Position Summary
The Commercial Sales Manager oversees Tronair's domestic US commercial sales policies, objectives and initiatives. Set short- and long-term sales strategies and evaluates effectiveness of current sales programs. The Commercial Sales Manager will also recommend product or service enhancements to improve customer satisfaction and sales potential.
Essential Functions
- Develop and implement commercial strategies according to company goals and objectives aiming to accelerate growth
- Visit commercial airline headquarters and maintenance facilities on a routine basis to foster/grow partnerships with key stakeholders
- Attend and support the appropriate trade shows and conferences and provide strategic input into the appropriate level of marketing and support required
- Create all-level customer relationships to exchange industry information, develop new leads, and monitor overall performance satisfaction
- Provide continuous feedback regarding all products encountered in the field and in dealings with the customers, to ensure maximum benefit to tooling and GSE.
- Report commercial sales forecasts to support production planning
- Develop pricing and performance strategies for individual sales accounts, to ensure a profitable success rate
- Conduct market research and analysis to create detailed business plans on commercial opportunities (expansion, business development, etc.)
- Understand the requirements of existing customers to ensure their needs are being met
- Act to acquire new customers and manage client relationships (new and existing)
- Collaborate with diverse teams (product management, marketing, sales, engineering, customer experience, etc.)
- Monitor performance of commercial activities using key metrics and prepare reports for Senior Leadership Team
- Coordinate quoting and quoting activities for commercial customers
- Assist in setting financial targets and budget development and monitoring
Sales Functions
- Identify opportunities by solving problems and adding value in every customer's engagement.
- Periodic, proactive review of airline asset lists to identify upgrade and Product Management opportunities.
- Respond to quote requests and perform routine follow-up
- Maintain clear and clean opportunity pipeline
- Visit key customer contacts semi-annually w/ Commercial Sales Director to develop and maintain relationships
- Participate in pre-scheduled monthly update calls with key customers
- Ensure customers are aware of 'in stock' items that may be of interest as well as communicate any current product promotions.
- Work with key customers to build stocking plans that move "kits & parts".
Administrative Functions
- Find creative ways to make the buying process easier.
- Perform semi-annual update of airline asset lists based on past 6 months purchases.
- Co-manage and update key customer contact lists and org charts
- Ensure customer reports are completed and submitted timely
- Coordinate with internal functions to resolve transactional issues (quality, PSG, etc.)
- Collaboration with Commercial Sales Director in providing monthly sales forecast
- Collect and document competitive information by customer
- Meet weekly with Commercial Sales Director to share significant customer information related to pending large orders, competitive info, status of known customer issues.
- Act as the internal interface to the commercial team.
- Review and ensure monthly customer-issued score cards remain high. Engage with Commercial Sales Director and appropriate functions to initiate corrective action.
Qualifications
- Bachelor's Degree from an accredited college or university
- 5-10 years or more in customer development or equivalent role; preferably Commercial Sales and account management
- Mechanical/Technical aptitude a plus
- Excellent written and verbal communication skills; ability to report on sales performance
- Adept at creative problem solving, risk mitigation, and resolution negotiation
- Expert organizational skills
- Experience working on developing policies and managing commercial sales projects
- An equivalent amount of education, training and experience may be substituted for these requirements at the discretion of the company
- Expert with Microsoft Office Suite including Outlook, Word, Excel, and Power Point
- Based in Toledo metro area
- Travel: 40-50%
Skills and Proficiencies
- Advanced time management, presentation, and organizational skills
- Exceptional analytical, quantitative and financial skill base
- Ability to think innovatively and understand customers needs to develop compelling business case proposals
- Ability to collaborate with cross functional teams
Minimum Physical Requirements
- Ability to sit for extended periods of time, using a computer.
- Communicate effectively and timely by telephone and email; use fingers, hands and arms to reach.
- Able to drive, fly and use other modes of travel as required.
Work Environment
The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this position. The noise level in the work environment is usually a quiet office environment.
This job description reflects management's assignment of essential functions; it does not prescribe or restrict the tasks that may be assigned. Critical features of this job are described below the headings above. They may be subject to change at any time due to reasonable accommodation or other business reasons.
