Job Details
Hartzell Engine Tech (HET), a subsidiary of Signia Aerospace, an Arcline Investment Management portfolio company, is focused on the development and manufacture of aircraft engine accessories and systems to include fuel, ignition, starting, charging, heating, and turbocharging.
Job Summary
As a Director of OE Sales and Business Development, you will play a vital role leading new business and sales wins, capture plan development and execution, new customer development and management of our existing aviation and defense customers.
You will be responsible for identifying new opportunities and customers, responding to proposals, leading capture campaigns, closing contracts, and managing customers. You will work with company leadership to define growth strategies, roadmaps, and investment prioritization across all pursuits and programs.
You will lead one direct report supporting you in this role.
This is a remote, full-time, exempt role which will require >50% travel, both domestically and internationally, as well as to our Montgomery-based headquarters.
Job Responsibilities
- Expand and grow our business base by identifying, analyzing, and prioritizing new opportunities in collaboration with the Business Development team, as well as company leadership
- Develop new customers and markets to support short and long term growth objectives
- Actively manage sales plan and forecast to meet business objectives
- Support the Company's short and long-term strategic plan to meet or exceed their Sales and Bookings forecast under direction from senior leadership
- Overall responsibility for the accuracy and achievement of the Orders Forecast and Proposal Tracker
- Develop and execute strategic capture plans to both short and long range to ensure achievement of financial objectives
- Lead, support and monitor Bid and Proposal activity
- Create, refine, and present proposals, white-paper responses, presentations, etc. to customers
- Perform competitive market analysis, monitor competitive activity, establish value propositions, and identify customer core needs
Requirements
Qualifications:- Bachelor's degree in Engineering or related discipline, MBA desired
- 9+ years combined experience in any of the following: Engineering (preferred), Business Development, Program Management, or Business Management
- Strong understanding of aerospace, defense and general aviation
- Demonstrable success in Business Development including developing new customers, mining new opportunities, proposal management, establishing value propositions and winning new business
- Experience with aircraft engines, engine accessories, and aircraft systems
- Established and successful reputation in the industry, with strong existing customer relationships
- Strong leadership, communication, presentation, and interpersonal skills to establish and maintain rapport with both internal and external senior executives and stakeholders
- Strong writing and presentation/deck creation skills, and a track record of successfully preparing proposals
- Ability to translate complex concepts and product features into simple customer-ready presentations
- Ability to translate the voice of customer into product feature requests and value propositions
- Excellent business acumen
- Poses entrepreneurial spirit
Working knowledge of Salesforce for pipeline development/tracking, forecasting, and Customer Relationship Management (CRM)
- Strong Microsoft Office skills including Word, PowerPoint and Excel
- Ability to work in a fast-paced technical environment
Special Qualifications: Background in general aviation, engines and/or airframes
A/P and or I/A Certificates
Understanding of U.S. Contracting and budgeting processes
Understanding of the aviation regulatory environment
Excellent planning and organization, project management, and time management skills