Territory Growth Manager - Integrated Solutions, RF Systems

The Territory Growth Manager (TGM) is responsible for driving bookings and pipeline growth across Frontgrade’s RF Systems portfolio for the Integrated Solutions SBU in California .

This role combines sales, territory ownership, and account management - focusing on expanding share in existing accounts while developing new customer relationships in target markets.

The TGM partners closely with Business Development, Solution Architects, Inside Sales, and Growth Operations to execute a disciplined, data-driven approach to customer engagement and market expansion.

This role is pivotal to achieving Frontgrade’s Annual Operating Plan (AOP) booking’s targets and establishing the foundation for future Strategic Accounts.

1. Territory & Market Development

• Own the commercial strategy and execution for assigned territory within the Integrated Solutions SBU focused on RF Systems and active RF capabilities. These capabilities include, but are not limited to: solid state power amplifiers, high power switches, EPC’s.
• The territory is defined as California. [JK1]
• Identify and prioritize core/emerging customers and programs aligned with Frontgrade’s capabilities and AOP objectives.
• Conduct market analysis to understand competitive dynamics, demand trends, and whitespace opportunities.

2. Opportunity Identification & Pipeline Development

• Proactively identify new business opportunities through customer engagement, networking, and industry research.
• Build and maintain a robust pipeline of qualified opportunities across the territory - including both forecasted and early-stage pursuits.
• Qualify opportunities based on customer funding, technical alignment, and probability-of-win (P-win).
• Collaborate with Strategic Business Development and Solution Architect functions to shape pre-RFP opportunities and transition them into executable pursuits when funded.
• Leverage CRM (Salesforce) to maintain accurate opportunity data, forecasts, and pursuit progress.

3. Account Management & Customer Engagement

• Manage relationships across a portfolio of emerging accounts - ensuring responsiveness, professionalism, and customer satisfaction.
• Serve as the customer’s primary commercial point of contact for pricing, program status, and general inquiries.
• Conduct regular account reviews, virtual and in-person meetings, and customer visits to maintain engagement and identify new needs.
• Coordinate with Inside Sales Managers for quoting, order entry, and backlog visibility.

4. Cross-Functional Collaboration

• Partner with Strategic Business Development and Solution Architects to align customer requirements with Frontgrade’s technical offerings and develop compelling value propositions.
• Work with Growth Operations to ensure quoting accuracy, CRM compliance, and forecast discipline.
• Collaborate with Program Management, Finance, and Operations to ensure smooth execution of awarded business and follow-on opportunities.
• Engage Brand and Marketing to develop targeted campaigns, events, or collateral supporting territory objectives.

5. Forecasting, Reporting & Governance

• Maintain accurate, timely forecasts for bookings and pipeline within the assigned territory.
• Participate in weekly forecast reviews with the Vice President of Sales - Integrated Solutions RF Systems
• Contribute to Sales Council meetings with updates on territory performance, risk assessments, and growth plans.
• Ensure compliance with Frontgrade’s governance processes - including Bid/No-Bid reviews and Delegation of Authority (DoA).

6. Customer & Market Intelligence

• Stay current on customer funding priorities, government budgets, and competitive developments within assigned market segments.
• Gather and share intelligence with Strategic Pursuits and the CTO organization to inform product roadmaps and capture planning.
• Represent Frontgrade at industry events, conferences, and trade shows to build brand awareness and generate leads.

• Bachelor’s degree in Engineering, Business, or related field required.
• 10+ years of experience in sales, business development, or account management within Defense, Aerospace, Space, or high-technology sectors.
• Proven success in developing new customer relationships and achieving revenue targets.
• Experience using CRM systems (Salesforce).
• Understanding of government contracting, proposal processes, and funding cycles.
• Willingness to travel regularly within assigned territory (50%+ expected)