Sales Manager

HEICO Corporation•Spokane Valley, WA

15d•$120,000 - $150,000

About The Position

The Sales Manager is a hands-on commercial role responsible for developing new business, expanding market share within existing accounts and target segments, and leading selected technical sales pursuits for Jetseal. Reporting to the General Manager, the Sales Manager partners closely with the team to convert qualified opportunities into executable, profitable business. Jetseal manufactures highly engineered resilient metallic seals for extreme temperature, pressure, vacuum, leakage, material, and cyclic-performance requirements. The Sales Manager establishes technical credibility with engineers, sourcing teams, program stakeholders, and executives while coordinating with Engineering, Operations, Quality, Contracts, Finance, and Program Management. The role develops and executes assigned market and account plans and provides customer and competitive insight. The position is performed in professional office, customer, and manufacturing environments, with regular interaction with the production floor. Travel may include customer facilities and trade shows. The role may encounter moderate manufacturing noise and controlled exposure to metals and production processes.

Requirements

Bachelor's degree in Engineering, Business, Marketing, or a related field, or an equivalent combination of education and directly relevant experience.
Six or more years of progressive B2B technical sales, business development, or strategic account management experience in aerospace, defense, precision manufacturing, or another engineered-product environment.
Demonstrated success creating new business, expanding strategic accounts, entering new segments, or increasing market share beyond passive or organic demand.
Experience with long-cycle, specification-driven sales involving engineers, sourcing teams, quality requirements, program stakeholders, and executive decision-makers.
Ability to interpret engineering drawings, specifications, materials, tolerances, and application requirements well enough to conduct credible discovery and coordinate technical solutions.
Experience with forecasting, pricing, margin analysis, proposals, negotiation, CRM discipline, and measurable sales performance reporting.
Demonstrated ability to lead complex pursuits and coordinate internal resources through influence, clear communication, and structured follow-through.
Ability to travel approximately 25% to 35% based on customer and business needs.
Competency in market development, new-business creation, and consultative technical selling.
Engineering and manufacturing fluency sufficient to lead credible customer discussions.
Commercial judgment, pricing discipline, and financial acumen.
Strategic account planning, opportunity qualification, and disciplined follow-through.
Executive presence, presentation, negotiation, and relationship-building skills.
Data-driven forecasting, pipeline management, and personal accountability.
Cross-functional collaboration and ability to influence without direct authority.
Strong written communication, listening, critical thinking, and problem-solving skills.
High integrity and sound judgment with confidential, contractual, and export-controlled information.
Proficiency with CRM, ERP, Microsoft Excel, PowerPoint, and sales reporting tools.
Ability to sit and work at a computer for extended periods; frequently communicate in person, by telephone, and through electronic systems; stand and walk throughout office, manufacturing, and customer facilities; travel by air and ground and remain effective across variable schedules; and occasionally lift and carry up to 25 pounds.

Nice To Haves

Degree in mechanical, aerospace, materials, manufacturing, or another engineering discipline.
Prior aerospace component sales experience with aircraft engines, propulsion, space, nuclear, energy, valves, turbomachinery, pressure systems, or other extreme-environment applications.
Experience with resilient metallic seals, sealing systems, precision-formed components, specialty alloys, coatings, or related engineered products.
Knowledge of AS9100, aerospace quality expectations, ITAR/EAR, FAR/DFARS, customer flow-downs, and contract review.
Experience selling to major OEMs, Tier suppliers, government or defense customers, and emerging-technology programs.
Experience developing a new market segment, displacing an incumbent supplier, or commercializing a highly engineered product or application.
Experience improving CRM discipline, forecasting, account planning, or coordination between field sales and an inbound commercial team.

Responsibilities

Develop and execute assigned market, account, and business-development plans aligned with Jetseal's commercial strategy, revenue goals, and margin expectations.
Identify whitespace, new programs, competitor-displacement opportunities, and applications where resilient metallic seals can be specified or substituted, and convert findings into prioritized pursuit plans.
Own selected strategic customer relationships and lead prospecting, technical discovery, executive reviews, negotiations, and account-development activities.
Build a qualified pipeline through targeted outreach, customer visits, referrals, industry events, and coordinated follow-up on leads and requests for quotation.
Develop command of Jetseal products and applications to discuss seal geometry, materials, coatings, temperature, pressure, vacuum, leakage, deflection, and performance tradeoffs with technical customers.
Translate customer needs into clear internal requirements and coordinate technical responses with Engineering without making unapproved design, performance, quality, delivery, or contractual commitments.
Partner with the Contracts Manager on opportunity handoffs, quotations, proposal timing, commercial terms, negotiations, customer flow-downs, export-control considerations, and order-conversion priorities.
Develop pricing and margin recommendations using market conditions, customer value, competitive positioning, cost inputs, and approval requirements; obtain required authorization before committing commercial terms.
Maintain accurate opportunity, customer, activity, and forecast information in Epicor ERP, customer portals, and related reporting systems for assigned accounts and pursuits.
Track and report pipeline value, order intake, revenue, backlog, win rate, quote conversion, sales cycle, retention, new-account activity, and market-share indicators for assigned markets and accounts.
Coordinate across Production, Planning, Engineering, Quality, Purchasing, Shipping, Finance, Contracts, and Program Management to balance customer priorities with operational capability and profitable execution.
Represent Jetseal at customer sites, industry events, trade shows, and HEICO business-development activities; travel as required to advance opportunities and strengthen key relationships.
Report account plans, forecasts, results, risks, and corrective actions to the General Manager.
Perform other duties as assigned.