Job Title: OEM Sales ManagerDepartment: Sales & Marketing
Reports To: VP of Sales & Marketing and/or Business Unit Manager
FLSA Status: Exempt
SUMMARYOrganizes all phases of the Company's sales efforts for the Business Unit's OEM Accounts and/or customer base. Coordinates and has frequent contacts with all internal departments to include Sales & Marketing, Accounting, Manufacturing, Engineering, and Quality Assurance; extensive interface with customers, business unit managers, and independent representatives.
ESSENTIAL DUTIES AND RESPONSIBILITIES include the following. Other duties may be assigned.
Basic Functions and Booking Responsibilities:- Responsible for Bookings, New Business, Price, and Sales in accordance with annual Plan.
- Responsible for creating Bookings, New Business, Price, and Sales Plan via data and relationships with assigned customers.
- Actively seeks and wins New Business. Acts as "Program Manager" for new business opportunities.
- Assists with on-the-job training for new hires.
- Prepares monthly sales letter for VPS and BUMs to review status of all customers.
- Reporting to the VP Sales and Marketing and/or Business Unit Manager, organizes and executes the OEM sales and marketing activity for MarathonNorco Aerospace product lines.
- Ensures customer orders match the proposal or quotation - including, but not limited to: price, payment terms, delivery/lead time, delivery method, export compliance and general Terms & Conditions.
- Ensures contract reviews are performed, and contractual requirements are properly flowed within the organization. Ensures contractual document is stored electronically and made accessible to the appropriate parties.
- Updates and maintains quote folders and quote log.
- Builds and maintains customer relationships. Investigates and adjusts complaints concerning deliveries or service, and refers complaints to designated departments for investigation. Owns the effective and timely processing of RMA's. Provides assistance, problem resolution, and troubleshooting to customers.
- When applicable, coordinates the product line repair business by handling customer contacts, quote preparation, repair order status updates, and fields support in technical, operational, and/or procedural issues.
- When applicable, work with outside Sales Representatives to keep account activities up to date. Interfaces and networks between customer and other Manufacturing, Engineering, Quality Assurance, and Sales and Marketing team members. Keeps workflow through the department related to the product line as consistent as possible, exercising best efforts to minimize bottlenecks.
- Promotes and sells the Company's existing products to all OEM accounts.
- Promotes and sells the Company's new products to OEM and prospect accounts.
- In conjunction with VP Sales and Marketing and Business Unit Manager, prepares a yearly Sales/Bookings plan which supports corporate goals.
- Provides a monthly report on territory, sales activity, and key metrics.
- Maintains proper utilization of time and territory management. Provides monthly call schedule and travel plans to the VP Sales and Marketing and Business Unit Manager - on a 90-day rolling basis. Manages travel expenses in accordance with Plan or Forecast.
- Coordinates with appropriate personnel on follow-up of open quotations to assure receipts of Bookings in support of book-to-ship plan.
- Meets forecasted New Business quotas as set at the beginning of each fiscal year.
- Assists in long-range sales/margin analysis and marketing strategy for the product lines.
- In coordination with Business Unit Manager, evaluates inquiries, formulates proposal strategy, and approves pricing to ensure Company products are specified and purchased. Coordinates with appropriate personnel on follow-up of open quotations to assure receipt of Bookings in support of book-to-ship Plan.
- Coordinates customer interface, assists in presentations and closing negotiations, review terms and conditions for liabilities on all new proposals and contracts to ensure conformity with company policy, and renders training and sales assistance to sales representatives to sell the product.
- Comply with and conduct business in accordance with the letter, spirit, and intent of all relevant laws and regulations, policies, work procedures, instructions; wherefore, refrains from any illegal, dishonest, unethical conduct. Maintain communications with all employees, vendors, customers and others in a cooperative and professional manner, while treating them in with dignity, respect and courtesy.
- Performs other related duties as required and may be assigned.
Other Responsibilities (may include some or all of the following)
- Reviews terms and conditions for liabilities on all new proposal and contracts to ensure conformity with company policies.
- Advises VP Sales and Marketing of business unit status with the each customer, and short/long initiatives required attaining customer loyalty.
- Coordinates visits and participate in conferences as required.
- Maintains a contact list and develops an outline of major customer organization to include decision-makers in engineering and purchasing.
- Performs other related duties as required and may be assigned.
- Maintains CRM system for allocated accounts.
QUALIFICATION REQUIREMENTS 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.
ESSENTIAL EDUCATION, SKILLS, and/or EXPERIENCE- Education: Bachelor's Degree in an Engineering, Marketing field, or closely related discipline.
- Work Experience: Five (5) or more years of applied sales experience, with a broad knowledge of the aerospace/aviation industries and their requirements, or the equivalent.
In addition, this position requires:- Knowledgeable of features, technical aspects, benefits and use of the product line, and complete knowledge of selling techniques and ability to close sales.
- Demonstrated analytical knowledge in accounting, margin analysis, etc.
- Excellent computer skills with strong proficiency in Windows interface, Microsoft Office package (Outlook, Word, Excel, PowerPoint, and Access), database systems, and working knowledge of ERP software.
- Excellent organizational and communication skills, both written and oral.
- This position must meet "US Person" Export Control Requirements as defined by 22 CFR 120.62 - "US Person means a person who is a lawful permanent resident as defined by 8 U.S.C. 1101(a)(20) or who is a protected individual as defined by 8 U.S.C. 1324b(a)(3)." Or a successful foreign person candidate must be eligible to obtain any required export authorizations."
TRAVELOutside travel as needed.
