General Accountability
Reports Directly To: Director, Sales; Director, Program (SBU)
Reports Functionally To: Senior Vice President, Sales & Customer Service
Serves as a primary corporate representative responsible for the sale of assigned products and services within specific market segments and/or specified geographic areas. Responsible for meeting planned sales volumes, market penetration and profitability objectives. Develops and maintains customer accounts, implements sales strategies, presents new concepts, and ensures optimal sales service.
Direct Reports Include: N/A
Immune Specific Accountabilities
- Recognizes and understands flight/product safety critical parts and processes.
- Responsible for immediately reporting flight/product safety concerns.
- Participates in proactive risk analysis of flight/product safety critical parts and processes.
- Recognizes and understands the Just Culture policy.
Specific Accountabilities
- In conjunction with the Sales Director and the Segment Business Developer, determines sales territory strategy and qualifies potential prospects.
- Conducts sales calls, prepares and performs product delivery presentations, provides product support, and performs other sales and marketing functions as needed. Coordinates sales effort with the segment/sector team and relevant BU personnel.
- Establishes, maintains and develops business relationships with customers and potential customers to optimize customer base profit.
- Provides feedback to Operations and the segment/sector team to assist with qualification of customer needs and the organization’s ability to serve those needs.
- Coordinates and manages the relationship between the organization and the approved intermediary of the company as required; owns Sales Intermediary selection, negotiation, and agreements. Responsible for developing the skills of and keeping the intermediary up-to-date on technical matters and corporate policy.
- Completes induction information for each customer transaction in conjunction with Customer Service Representatives and Customer Program Representatives as assigned.
- Responds promptly to inquiries and provides proposals or options for service and/or sales required to meet customers’ needs. Expedites the resolution of customer problems/complaints.
- Maintains the Customer Relationship Management (CRM) or Sales Force Dot Com (SFDC) database.
- Attends industry trade shows, sales meetings, marketing workshops and other special events as required. Hosts and coordinates customer visits.
- Provides management with oral and written reports on customer needs, concerns, interests, market situation, competitive activities and potential for new products and/or services.
- Manages transactional costs by applying a thorough knowledge of market segment cost drivers.
- Keeps abreast of products, applications, technical service, market conditions, competitive activities, advertising and promotional trends through the reading of pertinent literature and consulting with marketing and technical services.
- Contributes to the development of strategic business plans and marketing initiatives and to the preparation of sales forecasts, budgets, quotes and other projections.
- Responsible for observing all applicable safety requirements and reporting immediately any unsafe practices/conditions.
- Carries out special projects as assigned.
Technical Requirements
- Strong planning, organizational, analytical, leadership, interpersonal, decision making, oral and written communication skills.
- Strong negotiation, conflict resolution and customer service skills.
- Thorough knowledge of company processes, instructions and export compliance.
- Thorough product knowledge of specific market segment.
- Thorough knowledge of sales/marketing computer information systems.
- Thorough knowledge of company production processes and of the levers available to various functional groups to maximize sales, service and margin.
- Working knowledge of PC's in the current company operating system environment.
- College diploma in business administration or engineering technology; or equivalent.
- Several years of sales experience in an aerospace environment.
- Up to 50% travel required.
Background Information
The typical minimum level of education to perform this job competently is equivalent to high school graduation and completion of a diploma training program at a college or technical school. The person requires an ability to understand, utilize and communicate specialized information in speech and written text. This specialized training is often formalized and recognized by a specific certificate, diploma or license.
Directly/indirectly related work experience representing continuous learning and required for someone to perform this job competently is three to six years.
Ongoing work assignments typically have clearly defined goals, but no (or minimal) direction with respect to what action steps to follow. The incumbent's education, training, and previous experience will help ensure that the goal of the assignment can be clearly defined and understood (even if that means just knowing what relevant questions to ask), but the required/optional approaches to achieving the goal will often remain unclear, undefined and/or untested until the work assignment is well underway.
