Director, Business Development

RHH201917

Aerospace

THE COMPANY

Our client was founded 30+ years ago and has become an industry innovator & leader. Their experience delivering engineering solutions, complex machine tooling, highly technical machining abilities, 3D manufacturing capabilities and manufacturing competences to their customers has distinguished them as a preeminent supplier of choice. Our client has world-class operations in Michigan, Tennessee, the Carolinas as well as strategic alliances in Europe & Asia.

THE OPPORTUNITY

Our client is looking for an experienced and innovative sales, business development and account management leader who will play an integral part in the diversification strategy. As the Company is poised to expand their reach, the primary role for the Director, Business Development will be focused on developing and securing a growing stream of profitable new customers. The ideal candidate should have distinguished themselves within the aerospace, rail, heavy truck or defense industries with an emphasis on solution services. The successful candidate will plan, execute and coordinate business development and account management functions, as well as expand the company’s core customer base. Key metrics will include driving sales diversification and improving return on invested capital. Working as an active member on the leadership team, the successful candidate will be instrumental in crafting the company’s future diversification strategy.

This position reports to the: Chief Operating Officer

JOB DEFINITION

The ideal candidate will have a proven background selling highly engineered/technical products or solutions within the aerospace, rail, heavy truck or defense industries. He/she will be a sales leader with face-to-face experience in communicating with the customer at all levels; including C-suite and top engineering and purchasing executives. The successful candidate must be passionate and proactive in driving the revenue growth. The candidate will be a self-starter, self-driven and a “roll-up-your-sleeves” contributor. This is a family-based culture with a strong emphasis on Honesty, Integrity, Low Ego, and a passion for the manufacturing industry. Must align with core values: Safety, Customer Focused, Quality, Dedication and Accountability. As one of the “faces” of the company, the selected candidate will be expected to enhance these traditional values as they continue to adjust and grow into new market segments.

SKILLS

This position will develop, implement and execute aggressive but realistic annual plans targeted to increase market share.

Responsible for all new business development for aerospace, rail, heavy truck and/or defense industry.
Will develop both annual and monthly sales plans and objectives.
Create, implement and monitor sales infrastructure to enhance and support operations.
Work with customers to solve applications/needs using standard and/or custom designed solutions.
Deeply integrate into organization’s value chain to enable candidate to quickly develop accurate sales proposals for customer requests.
Proactively identify new business opportunities that match company and business segment objectives and capabilities.
Develop and present unique solutions to customers by maintaining expert knowledge of the aerospace, rail, heavy truck and/or defense industry.
Develop strong partnerships with value chain to fully align business processes with sales operations.
Support business development efforts by participating in targeted new account presentations, sales campaigns and proposals.
Regularly meet with clients to understand all important issues, developing strong professional relationships with these key stakeholders as well as outside consultants.
Travel throughout the USA and Canada.
Understands and is in alignment with company core values.

Management:

Works closely with the Chief Operating Officer in developing and implementing strategic sales plan and growth.
Development of sales and account management strategy, process and underlying objectives.
The Director, Business Development will develop effective sales tactics that maximize business development efforts.
Proven ability to proactively develop, manage, and enhance long-term client relationships.
Proven ability to demonstrate the highest integrity within their personal and professional life.
Ensures that the voice of the customer is communicated to internal teams.
Able to deliver results in a fast paced, high-growth, entrepreneurial culture, where the industry and regulatory environment is dynamic.
Establishes, maintains and continually enhances a sales and revenue forecasting system that provides accurate, reliable, and predictable information regarding retention of existing customers, prospects, viable opportunities, and contracts.
Validates solution pricing and contract-specific revenue proposals with the Chief Operation Officer to ensure economic viability.

BACKGROUND EXPERIENCE

Minimum 10 years of selling experience within the aerospace, rail, heavy truck and/or defense industries.
Minimum 5 years of experience in selling technical solutions.
Demonstrated ability to manage the negotiation process with customer on behalf of the company.
Proven ability developing business plans which address delivery pipeline, performance-against-budget and projected future activity.
A proven track record in executing successful sales strategies that maximize revenue growth.
Strong verbal communication skills.
Proven ability in create accountability at the management level, and to lead by example.
Editorial skills to effectively shape the style, structure and content of written proposals.
Proven project management experience.
Proven ability to function effectively at tactical levels.
Proven ability to work independently and handle multiple projects simultaneously.
Exemplary emotional intelligence skills.
Proven / astute utilization of CRM system.
Created a positive work environment by demonstrating and sharing functional/technical knowledge.
Proven track record of successfully growing revenue while maintaining required profitability metrics.
Demonstrated financial acumen and related analysis skills, budget planning and creation, understanding pricing strategies and the ability to create highly accurate sales and revenue forecasting models.
Exemplary written communication skills, including the ability to draft effective written communication to a variety of audiences in a comprehensible manner.
Demonstrated a “Roll-Up-Your-Sleeves” participative sales executive.

Education:

Bachelor’s degree in Engineering, Business or Marketing is required.
MBA highly preferred.

If you have these qualifications and are looking for a challenging career, please submit your Resume using the button below.

Eric Hohauser

Lead Consultant

Jodi Ellis

Director, Executive Recruitment