Regional Sales Manager ( remote see detail )
Preferred Locations: Eastern / Southeastern United States – Work “remote” with proximity to a major international airport.
Territory: Eastern United States – Specific territory may vary depending on the selected candidate’s location, experience, and existing customer relationships.
Position Summary:
Reporting to the Director Commercial Aftermarket Sales, the Commercial Aftermarket Regional Sales Manager (RSM) is a senior level position responsible for delivering clients strategic sales goals while managing and growing profitable business across airlines, maintenance repair operations (MRO), and distributors throughout the assigned region. As the primary focal to the customer, the Regional Sales Manager has a significant role in developing and executing aftermarket sales and marketing strategies related to aircraft spares, modernization & upgrade (retrofit) programs, and repair & overhaul services. The RSM is expected to continually identify and win new sales opportunities and develop winning solutions for both customers and client
The Aerospace Aftermarket Regional Sales Manager serves as the customer advocate with responsibility for developing very close and lasting customer relationships while continually improving the quality and frequency of direct customer contact. The position requires the ability to work cooperatively and effectively across multiple functions and throughout all organizational levels to achieve business and sales’ goals and to ensure all customers’ needs are being met.
Essential Position Responsibilities:
Direct selling of aerospace aftermarket products and services to large commercial and regional airlines, cargo operators, MROs, and distribution networks in alignment with annual operating plans and sales targets. Products and services include: Initial provisioning and sustainment Spares, Modernization & Upgrade (retrofit) programs, and Repair & Overhaul services.
Identify new sales opportunities and lead the execution of all actions necessary to win new programs aligned with strategic outlook and annual operating plan.
Identify product improvements for customer fleet retrofit opportunities, in addition to retrofit opportunities to displace competitor incumbency positions.
Establish and grow exceptionally strong customer relationships throughout all customer organization levels and functions, up through C-level executives, to fully comprehend customer strategies and requirements so to identify and provide a solution.
Own the Voice of Customer (VOC) process and work as the customer advocate to drive closure of customer issues and improve overall customer satisfaction and VOC ratings.
Develop, execute, and lead A&E’s global aftermarket MRO strategy. Identify preferred global MRO partners and enter into long-term agreements designed to maximize aftermarket position.
Participate in and assist with readiness for industry trade shows, conferences, and user forums to promote products and service and generate new growth leads.
Assist in developing and evolving marketing strategies and marketing material.
Minimum Requirements:
Experience and Education:
• Seven (7) or more years of relevant aerospace experience in technical sales, business development, customer management and strategy to Airlines / Operators and MROs.
• Experience in selling Aerospace products and services to Airline and MRO customers and distribution networks.
• Bachelor of Science (or equivalent degree) in Technical, Engineering, or Business studies; Masters degree preferred.
Knowledge and Skills:
• Experienced technical knowledge of aerospace products, processes, and certifications.
• Strong business knowledge of Maintenance Repair Operations (MRO) with proven experience in developing OEM-MRO partnering strategies and long-term agreements.
• Demonstrated ability to develop and maintain exceptional customer relationships at all organizational levels and across multiple functions, including: Engineering, Maintenance, Procurement, Commodity Management, and Finance.
• Proven ability to develop customer specific sales strategies and execute required actions to achieve desired business growth.
• Strong aptitude with financial and business case modeling to analyze and customer data in support of pricing, proposals, and negotiations.
• Professional proficiency in developing and delivering high quality sales proposals and presentations, virtually and in-person, to customers and throughout .
• Highly disciplined worth ethic suitable for well-defined sales management processes including regular status reporting on key customer sales pursuits, VOC, and market assessments.
• Hands-on experience with Customer Relationship Management (CRM) systems and tools for managing sales leads and pursuits and customer contacts and relationships.
• Successful history of working both independently and in a cross-functional matrixed international team environment to achieve the necessary results.
• High level proficiency in Microsoft Office, notably: Outlook, Excel, PowerPoint, and Word. Experience with ERP systems also preferred.
• Proficient communicating in English, Spanish, and Portuguese languages strongly desired.
Eligibility Requirement:
• This position requires access to controlled data or information and therefore only US persons will be considered. As a US Department of Defense contractor, we are bound by the International Traffic in Arms Regulations (ITAR). Must meet the eligibility requirements for access to classified information.
• Ability to support multiple time zones to actively participate in customer and internal meetings, execute customer and priorities, and win new programs.
• Requires up to 50% travel, including international as required.
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