Senior Sales & Marketing Manager
Program / Customer Relations
Professional, Engineer & Manager
This Senior Sales & Marketing Manager will be responsible to manage local Business Development team and drive profitable sales expansion with a focus on acquiring new US military client accounts, developing emerging New Air Mobility market segments and continue growing existing clients.
This person will be part of the Twinsburg site's Senior Leadership Team (SLT). The SLT meets weekly to discuss the site and share best practices.
This role will also be responsible for evaluating market trends, competition positioning, developing and presenting sales proposals to clients, and working closely with programs & engineering to deliver on these targets while challenging and supporting the Business Development team as they continue to provide support to existing programs while embarking on expansion of business.
Essential Duties and Responsibilities:
Lead and manage local key account management team to drive team to hit target goals and objectives.
Responsible for taking the role of interface for internal stakeholders
Member of the Senior Leadership Team (SLT) for site
Identify and capture US military programs and funding opportunities
Identify and capture new business opportunities on all product lines
Manage directly assigned customer key accounts
Capture market information on Customer/market needs and competition
Contribution to R&T/innovation product roadmaps and to the development of competitive/differentiated MEA (More Electrical Aircraft) offers and new services/new businesses
Build and implement target business development capture plans (Customer /segments/products)
Support development of R&T roadmaps with Customers
Lead new program bid team up to S3 as per program management processes (PROMPT)
Regular reporting to manager, site & division
Safran representation at trade shows
Comply with Safran Trade and Export regulations
Contract and Sales Management
Manage all commercial and contractual issues with the Customer including negotiation strategy and execution
Ensure compliance to the Mid-Term Plan budgets (non-recurring costs recoveries, volume of sales, price updates, cash-flow through accounts receivable collection)
Coordinate the sales administration activities, ensuring that the booking plan is in line with the sales plan and providing accurate and timely demand forecast
Ensure compliance of the terms and conditions executed with Customers
Ensure the tracking of Account receivables and Customer payments in due time in conjunction with Finance and Sales Administration departments
Manage the quotation process in case of changes (requirements analysis, cost estimation, business plans, validation review, negotiation strategy validation)
Negotiate commercial and contractual aspects with Customers (in conjunction with other directions – programs, legal, finance, …)
Get market/customer intelligence and capture information CRM
Support the Program Managers in finding innovative ways of increasing profitability
Lead a team of three (3) Key Account Manager's and one (1) accountant that make up the local Sales & Marketing team.
Provide location management support for Aftermarket sales team (currently two) located at the Twinsburg site
Provide guidance and direction for the team to hit target goals for both existing and new business as well as coaching and performance management
Responsible for managing the Business Development OPEX budget and the Bids & Proposal budget
Regular, predictable attendance is required.
Evening and weekend hours may be required; extra hours may be required during business peaks.
Other duties may be assigned.
Adheres to safe work practices and contributes to the evolution of the health, safety, and environmental program and culture;
May require long periods of sitting
May require prolonged repetitive use of upper extremities
Typical office environment requiring the use of typical office equipment (i.e. computers, phones, etc.) Computer keyboarding, computer monitor and mouse use including reaching forward, grasping, finger and wrist manipulation and neck bending and turning; near vision is necessary for computer monitor use.
This position requires use of information or access to hardware which is subject to the International Traffic in Arms Regulations (ITAR). All applicants must be U.S. persons within the meaning of ITAR. ITAR defines a U.S. person as a U.S. Citizen, U.S. Permanent Resident (i.e. 'Green Card Holder'), Political Asylee, or Refugee.
Must be legally authorized to work in the United States without company sponsorship
Education and/or Experience
Bachelor's Degree in Engineering, Sales, Marketing or Business
A minimum of seven (7) years related experience with progressive managerial responsibilities and international business skills.
Successful experience in managing sales through distribution network and in the Aerospace business
Demonstrated in-depth sales and marketing techniques, contractual negotiations and financial principles
Excellent leadership, influencing, teamwork and communication skills
Basic financial skills
Emotionally resilient and able to drive projects effectively for excellence against demanding targets in a complex, multi-disciplined environment
Strong conflict management skills
Enthusiastic, with a drive for results
Ability to multi task and work in a fast paced environment
Solid analytical and problem-solving skills
Proficiency in office IT suite (Excel, Word and PowerPoint).
Capable of working in a deadline-oriented environment
Preferred Skills :
Experience working within a matrix structure
Background and/or experience with Electrical systems
Knowledge of SAP environment
Ability to speak and understand the French language
Specificity of the job
The position is based in Twinsburg, OH but national and international travels are required.
Travel requirements: Ability to travel both domestically and internationally; up to 50%
Safran is an international high-technology group, operating in the aircraft propulsion and equipment, space and defense markets. Safran has a global presence, with more than 92,000 employees and sales of 21 billion euros in 2018. Working alone or in partnership, Safran holds world or European leadership positions in its core markets. Safran undertakes Research & Development programs to meet fast-changing market requirements, with total R&D expenditures of around 1.5 billion euros in 2018.
Safran is ranked among the Top 100 Global Innovators by Thomson Reuters and is featured on the "Happy at work" rankings. The Group places fourth on the Universum ranking for the favorite companies of newly-qualified engineers in France.
Safran Electrical & Power is one of the world's leaders in aircraft electrical systems. The company is a key player in the equipment electrification of electric and hybrid propulsion sector. It has 12,400 employees across 12 different countries.
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