Aftermarket Sales & Proposal Lead

Fairbanks Morse Defense•Walpole, MA

About The Position

Bird-Johnson, a Fairbanks Morse Defense company, designs, manufactures, and supports marine propulsion systems, including controllable pitch propellers for naval and commercial vessels. The Aftermarket Sales & Proposal (Capture Lead) develops aftermarket proposals and sales strategies for assigned customer accounts, translating complex customer needs into proposals that meet customer requirements and corporate capture and margin targets. The role works independently and collaboratively across functions, applying knowledge of Fairbanks Morse Defense products and systems, sound judgment, and the ability to manage complex processes and demanding deadlines. The position also manages customer relationships and daily account business, coordinates proposal development and project handoffs, and contributes to sales forecasting. It requires access or potential access to Unclassified Naval Nuclear Propulsion Information classified as Not Releasable to Foreign Nationals (NOFORN); candidates must provide proof of U.S. citizenship and attest that they do not have dual citizenship. Travel is up to 10% domestically to service centers and customer sites.

Requirements

Five years of inside sales and/or customer account growth support experience.
Strong written and verbal communication skills and 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, proactive approach and ability to work independently while supporting 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 up to 10% domestically to service centers and customer sites.
Proof of U.S. citizenship and attestation of no dual citizenship, to meet NOFORN data-access requirements.

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 by keeping deliverables on track, interpreting specifications, analyzing cost information, and developing proposals.
Develop sales strategies using competitive intelligence, historical data, and team feedback to 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 an order is secured.
Conduct project turnover meetings with Project Managers and Service Centers to support smooth implementation and delivery of services.
Cultivate relationships with key accounts and serve as the primary point of contact for inquiries, concerns, and escalations.
Manage daily customer business, including responding to order-fulfillment inquiries, communicating delivery changes, and resolving customer complaints.
Lead or assist with customer-related activities, including coordinating customer visits at customer sites and factories.
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 are consistent with quotes.
Contribute to sales forecasting by communicating with customers about order probability and timeframes.
Maintain updated knowledge of company products and services.