Rockwell Collins Technical Sales Manager in Winston Salem, North Carolina
B/E Aerospace, a wholly owned subsidiary of Rockwell Collins Inc., is a leading manufacturer of aircraft interior products and solutions.
B/E Aerospace is the world’s leading manufacturer of aircraft cabin interior products. B/E Aerospace designs, develops, and manufactures a broad range of products for both commercial aircraft and business jets. For more information, visit the B/E Aerospace website at www.beaerospace.com
B/E Aerospace's Oak Plaza operations are comprised of the core enabling functions, including: Engineering, Research & Development, Program Management, Product Support, Strategic Supply Chain, Sales & Marketing, Quality, Finance and Human Resources. Together these functional teams collaborate to help engineer the most innovative and highest quality main cabin economy and premium aircraft seating for various customers around the globe.
As a leader in the aerospace industry, we have a number of exciting positions available, including a Technical Sales Manager in our Seating New Equipment business located in Winston-Salem, NC.
Reporting to the Director of Sales and Marketing, the Technical Sales Manager is Responsible for managing sales activities at allocated accounts, typically Tier 2 airlines within specific global regions. This includes overseeing seating strategies and opportunities at the accounts; providing market input into new product development; completing bookings analysis and forecasts; managing bid process for accounts through to contract signature; and developing/maintaining business relationships within allocated accounts.
Manages seating accounts as opportunities arise:
Provides commercial and technical sales leadership at allocated accounts as it relates to commercial aircraft seating.
Provides supplemental sales support on all other accounts, as required, based upon product, opportunity, margin opportunity, and revenue.
Liaises with and updates the Corporate Account Executive on progress with respect to all aspects of the opportunity
Delivers on agreed bookings targets on an annual basis.
Has overall responsibility for seating sales strategies.
- Develops detailed capture plans for opportunities as agreed with Director Sales & Marketing Seating Business. Capture plan development may require input from and coordination with the Corporate Account Executive.
Gives market input to product development.
Provides key customer analysis, market feedback, sales and bookings forecasts for major product innovation and potential platform extensions of existing products.
Acts as a team member in product innovation and development initiatives, as required.
Provides product and industry trends as it impacts allocated accounts.
Reports on and analyzes seating business backlog/revenue/bookings/market models.
Provides bookings analysis and forecasts as required.
Completes reports to facilitate monthly business reviews and quarterly review preparation.
Coordinates demo seat availability.
Co-ordinates with Marketing Manager for all demo seats in readiness for shipment to support targeted campaigns.
Presents seats to customer airlines and leasing companies.
Responsible for ensuring sample seats are returned promptly and in good condition.
Manages seating proposals and bids.
Bid management: Ensures that each opportunity presented to the business has been reviewed properly and qualified
Oversees commercial and technical governance for proposals, including proactive review and input as it relates to the opportunity and the agreed capture plan strategy.
Develops and negotiates contract to completion within set timescales and parameters, and as agreed with the Director Sales & Marketing, and Contracts Director.
Supports program and gate reviews for programs won to ensure that voice of customer is provided and/or maintains proper messaging back to the customer on issues.
Acts as relationship manager.
Develops relationships within an airline that include all touch points that impact a seating decision at an appropriate depth and breadth.
Builds internal relationships with key personnel to ensure that the business is in lock step with the sales strategy and capture plan.
Must acquire and maintain a technical competency level for all seating business product lines to fully support the business. This includes, but is not limited to, product presentation, familiarity with Layout of Passenger Accommodations (LOPA) constraints for each product, and full familiarity with the platform strategy for each product line and model.
Works to maintain knowledge of trends and opportunities within other accounts and regions to maximize each opportunity.
Acts as a team player willing to assist in any aspect of the sales process including bid preparation and support of other regions.
Ensures that key seating business team members are apprised of relevant market trends and cultural requirements to ensure proper hand-off in the execution phase.
Performs other related duties as required.
Bachelor's degree (BA/BS) from four-year college or university in Business, Marketing, or Engineering; or an equivalent combination of formal education, on-the-job training, and/or work experience.
Minimum of five years related experience
The above description reflects the details considered necessary to describe the principal functions of the job and should not be construed as a detailed descriptions of all the work requirements that may be performed in the job.
EOE/Minorities/Females/Veterans/Disabled. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or protected veteran status.