpersonal communication skills are essential
  • Persistence 
  • Empathy and listening ears
  • Must be a skilled communicator
  • Relationship building and maintenance skills

Must be Able to Get Security Clearance

You must be able to get security clearance for confidential information. This may mean that you need a clean record and no previous conviction.

Final words…

Getting to deal in top security equipment has been a job that flows between government and those close to it. You should work at building long lasting relationships.

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