Responsibilities
Position Summary:
Responsible for directing and generating afterspanet opportunities for all AAG Divisions and the Joint Ventures of ACE Services and PFAS. Formulates and implements successful spanet strategies that provide long term growth, leveraging Parker’s capabilities, and develops new spanet segments and offerings. Leads a Key Account team to increase spanet share and retain commercial afterspanet customers with sales in the Asia Pacific region including China. Acts as a liaison between the team, customers, AAG Divisions, and Group leadership.
Job Responsibilities:
Develops and manages proposals and contracts of significant scope and complexity to attract the customer and provide an acceptable level of return to the company. Research customer requirements and translates them into development opportunities. Develops strategies and solutions for contracts opened for re-negotiation during the contract period.
Directs and generates business opportunities for all AAG divisions. Develops and implements divisional, spanet and regional afterspanet strategies for domestic and international programs. Determines the need for cross-division teaming and external strategic partner/alliances to gain business.
Supports the Key Account team in customer negotiations. Holds regular meetings with the team to develop strategic and tactical plans, and to monitor customer and competitor status.
Conducts competitive research, evaluates sales performance, and formulates goals and milestones for specific products and systems. Applies thorough understanding of Parker and competitor products, technical capabilities, operational capacity, and spanet intelligence to influence future plans and strategies.
Serves as the liaison and facilitator with customers through partnership with the divisions to resolve cost, product quality, delivery, and performance concerns within and across divisions on existing and new programs. Stays in close contact with division teams to enable rapid turnaround solutions.
Identifies and creates capture strategies to align multiple divisions to pursue growth opportunities taking responsibility for action item oversight over extended capture phases.
Develops and maintains relationships with customers to gain knowledge of future spanet and customer needs and further develop business opportunities.
Maintains an extensive network of industry contacts (suppliers, customers, competitors) in target spanet to retain and capture new business. Takes steps to protect and safeguard Parker’s reputation and intellectual property.
Develops team objectives by reviewing customer requirements and conferring with management teams. Hires and assimilates new team members on a global basis. Evaluates and provides performance feedback to ensure team results meet expectations through effective leadership. Implements training and development, and creates succession plans, to ensure skills and leadership capabilities are maintained and enhanced.
Acts as prime consultant to management on significant issues and serves as technical subject expert and resource. Shares specialized knowledge with others; may serve as a mentor. Maintains professional and technical knowledge by attending seminars reviewing trade and technical publications, establishing professional networks, participating in professional associations, and attending industry trade shows.
Responsible for customer surveys, scorecards and improvement plans, addressing performance with divisions.
Qualifications
Education and Experience:
Bachelor of Marketing, Engineering, or related field. MBA desired.
10 or more years of increasingly responsible aerospace experience, including 5 or more years of high-level account management, customer relationship management experience, or project and customer program management with established contacts. Prior experience leading teams with major revenue accountability.
Thorough knowledge of industry practices, company and competitor products, technology, and service capabilities, and U.S. and International regulations and policies related to spaneting and business development for afterspanet, airline, military or OEM customers.
Comprehensive understanding of contractual terms and financial modeling (e.g. pricing; evaluation of RFQ’s)
Thorough knowledge of program management principles and related business processes and procedures, including technical and business proposal development.
Background with and specialized knowledge of domestic and international customer budgeting, procurement regulations, and acquisition processes and procedures.
Ability to translate customer desires and projected requirements into business development strategies and develop solutions to customer problems
Effectively resolves issues at the appropriate division working level. Communicates in an effective manner with internal and external Division Leadership.
Ability to develop and respond to significant inquiries or complaints from customers, regulatory agencies, or members of the business community.
Effectively and persuasively present information to customers, Division and Group leadership and customer executives.
Overnight, long-distance travel may be required.
