Key Responsibilities:
The Director of Aftermarket Sales is responsible for the sale of the Hartzell Engine Tech (HET) portfolio of products into the aftermarket. The aftermarket is defined as all non-direct OEM customers and includes direct customer sales and sales through HET's Domestic and International Distribution network. This position will be required to work closely with the Director of OE Sales and Business Development as the overall sales strategies for these two markets is interdependent.
The positions also serves as the customer's advocate and spokesperson to the various HET functional groups and will be responsible for forecasting, pricing, financial analysis and some contract negotiation and completion. Extensive domestic and international travel is required for customer visits and tradeshows.
Key Deliverables:
1) Manage the HET distribution network to ensure attainment of aftermarket sales goals.
2) Develop pricing and discounting strategy for aftermarket.
3) Monthly reporting of distributor activities
a. Sales
b. Distributor inventory holdings
c. Forecast
4) Plan and execute two international trips annually.
a. Europe
b. Australia/NZ
5) Investigate and make distribution recommendations for the following markets:
a. Canada
b. China/Asia
c. South America
d. Africa
6) Develop and maintain Distributor relationships to include the Sales Representative level.
7) Quarterly report out with each General Manager
a. Sales performance
b. New products
c. Company initiatives
8) Monitor Minimum Sales Price (MSP) in the market and ensure compliance. When non-compliance is identified, take decisive action.
9) Primary point of contact for all HET trade show activities.
10) Create and deliver a comprehensive HET product presentation to distributors.
11) Periodic co-travel with distributor representatives to maintain market pulse.
12) Create and implement a distributor co-marketing campaign.
13) Initiate and Manage HET Sponsorships to ensure maximum ROI.
14) Manage activities of aftermarket Sales Manager(s).
15) Development and submission of annual departmental budgets.
16) Be the HET primary point of contact for the annual ADMA meeting.
17) Work with peer(s) at Hartzell Prop to leverage aftermarket sales.
First Year Success Factors
1) Attainment of sales forecast for HET aftermarket
2) Success role out of the POWERUP brand
3) Technical understanding of all HET portfolio products
4) Visit and educate all HET international and domestic distributors.
5) Price book developed and ready for discussion with distributors.
6) Exhibit clear understanding of other Tailwind Technologies' company products and market position.
Requirements
Education/Experience
Bachelor's degree is required preferably in a technical field. A minimum of 8 years of sales experience required - technical sales preferred.
Experience in general aviation engine, airframe or accessories sales is a plus. Ability to analyze and manipulate large data sets will need to be demonstrated.
General Competencies
1) Communication Proficiency.
2) Customer/Client Focus.
3) Leadership.
4) Presentation Skills.
5) Problem Solving/Analysis.
6) Results Driven.
7) Strategic Thinking.
8) Technical Capacity.
9) Entrepreneurial Spirit.
10) Priority Management System.
11) Business Acumen.
Technical Competencies
1) Demonstrated mechanical aptitude.
2) Financial skills with exposure to margins, pricing, and product costs
3) Demonstrated ability to sell highly engineered manufactured products.
4) Demonstrated project management skills.
5) Negotiation Skills
6) Basic computer skills; (Microsoft Office, Outlook, keyboarding skills, MRP/ERP/PDM helpful)
7) Excellent verbal and written communication skills
Behavioral Characteristics
1) Customer Focus - Make customers and their needs a primary focus of one's actions; develop and sustain productive customer relationships.
2) Builds Strategic Working relationships - Develop and use collaborative relationships to facilitate the accomplishment of work goals.
3) Sales Ability/Persuasiveness - Use appropriate interpersonal styles and communication methods to gain acceptance of a product, service, or idea from prospects, clients and HET leadership team
4) Continuous Learning - Actively identify new areas for learning; regularly create and take advantage of learning opportunities; use newly gained knowledge and skill on the job and learn through their application.
5) Initiates Action - Take prompt action to accomplish objectives; take action to achieve goals beyond what is required; is proactive. Ability to issue spot, and in a self-directed fashion drive for resolution. Has the ability to analyze data, form an opinion and develop a course of action.
6) Energy - Consistently maintain high levels of activity or productivity; sustain long working hours when necessary; operate with vigor; effectiveness and determination over extended periods of time.
7) Collaborative - Customer first focus, but also work extensively internally to problem solve to best meet customer's needs and expectations. Focus on building up internal teaming between organizations to best meet our customer's expectations.
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