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MRO, Senior Sales Director

3 months ago

Charlotte, United States TAT Technologies Ltd Full time
Job DescriptionJob Description

TAT Technologies is promoting this outstanding opportunity for the ideal candidate to use their unique skills to accelerate our commercial MRO customer base and win rates within our key and targeted Airlines around the world with overall global responsibility while acting as an individual contributor to airline pursuits in the Americas and other regions when required.

As the sales leader, you will use your foundation of sales and relationship building skills experiences combined with TAT’s proactive account process to establish and accelerate strategic relationships within the leading airlines and aircraft leasing companies across their management and senior decision makers while leading a dedicated sales team as a first level manager. You will identify, foster, and secure the opportunities within our Key and Targeted customers promoting our industry leading MRO services in the APU, Thermal Management, and Landing Gear product lines.

The Senior Director will ensure that sales pursuits result in RFP’s that subsequently will be worked in close alignment with the Group’s accounts management team to successfully manage and win the RFP

This position is open in Charlotte, NC USA at our Global Headquarters and reports to TAT CEO and VP of Global Sales with main responsibilities that include:

Leading a dedicated group of MRO Sales team members with a focus on driving a collaborative and energetic environment that ensures attainment of key goals and targeted objectives.

  • Growing our pipeline to enable doubling of our MRO business within a 2-year timeframe, with a specific focus on understanding the metrics and delivering on revenue and margin targets for short term and long-term opportunities.
  • Develop and execute a defined and structured sales/business plan to penetrate Key and Targeted Airlines resulting in significant market growth and expansion of revenue and margin results within committed timelines.
  • Update salesforce and other internal tracking processes daily to ensure sales deliverables are delivered on schedule to support group commitments with a high level of personal accountability to your individual results.
  • Create required internal approval presentations and external bid packages for the overall sales processes utilizing exceptional understandings of business acumen and market knowledge while closely coordinating with finance, production sites and other key departments.
  • Work closely with Key Accounts team to develop winning strategies while driving effective customer relationships that allow for winning propositions in a highly competitive market.
  • Utilize prior experiences and newly developed skills to draft and submit comprehensive contracts in close collaboration with the Key Accounts team and Production sites that ensure results in on-time delivery, customer satisfaction and internal business and financial metrics.
  • Sell across our diverse product portfolio with an emphasis on clear and articulate value propositions to address current market dynamics and competitive intelligence while communicating monthly trends on sales operating review.
  • Identify and develop lasting relationships within the leadership teams, decision makers and key employees of the assigned customer accounts and ensure contact lists in Salesforce are updated quarterly.
  • Drive the end-to-end pursuit process with a winning mentality ensuring obstacles are identified early and overcome to ensure deals are closed on time with maximum value to the customer while achieving assigned self and company metrics.
  • Execute TAT's Proactive Account Management sales process daily and ensure key customer needs and customer service expectations are managed across the TAT Technologies organization thru close communication and influence with Key Account Managers and Customer Support Representatives.
  • Develop persuasive, well-organized, factually correct, and informative proposals in response to customer requests with a high degree of attention to both business and commercial acumens required for success.
  • Maintain an updated, relevant and accurate database of the accounts and pursuits in Salesforce daily and be able to articulate status clearly to all management levels up to and including “C” suite on the sales monthly operating review.
  • Effectively utilize tools such as PowerPoint and Excel daily to develop clear and convincing value propositions internally and externally with specific attention to understanding the financial buildup of respective deal structures prior to submitting recommendations to TAT Technologies leadership teams.

Requirements

Professional Experience/ Qualifications

MINIMUM QUALIFICATIONS

  • Prior Experience: Minimum 10 years’ experience in commercial aftermarket sales, with 5 years’ recent experience selling direct to airline customers at or above a sales manager level (time in role experience).
  • Minimum 5 years' experience leading and directing subordinate teams in a commercial sales environment with documented history of driving results in a high growth organization.
  • Managing Sales Processes: Documented ability holding an accountable sales manager role managing multiple sales pursuits in an aggressive timeline environment for a minimum 5-year period (ability to multi-task and meet deadlines).
  • Able to provide specific examples of where self was personally accountable for end-to-end sales process with ability to highlight how applicants’ attention to manage program management timelines and self-accountability affected the quality of the output and ultimate deal closure (ability to drive home the wins).
  • Proven ability to relate examples where excellent verbal and written communication skills were exercised for both internal stakeholders and external customers to achieve results across various cultures for a minimum of 5 years (highly effective and influential communicator).
  • Demonstrated capability where the applicant has utilized high levels of business and financial acumen that were required to compose complex commercial sales proposals from strategic definition through approval to submit to customer and negotiate final terms for at least a 5-year period as accountable sales leader (ability to understand and apply financial and commercial data to grow results).
  • Strong capability with MS Word, PowerPoint and Excel and CRM toolsets to manage end to end sales processes for a minimum 10-year period (able to use tools for consistency and accuracy of information).
  • Must be able to operate and solve problems and overcome challenges in situations where ambiguity and conflicting priorities may exist (mature problem solver and effective influencer).
  • Unwavering commitment to operate in a highly compliant, diverse and inclusive atmosphere as a role model and employee.

PREFERRED SKILLS

  • 10 years in a sales role with multi-region assignments outside of the United States
  • Ability to speak foreign languages (non-US)
  • A&P license or other technical background to easily adept to understand product lines for critical discussions with internal supply chain and external customers.
  • Prior experience working at an airline in a technical, purchasing, or supply chain role.
  • Familiarity with FAR’s in respect to basic 14CFR FAR145 and Designated Engineering Representative (DER) processes

Benefits

TAT Technologies is dedicated to providing an inclusive, fun, and unique workplace. We believe in acknowledging and appreciating the value of our team members. One way we value our team is by providing a comprehensive and expansive benefits offering to include Major Medical, Dental, Vision, Life, 401K with company matching, STD, LTD, accidental coverages, EAP, and more.

Equal Employment Opportunities – TAT TECHNOLOGIES is committed to maintaining a supportive, healthy, and productive work environment free from discrimination, harassment, or bullying, and complying with all legislative requirements. This includes equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, gender, sexual orientation, gender identity, national origin, age, disability, genetic information, marital status, amnesty, or status as a covered veteran.