Aftermarket Sales & Proposal Lead

Fairbanks Morse Defense•Walpole, MA

7d•Onsite

About The Position

The Aftermarket Sales & Proposal (Capture Lead) supports assigned customer accounts by turning complex customer needs into compelling proposals and sales strategies. The role partners with cross-functional teams to develop strategic proposals that meet customer requirements and corporate capture and margin targets. It requires broad knowledge of Fairbanks Morse Defense products and systems, sound judgment, independent work, and the ability to manage complex processes, diverse challenges, and demanding deadlines. Based at Bird-Johnson in Walpole, Massachusetts, the position focuses on aftermarket proposals and customer relationships for marine propulsion systems, including controllable pitch propellers. The role oversees proposal execution, develops customer-specific sales strategies, presents proposals to customers, and follows opportunities through order placement. It also serves as a primary customer contact, coordinates project handoffs, and contributes to sales forecasting. Travel of up to 10% domestically to service centers and customer sites is required. The position requires access or potential access to Unclassified Naval Nuclear Propulsion Information designated Not Releasable to Foreign Nationals (NOFORN). Candidates must provide proof of U.S. citizenship and attest that they do not have dual citizenship. Listed benefits include medical, dental, vision, life and disability insurance, a 401(k) plan with employer match, paid time off, paid holidays, paid parental leave, tuition reimbursement, and eligibility for an annual company performance-based bonus.

Requirements

Five years of inside sales and/or customer account growth support experience.
Strong written and verbal communication skills, including the ability to handle multiple complex assignments simultaneously.
Excellent problem-solving and analytical skills, including the ability to identify and address client needs effectively.
Ability to understand and execute complex processes.
Strong attention to detail.
Service-minded and proactive approach, with the ability to work independently and support internal and external customers and teams.
Experience using CRM and ERP systems.
Strong Microsoft Office skills, including Word, Excel, and Outlook.
Proficiency with advanced Excel, including VLOOKUPs.
Excellent technical and analytical aptitude.
Basic understanding of propulsion systems, including controllable pitch propellers and waterjets.
Ability to travel domestically up to 10% to service centers and customer sites.
Must provide proof of U.S. citizenship and attest to not having dual citizenship to meet the NOFORN access requirement.

Nice To Haves

Bachelor’s degree in business administration, management, a technical field, or equivalent experience preferred.
Government proposal or shipbuilding experience preferred.
Experience with SalesForce and Oracle desired.

Responsibilities

Oversee successful execution of project proposals, keeping deliverables on track by interpreting specifications, analyzing cost information, and developing proposals.
Use competitive intelligence, historical data, and team feedback to develop sales strategies that meet business objectives and mitigate risk.
Present sales strategies to cross-functional teams and leadership during Bid Review meetings.
Develop comprehensive proposals, present them to customers, and follow up until orders are secured.
Conduct project turnover meetings with Project Managers and Service Centers to support smooth implementation and service delivery.
Cultivate relationships with key accounts and serve as their primary contact for inquiries, concerns, and escalations.
Manage daily customer business, including responding to order-fulfillment inquiries, communicating delivery changes, and acknowledging and resolving complaints.
Lead or assist with customer-related activities, including coordinating customer and factory visits.
Lead and/or participate in recurring virtual meetings.
Collect and analyze customer data as needed to meet objectives.
Review purchase orders to ensure pricing, quality certificates, and compliance requirements align with quotes.
Support sales forecasting by communicating frequently with customers about order probability and timelines.
Maintain updated knowledge of company products and services.