Manager of Business Development

Manager, Aerospace Business Development - Responsibility Summary

Responsible for all phases of the Aviation/Aerospace sales process and direct Aviation/Aerospace OEM customers (domestic and international) accounts as assigned. Include personal interface with customers, and sales representatives (if used) to manage the sales process and meet defined sales goals. Responsible for the preparation of orders and sales forecasts, supporting marketing plans, identification of new product and/or market opportunities and the qualification of target accounts. The Manager, Aerospace Business Development will also be expected to provide support and assistance to the Vice President, Business Development as needed.

Candidates for this position should possess at least three to five years of relevant Aviation/Aerospace OEM technical and sales experience and the ability to work effectively with individuals at all levels of an organization and manage multiple projects and deadlines as well as analyze business problems, develop appropriate account sales strategies and implement effective sales tactics.

Must possess aerospace/aviation market knowledge, leadership skills, business development, marketing, and technical sales capabilities, customer knowledge; technical insight, exceptional project planning and management ability, proposal experience, and company expertise.

Essential Duties and Responsibilities

Overall responsibility: for sales process from account identification and development, to close of orders and attainment of assigned sales goals. Essential duties and responsibilities include:

• Develops and implements specific customer strategic plans to accommodate corporate goals in conjunction with division senior management initiatives. Assists Vice President, Business Development in developing overall product line and business strategies.
• Participates in the development of market objectives, strategies, goals, and plans for assigned customers and market segments
• Develop and maintain knowledge of the assigned customer organizations including supplier management / procurement, engineering, program management and leadership involved with selection and use of PTI products
• Understanding and being involved with product definition, development of the specifications, evaluation criteria, decision process and contract award process. Identify new product opportunities and develop detailed product specifications, market analysis product launch campaigns and sales forecasts to support project approval
• Ensuring customer, market and product information is collected in a PTI Customer Relationship Management (CRM) system to support the business going forward and communicated internally
• Serve as the single point of contact for the customer and internal customer advocate in all business matters
• Lead the development and submission of all proposals, pricing and quotations for new business. Work with other functional groups including Engineering, Cost Estimation, Operations, Supply Chain, Contracts or others to determine cost and feasibility of new products/programs
• Provide timely and accurate business and product forecasts (Orders and Sales), reports and status to senior management and other functional departments regarding the products standing in the marketplace, customer trends and issues, and other market events
• Provide annual and long-term sales and orders forecasts for assigned customer accounts and update monthly. Develop plan and direct efforts to achieve or exceed orders and sales for assigned customer accounts and market segments. Maximize, as much as possible, new order input (bookings) consistent with company profit and ROI goals
• Ensure smooth and timely completion of all contract negotiations with the customers in line with the PTI agreed upon guidance to ensure the maintenance of a continuing smooth business relationship
  • Partner with Contracts in negotiations of terms and conditions and other agreements
  • Take a leadership role in price negotiations in accordance with guidance from PTI leadership
• Take ownership and accountability to ensure all pricing submitted to the customer is in accordance with guidance from PTI leadership
• Monitoring the PTI performance metrics with the customer and providing leadership to the PTI organization to improve our performance at the customer
• Serve as the customer advocate within PTI to grow the business and guide PTI to align better with our key customers to become the filtration supplier of choice including raising awareness in PTI leadership of issues and situations that are impacting the overall customer relationship
• Provide a rolling forecast of the customer's production and aftermarket demand for the frequent on-going items by part number (18 months minimum, 24 months preferred), as part of a PTI Demand Forecast process to lower lead time and drive cost savings in the organization, improving our competitiveness and our economic performance (profitability)
• Represent the company at trade association meetings, tradeshows, conferences or industry seminars to promote PTI, products and services
• Develop Sales and Technical presentations to customers as well as sales and training presentations. Assist in literature initiation, design/content support, and technical input.
• Liaison between Business Development Department and other functional groups within the company.

Supervisory Responsibilities

None internally. May oversee outside sales representatives if used on assigned accounts.

Qualifications

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Education and Experience

Bachelor's degree (B.S. Engineering strongly preferred) from four-year College or University. Candidates for this position should possess three to five years of relevant Aviation/Aerospace OEM technical and sales experience.

Language Skills

Ability to read, analyzes, and interprets general business periodicals, professional journals, technical procedures, or governmental regulations. Ability to write reports, business correspondence, and procedure manuals. Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the general public. Ability to fluently speak a foreign language is a plus.

Mathematical Skills

Ability to add, subtract, multiply, and divide in all units of measure, using whole numbers, common fractions, and decimals. Ability to compute rate, ratio, and percent and to draw and interpret bar graphs.

Computer Skills

Competent knowledge in Microsoft Office Suite. Knowledge of Microsoft 365 Customer Relationship Management (CRM) or other CRM software a plus.

Reasoning Ability

Ability to apply common sense understanding to carry out instructions furnished in written, oral, or diagram form. Ability to deal with problems involving several concrete variables in standardizes situations.

Certificates, Licenses, Registrations

None required

Physical Demands

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. Considerable travel is required to meet with customers and representatives to meet the company growth objective.

The candidate must be able to function independently with a minimum of supervision, exercise independent judgment, and make decisions. Significant travel is required to meet with customers and representatives to meet the company's growth objectives. Candidate must travel as required to domestic and international locations to develop and expand market segments (20%-25%). Candidate must have good communication, and presentation skills and the ability to deal effectively with customers.

While performing the duties of this job, the employee is occasionally exposed to outside weather conditions. The noise level in the work environment is usually quiet.