The finalists for WashingtonExec’s 2024 Pinnacle Awards were announced Sept. 20, and we’ll be highlighting some of them until the event takes place live, in-person Nov. 21.
Next is Tom Branstetter, director of business development at DroneShield, and finalist in the Business Development Executive of the Year, Private Company, category. Here, he talks about recent achievements, shares career advice and more.
What key achievements did you have in 2024?
While we’ve experienced significant revenue growth over the past 12 months, one personal achievement stands out and one that I’m very proud to have been a part of, which was leading the expansion of our U.S. sales team. We were fortunate to have the opportunity to bring on board two strategic hires to support our rapid growth in the Department of Defense and Public Safety sectors. Part of my job was to ensure my new colleagues received the necessary training and support to impact our customers directly. Being able to pay it forward, invest in their professional development, and see their success firsthand has been extremely rewarding and one of the more memorable moments of 2024.
What are your primary focus areas going forward, and why are those so important to the mission?
One key area of focus for the remainder of 2024 and beyond is to ensure my team is operating as efficiently as possible. The key to our success has always been our ability to quickly support and address our customers’ concerns in a fast-paced industry. Being in the defense industry, more specifically the counter-drone industry requires hyper efficiency both in technology development and delivery as well as support for our wide range of customers. Maximum efficiency is something we pride ourselves on and a key aspect that stays front of mind across the team.
What is your best career advice for those who want to follow in your footsteps?
Joining DroneShield just over 5 years ago was my first experience in sales. I spent most of my professional career either in the military or supporting the U.S. government in various capacities overseas. However, I had absolutely no experience in the corporate world, so there was a real sense of the unknown when I first came on board in 2019. Fortunately for my family and me, embracing the unknown was a huge blessing and has made my time with DroneShield extremely rewarding.
The best career advice I can provide is to trust your instincts, take full ownership of your specific roles and responsibilities and keep your customers and teammates front of mind each and every day. Our entire company culture is centered on our customer’s experience and being accountable to your teammates. Maintaining focus on these key aspects has ultimately helped guide our decision-making process and technology development and acts as a compass that allows all other aspects of the company to naturally fall into place.
Fun Fact: What is something about you that most people do not know?
My family and I live on an 8-acre homestead in Fauquier County, Virginia, where we practice regenerative farming. We own two dogs, two cats, two horses and 40 chickens with new cattle and pigs set to arrive in the coming months. We’re also venturing into beekeeping early next spring. We’ve been blessed to be able to raise our family in the country and be surrounded with great neighbors and friends.