Description:
Hartzell Propeller LLC is a world class engineering and manufacturing company offering the broadest range of propeller systems in the aviation industry. We design, develop, test, manufacture, and support constant-speed aluminum and composite propeller systems for all categories of aircraft, ranging from general aviation to military applications.
The company traces its history to 1914, where a relationship between Orville Wright and Robert Hartzell led to the manufacture of the first Hartzell propeller in 1917. The company was founded on the principle of "Built on Honor" – a clear and abiding value in our business.
Key Responsibilities:
The Business Development Manager for Military & UAV is responsible for identifying opportunities in new sectors and markets to grow the overall Hartzell Propeller footprint. The primary focus of this job is to leverage the product, technology and expertise to gain new opportunities.
While understanding the advantages of Hartzell's existing product catalog, the Business Development Manager, Military & UAV is expected to provide strategic input to the company leadership regarding product design and technology pursuits to maintain our leadership position.
The Business Development Manager, Military & UAV, will be the primary point of contact for initial evaluation and triage of all new RFIs/RFPs/RFQs that are received in the Military and UAV sectors. If a decision is made to pursue a response, the Business Development Manager, Military & UAV will act as a liaison between the customer and engineering, confirming design needs and customer specifications, and is responsible for internal project management of the customer's development program.
The Business Development Manager, Military & UAV serves as the customer's advocate and spokesperson to the various Hartzell functional groups until the account/program transitions from the development to the production phase.
The Business Development Manager, Military & UAV is further responsible for forecasting and ROI, pricing, financial analysis and some contract negotiation and completion.
The Business Development Manager, Military & UAV must be prepared to travel extensively, both domestically and internationally, for customer visits, tradeshows and events.
Key Deliverables:
1) Identify key opportunities with an emphasis on the Military/Defense sector, as well as Unmanned Aerial Systems.
2) Leverage the Hartzell product catalog, technology, design, production and certification to win new programs to grow the Hartzell footprint.
3) Solidify and strengthen the RFI/RFP/RFQ review and triage process to ensure limited resources are used to win the programs with the best ROI and future growth opportunities.
4) Oversee and manage the proposal response management and submission process.
5) Make and justify pricing and program/project recommendations.
6) Internal program management of customer's development projects.
7) Relationship building-external and internal.
8) Lead generation for other Hartzell Aviation companies where applicable.
First Year Success Factors
1) In depth knowledge of the Military/Defense sector, as well as the Unmanned Aerial Systems market, including key players and company and product strengths and weaknesses.
2) Help drive a robust corporate strategy for this segment at Hartzell Propeller.
3) Manage commercial and contractual aspects of proposal submission.
4) Manage customer development programs internally and externally with periodic reporting to Sr. Management.
5) Gain a technical understanding of highly engineered propeller systems.
6) Working knowledge of propeller/aircraft development and US/foreign certification cycle.
7) Working knowledge of Hartzell's engineering life cycle for hardware configuration control.
8) Exhibits clear understanding of other Hartzell Aviation company products and market position.
Requirements:
Required Education/Experience
Bachelor Degree is required preferably in a technical field. A minimum of 5 years of sales experience required – technical sales preferred.
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 - Makes customers and their needs a primary focus of one's actions; develops and sustains productive customer relationships
2) Builds Strategic Working Relationships – Develops and uses collaborative relationships both internally and externally to facilitate the accomplishment of work goals.
3) Sales Ability/Persuasiveness – Uses appropriate interpersonal styles and communication methods to gain acceptance of a product, service, or idea from prospects, clients and Mayday leadership team.
4) Continuous Learning – Actively identifies new areas for learning; regularly creates and takes advantage of learning opportunities; uses newly gained knowledge and skill on the job and learns through their application.
5) Initiates Action – Takes prompt action to accomplish objectives; takes action to achieve goals beyond what is required; is proactive.
6) Energy - Consistently maintains high levels of activity or productivity; sustains long working hours when necessary; operates with vigor. Effectiveness and determination over extended periods of time.
Salary Expectations
Competitive compensation & benefits package
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