Program Manager / Regional Sales

Description:

The Program Manager is a member of our Regional Sales Team and reports to the EVP Global Sales. This position covers all sales functions in an assigned territory: forecasts, solicits and secures orders from potential and existing customers, provides customer service as required, and prepares periodic reports as required. Other responsibilities include:

• Primary point of contact for external customers and is responsible for assigned programs from proposal stage through contract completion. 
• Assigned programs to include cut parts, perforation, embossing, and debossing.
• Responsible for contracts and product on a customer-by-customer basis.

Essential Functions

REGIONAL SALES

• Secures orders from existing and potential customers by means of visiting the customers' facility or contacting them by phone.
• Secures opportunities to quote on customer requirements.
• Follows up (by phone or visit) on quotations submitted to customers.
• Establishes professional customer/vendor relationships with appropriate customer personnel (purchasing, engineering, manufacturing, quality assurance, management, and other key personnel)
• Submits weekly activity / call reports concerning customer-related activities for quotes, orders, and problems concerning customer/vendor relationships.
• Performs all assigned duties in the assigned sales territory.
• Provides lost business reports every week. Provides a territory sales forecast every month.

PROGRAM MANAGER

• The Program Manager is fully responsible for implementing a product matching 100% to the one used for the cost base in the bid and to make themself knowledgeable of all elements of the bid, including the base cost.
• Clarify RFQ scope of work expected by customer with salespeople and/or customer.
• Coordinate with estimator on pricing package assumptions.
• Coordinate with engineering for drawing and technical proposal support.
• Follow up proposal submission with customer and/or salesperson.

PROGRAM ADMINISTRATION

• Kick off new programs, establish expectations, and identify pacing items.
• Assign line resources to project teams as required to meet performance criteria. 
• Lead program status meetings and work on bottlenecks.
• Communicate program status to Airframes customers, salespeople, and line management.
• Monitor all open action items to the customer to ensure timely closure.
• Monitor the submission of required data items by the customer.
• Coordinate resources between divisions for programs involving multiple locations.
• Monitor budget status on all programs with Senior Management.
• Coordinate the resolution of field service issues for new products delivered.

CONTRACTS

• Participate in contract negotiations as required.
• Team with President / Sales people on developing and presenting positions.
• Communicate results of negotiating sessions to Senior Management.
• Monitor the scope of work and initiate formal changes when necessary to obtain proper concessions on prices, weights, and lead times, where appropriate.

PROFIT AND LOSS

• Utilize data from ERP and Financial Reports regularly.
• Track, manage, and report non-recurring expenses to operate within budget limits, recurring costs at standard to operate within the quotation parameters, and achieve the bid contribution margins.
• Develop a strategic use of customer requests for changes to increase contribution margins of the program, both for the non-recurring and recurring portions.
• Leverage your knowledge about current/new product developments to meet customer needs.
• Increase gross sales on an annual basis by taking market share from existing customers.
• Assist in initial sourcing of new products that existing customers require.

Requirements:

• Bachelor's degree or equivalent in business management/engineering.
• Outside sales experience.
• Excellent leadership, communication skills (oral and written), self-motivated (plan and think strategically), self-starter, sense of urgency, personable, extroverted personality, and well organized.
• Willingness to travel domestically and internationally for business as required.
• Attention to detail.
• Satisfactory company work records, including attendance.
• MS Office experience, spreadsheets, data entry, and email.