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Director of Customer Account Management

2 months ago

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

TAT Technologies (“TAT”) is a fast-growing profitable provider of aerospace thermal management, power and actuation products and repair services. TAT is a strategic global partner to leading players in the aerospace industry and specializes in providing innovative commercial, defense, OEM and repair/overhaul solutions. Our experience, flexibility, and commitment to meeting customer’s requirements have positioned us to be a trusted partner to some of the world’s leading aircraft manufacturers, OEM’s, airlines, MRO’s, air forces and defense organizations. TAT employs more than 600 employees’ worldwide, with facilities in the US and Israel.

In the last two years, TAT Technologies in collaboration with each of its subsidiaries, began a process of centralizing its global sales and account management activities in the attractive Charlotte, NC area with great access to the airport (CLT). The purpose of this position is to pro-actively manage selected key customer accounts across the different TAT companies with the objective of creating strong customer relationships and sustainable business growth.

Position highlights

The Director of Group Account Management & Contracting is a significant managerial role and is responsible for proactive accounts' management, the development, continuous improvement, and delivery of customer service, and the development of operational requirements, process, and methodologies, to deliver key service outcomes for customers. The role is also responsible for identifying and developing all culture, process and performance improvements, and efficiencies for the customer during their interactions with the TAT team.

The Director of Group Account Management & Contracting has an end-to-end responsibility for the account’s success and growth starting from the time the first RFP is open by the account, overseeing contract development, RFP submission, relationship building with the customer’s executives, contract management, inside sales etc.

  • Developing an in-depth detailed understanding of the customer organization, its needs, threats, opportunities, priorities etc., both on the level of the organization as well as individuals within it with focus on decision makers.
  • Establishing and developing personal relationships with assigned existing accounts, to maintain current and create new growth opportunities through new capabilities and/or product line expansion.
  • Developing strong trusted advisor relationships with internal and external customers, connecting with stakeholders and preparing sales reports.
  • Work effectively with all peers within the company – Sales, Finance, Marketing, Operations, Customer Service and supply chain to negotiate and influence customer improvements.
  • Act as the Voice of the Customer across our company.
  • Act as principal point of contact for all assigned (contract) customers.
  • Ensure the timely and successful delivery of TAT’s solutions according to customer needs and objectives.
  • Identify issues and raise red flags to the customer (to create trust, confidence and customer satisfaction).
  • Identify issues and raise red flags to the internal organization (to ensure leadership can timely influence the outcome of a situation).
  • Continuous monitoring of (contractual) performance, milestones and financial results to ensure success for the customer and TAT.
  • Lead new business winning from the starting from RFP stage
  • RFP materials preparations and submission
  • Leading role in all customer negotiations and contract discussions.
  • 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
  • Clearly communicate the progress of monthly/quarterly initiatives to internal and external stakeholders.

Requirements

Required

  • Bachelor’s degree in business, sales, customer service, or relevant field of study; experience in industry may be considered in lieu of formal degree
  • The ideal candidate will have a sharp legal mind, outstanding negotiation skills and the ability to interpret and draft contracts with clarity and precision.
  • Strong strategic thinker with customer focus and a clear understanding of the wider issues impacting the markets
  • Ability to establish strong relationships with executives at large companies based on maturity, business savviness, and ability to relate to others.
  • 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.
  • Having the skills required to proactively manage several customer accounts simultaneously is critical
  • Demonstrated ability to motivate and communicate with others at all levels
  • Comfortable working within a global, matrix organization
  • Willing to travel frequently to visit customers and our TAT companies' locations

Preferred

  • Experience within aerospace industry
  • Experience within MRO service industry

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.