Job Details
Director - Operations, AerospaceThe Director - Operations, Aerospace, will be accountable for the external execution of the Aerospace growth strategy in close collaboration with other company functions. These mainly fall into 3 key objectives:
* Organic growth of sales and customer base in new part NDT;
* The strategic development of relationships and opportunities in new market sectors (initially identified as MRO operations);
* Development of Sales competencies, capabilities and market awareness of TEAM's Aerospace Business line.
Essential Job Functions
* Actively engages existing and potential aerospace clients and builds business relationships at every level
* Develops and implements growth plans to increase revenues, market share and profit consistent with TEAM's overall business strategy
* Leads key aerospace business development activities
* Leads the development and ongoing continuous improvement of Aerospace marketing materials, social media presence and sales and CRM processes
* Significantly increases TEAM Inc's brand recognition through business development, marketing activities, social media development and networking, and through the development of customer relationship management capabilities and tools
* Develop and maintain clear messaging through marketing materials.
* Develop brand recognition through improved web site presence, social media, trade show attendance and supplier conferences.
* Accountable for significant sales growth:
* Researches and develops new clients and new client opportunities utilizing his knowledge of and contacts throughout the industry
* Promotes the full range of the enterprise service lines and capabilities, selling the value of the organization's offerings
* Responsible for understanding geographical, industry and competitive trends (market intelligence) in order to establish T&M contract rates that ensure the maximum volume of work for the company at the maximum return
* Brings in specific support and expertise, as needed, to close opportunities at the right price
* Develops metrics for each key account to demonstrate the value the company brings and ensure visibility of quality, safety and execution goals and standards
* Maximizes profitability and sells value.
* Develops key account plans for specific clients or client networks as appropriate
* Define, train and support dedicated business development and sales resources on the following:
* Pricing tables and or client value estimating tools for AB
* Stratifying the market between Standard and Specialty services as applicable for AB
* Identifying, qualifying and prioritizing new AB sales leads
* Identifying opportunities for more integrated AB solutions anchored by core services, then positioning value associated with such solutions
* Builds strong relationships with operations, sales, marketing and executive leadership to:
* Communicate strategic opportunities and resource needs
* Capture new opportunities
* Provide account management guidance
* Share lessons learned
* Establish pricing guidelines as applicable to new business.
* Stays abreast of geographical, industry and competitive trends and advises senior leadership and operations on necessary strategic adjustments
* Presents ideas for innovation and breakthrough concepts that allow the market and our clients to understand our market position as an innovator and thought leader
* Responsible for the management and professional development of Division Sales Managers and Account Representatives to meet and exceed the requirements of the Business Plan
* Maintains a safe, secure and healthy environment by adhering to Company/Client safety standards and practices and legal regulations, alerting others regarding potential hazards or concerns
* Adheres to TEAM's core values
Job Qualifications
* Bachelor's Degree in an Engineering discipline (Aerospace preferred), Science, Business, Marketing or related field of study preferred
* Minimum 10 years of experience in Sales Leadership and business/market development and/or Procurement in the Forgings/Castings/Finished Parts and/or NDT arena including a demonstrable list of contacts at finished parts houses and OEMs is essential. A knowledge of the Aerospace MRO market and contacts throughout this industry would be an added advantage.
* Strong knowledge of the aerospace industry including business drivers, material testing and supply chain needs - NDT, laboratory or material testing experience preferred
* Demonstrated ability to develop and maintain senior level business relationships
* Demonstrated management through CRMN systems
* A keen understanding of commercial business practices and selling strategies
* Candidates must be able to communicate effectively at multiple levels of the client's organization, from field personnel up to and including senior level management
* Excellent interpersonal and persuasive communication abilities, coupled with the proven ability to balance priorities
* Evidence of professional presentation skills and strong verbal and written communication skills including well-developed analytical and problem-solving skills
* Demonstrated commercial acumen - a thorough understanding of pricing and contract structures, contract negotiation, closure and communication to the operations side of the business.
* Experience in developing and deploying a marketing strategy including marketing materials, messaging, building market perception and branding.
* Proven leadership ability to influence, develop, and empower employees to achieve objectives with a team approach in order to achieve results
* Substantiated capability to effectively manage, and support, a fluid business environment
* Self-motivated with a bias for action
TEAM provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.
This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.