Sr. Sales Manager

Advanced Integration Technology • Plano, TX

4d

About The Position

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. Duties and 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 marketsProspect 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 flowRegularly monitor and report results against plan, taking remedial action when necessaryCommunicate 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 Education and Work Experience: 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 Automation and or aerospace tooling experience, preferred Work Authorization/Security Clearance Requirements: This position may require a government security clearance Knowledge, Skills and Abilities: List of needed knowledge, skills, and abilities to successfully accomplish the duties and responsibilities of the job. 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 Work Conditions: Environment Type: Indoor. Office environment. Temperature controlled Exposure Types: No adverse environmental conditions expected Work Hours: Standard work schedule, overtime may be necessary for meeting deadlines, required travel, and emergent conditions Flexible work schedule Travel Requirements: Regular travel to customer sites Travel to worldwide AIT locations This position may involve travel exceeding 60% of the time Physical Demands:The physical demands described here are representative of those that must be met by an employee to successfully perform the duties and responsibilities of this job. Light work that includes moving objects up to 20 pounds Picking, pinching, typing or otherwise working, primarily with fingers rather than with whole hand or arm as in handling Prolonged periods sitting at a desk and working on a computer Repeating motions that may include the wrists, hands and/or fingers AIT Safety - AIT enforces a safety culture whereby all employees have the responsibility for continuously developing and maintaining a safe work environment. As appropriate, each employee is responsible for completing all training requirements. All employees that work in or enter the production environment are required to wear personal protective equipment. AIT Quality - It is our policy to provide quality products and services that meet customer expectations and delivery requirements. Accordingly, each employee must conform to the AIT Quality Policy and carry out job activities in compliance with applicable AIT Quality System documents and customer contracts. Each employee must read and understand his/her Quality Management and Customer Satisfaction responsibilities. AIT Procedure Compliance - Each employee must read, understand, and implement the general and specific operational, safety, quality, and environmental requirements of all plans, procedures, and policies pertaining to his/her job. Security Clearance Statement - This position may require a government security clearance; you must be a US Citizen for consideration. ITAR Requirements - 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. Equal Employment Opportunity - AIT is proud to be an Equal Opportunity Employer and is committed to attracting, retaining, and developing a highly qualified, diverse, and dedicated work force. AIT hires and promotes people based on their qualifications, performance, and abilities. We support the establishment and maintenance of a workplace that nurtures trust, equality, and teamwork, in which all employees recognize and appreciate the diversity of individual team members. We provide all qualified applicants for employment and employees with equal opportunities for hire, promotion, and other terms and conditions of employment, regardless of their race, color, religion, gender, sexual orientation, gender identity, national origin/ethnicity, age, physical or mental disability, genetic factors, military/veteran status, or any other status or characteristic protected by federal, state, and/or local law. Affirmative Action and Disability Accommodation - Applicants wishing to view a copy of AIT’ s Affirmative Action Plans, or applicants requiring a reasonable accommodation in order to participate in the application and/or interview process, please contact us at [email protected].

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; you must be a US Citizen for consideration.
• 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 marketsProspect 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 flowRegularly monitor and report results against plan, taking remedial action when necessaryCommunicate 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

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level