DIRECTOR OF NEW BUSINESS DEVELOPMENT (Manuf.)

DIRECTOR OF NEW BUSINESS DEVELOPMENT (Manuf.)
MONTGOMERY, AL

SUMMARY:
This is a new role within our client's executive management team. You will lead the strategy and expansion in North America, growing both existing and new customer relationships in support of the company’s wider growth objectives. The ultimate goal is to define and deliver the sales growth strategy required to maintain existing customer relationships and create new customer relationships across North America.
Reporting to the CCO and working closely with the executive team, you will be supported by technically skilled new business engineers to build and execute comprehensive, multi-level engagement plans for identified customers. This will include leading customer and internal teams through initial board-level customer engagement, the RFQ process, Total Cost of Ownership bid submission, project implementation and infrastructure deployment.

Top Candidate Qualities:
An ambitious individual with the executive-level gravitas and aerospace industry experience who enjoys being an active part in defining and delivering the success of an organization with significant growth potential. This will be an opportunity to develop and deliver a US growth strategy, adding people and infrastructure in line with the business model. Our company has a culture of entrepreneurial customer development and is passionate about what it is doing, so you will be the type of person who loves the excitement of working in a fast-paced environment and is used to managing multiple priorities and opportunities. As the company expands, you will be able to help shape the growth strategy of the company, working with the corporate Board and senior executives to review and enter new markets and value streams when opportunities arise.

In this role, you will:
• Understand the aerospace market, including raw material supply, global pricing agreements, manufacturing process, causes of waste, technical/quality requirements and the global customer base.
• Work closely and effectively with the CCO and wider executive team to keep them well informed of any identified opportunities, business risks and upcoming commitments.
• Work closely and collaboratively with the CCO and corporate to develop and implement global customer engagement and sales strategy to drive revenue
• Identify and support account research needed to drive multi-level selling plans, which supports the wider business strategy. Liaising directly with large, international customers to agree on schedule and content of meetings, dates, timings and delivery plans.
• Work with the CCO and corporate to build a clear and documented understanding of our engagement strategies for each account in line with the growth targets.
• Document and present a visually compelling plan to engage at multiple levels in those target accounts, building and leveraging board level and executive team relationships.
• Agree measures of success and document progress against the plan making it available and visible across the corporate Board, including formal SIOP reviews and Board reports.
• Maintain the CRM system. Own communication of all actions to stakeholders and drive through to close.
• Develop strong relationships with customers’ operations, supply chain, procurement, quality, engineering and management teams to create the platform for outsourcing to our company.
• Manage engagement, keep focus and drive progress over an extended sales cycle.
• Be able to communicate the compelling business case for working at all levels and across all departments within customer organizations.
• Understand the commercial and financial benefits to customers, and maximize the returns on the investment case.
• Write and present external bids (commercial business cases) for customers as part of the value proposition, clearly articulating the benefits of working with our company.
• Be our company's ambassador at trade shows and conferences to drive industry awareness of what we have to offer.

Qualifications:
• 8+ years’ experience in aerospace industry operations or sales at senior management level.
• Able to present to all levels at customers.
• Experience and knowledge of the current supply chain, the challenges manufacturers face and its limitations as production rates grow.
• Experience in creating business cases demonstrating real value for customers.
• Strong organizational skills that reflect the ability to perform and prioritize multiple tasks seamlessly with excellent attention to detail.
• Ability to support the growth of the organization and infrastructure to support the expansion of the business.
• Very strong interpersonal skills and the ability to build relationships with stakeholders and senior customers inside and outside the organization.
• Expert level written and verbal communication skills.
• Demonstrated entrepreneurial approach to sales growth, with strong leadership capability.
• Highly resourceful team-player, with the ability to self-motivate when working in a remote role.
• Proven ability to handle confidential and market-sensitive information and export-controlled data with discretion, be adaptable to various competing demands, and demonstrate the highest level of customer/client service and response.
• Demonstrated ability to achieve high-performance goals and meet deadlines in a fast-paced environment.
• Forward-looking thinker, who actively seeks opportunities and proposes solutions.

Company Opportunities:
• The chance to develop this new role and make it your own.
• The opportunity to be a leader within the business at a senior management level and have a visible impact on the company's growth.
• A rapidly growing yet well-established public company.
• The world’s most innovative aerospace organizations as clients.
• The ability to grow the role and business within a fast-moving sector
• Competitive compensation.

2027 Key Targets:
• Help define the 5-year plan for sales, investment, partnership and service offering strategy
• Qualify and engage with at least 5 Primes/Tier 1 suppliers at senior level on kit sales
• Develop at least 3 kitting TCO business cases of at least $5M annual revenue each
• Sign at least 1 long-term kit supply agreement
• Maximize existing capacity within existing manufacturing sites
• Map out broader US opportunity, building on existing prospects list, with plan to capture, as part of a detailed CRM system
• Liaise with CEO, CCO and corporate on wider business where Primes and Tier 1 suppliers overlap territories, including any distribution business

Compensation:
• Competitive basic salary
• Commission structure on all additional US sales contracted, paid upon revenue
• Equity based LTIP
• Annual bonus plan
• All reasonable travel expenses to be reimbursed as per policy
• Participation in company medical insurance
• Participation in company 401(k)

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