Sr. Sales Manager

AIT•Chesterfield Township, MI

About The Position

AIT is the world's largest provider of automation, factory integration and tooling solutions dedicated to the global aerospace, defense, and space launch vehicle industries. AIT offers a competitive compensation package (including free medical options for employees and their family), casual work environment and excellent growth opportunities. Summary: The Sales Engineer is responsible for managing existing customer relationships, growing existing business, and cultivating new business. The Sales Engineer is tasked with developing account management strategies, identifying business opportunities, maintaining AIT’s CRM tool for their area of responsibility, conducting market research, gathering competitive intelligence, and liaising between our customers, the Business Development team, and other AIT departments, including but not limited to Program Management, Engineering and Operations. The Sales Engineer provides technical advice and commercial support to our customers and prospects throughout the entire customer engagement process. This role is responsible for forecasting booking activity, generating profitable revenue streams, monitoring the business activity, and ensuring that sales targets are met.

Requirements

Bachelor's Degree in Business, Engineering, preferred
Minimum of eight (8) years experience in field sales/business development, engineering, program management, or technical marketing, required
Ability to understand a range of technical issues and potential solutions.
Break down a complex concept so that is easily understood by the target audience
Can multitask and manage multiple large to small projects in a cross functional environment
Comfortable working in foreign business environments; must have strong interpersonal skills
Conceptualize long-term business goals and develop orderly processes to accomplish those goals
Work in a high energy, high volume, rapidly changing environment
Excellent time management skills and ability to plan and set priorities
Give full attention to what other people are saying, taking time to understand the points being made, asking questions as appropriate, and not interrupting at inappropriate times
Clear and effective communication skills in both written and spoken forms
Respond and follow up to a customer’s inquiry or problem in a timely and effective manner
Work well under pressure and manage sensitive or controversial subjects with tact, kindness, and professionalism
Maintain confidentiality while processing and handling confidential information with discretion
Enable employees to grow and succeed through feedback, instruction, and encouragement
Well-developed leadership skills, including a team orientation, flexibility, integrity, and creativity
Proven negotiation skills and ability to explain products to an audience
Excellent organizational and time management skills
Understand the organization’s strengths and weaknesses as compared to competitors. Has an in-depth understanding of competitive products and services within the marketplace
Works collaboratively and build strategic relations with colleagues, coworkers, contractors, and customers
Proficiency with Microsoft Office
This position may require a government security clearance
To conform to U.S. Government commercial space technology export regulations, including the International Traffic in Arms Regulations (ITAR), 8 U.S.C. § 1324b(a)(3), applicants for employment at AIT must be a U.S. citizen or national, lawfully admitted for permanent residence into the U.S. (i.e., current green card holder), or lawfully admitted as a refugee or granted asylum under 8 U.S.C. § 1157-1158.

Nice To Haves

Automation and or aerospace tooling experience, preferred

Responsibilities

Support the establishment of sales objectives by developing detailed sales/bookings forecasts for areas assigned and projecting expected sales volumes, timing, and profit
Develop and implement plans and strategies for achieving the company's sales goals and objectives
Developing, implement and monitor field sales tactical action plans
Meet or exceed the management approved forecast
Grow business with existing assigned accounts
Actively research, identify, develop, and win new business with new customers in existing or adjacent markets
Prospect new customers/markets/market segments and develop strategies for new business acquisition
Travel for in-person meetings with customers, prospects, and partners and to develop key relationships across functional disciplines for all assignments
Successfully negotiate contracts with clients that are mutually beneficial to optimize profit, minimize risk and maximize cash flow
Regularly monitor and report results against plan, taking remedial action when necessary
Communicate to ensure stakeholders are informed on the progress toward goals and they are engaged in the achievement of these goals
Follow AIT’s Business Development Process (BDP001)
Collaborate on the development of proposals for projects based on client needs and company capabilities and integrate the necessary stakeholders to assure success
Plan, monitor, and appraise job results including but not limited to recurring CRM updates, pipeline management, quarterly reporting (High Probability Award updates, performance to forecast, competitor intelligence, program intelligence, etc.)
Manage customer expectations and contribute to a high level of customer satisfaction
Plan and prepare presentations and promotional strategies
Participate in trade shows and industry events as appropriate representing AIT as an industry leader and monitoring competition
Help foster a culture of teamwork, shared success, and goal achievement
Perform other duties as assigned