Job Summary:
The Regional Sales Manager has the primary responsibility of achieving the bookings plan, protecting current market positions, growing the sales pipeline and winning profitable new business opportunities within an assigned territory. The Regional Sales Managerleads a team of Sales representatives, and drives the sales action plan with customer prospsects consisting of OEMs and distribution networks. The Regional Sales Manager serves as the customer advocate with responsibility for managing the customer relationship throughout the whole life cycle, and has responsibility for capturing and communicating the "Voice of the Customer" to drive improvements in our business that enhance customer satisfaction. As the primary face to the customer, the Regional Sales Manager will play a significant role in determining and implementing company strategies to optimize current and future business opportunities.
Essential Functions:
Develop and meet the bookings plan for the assigned territory;Identify andqualify new opportunities;partnerwith internal cross-fucntional teams to developwinning value propositions, lead the proposal and negotiation phases through contractclosure and purchase order issuance.
Drivethe team of outside sales representatives in the assigned territory; ensure that goals and expectations areshared andunderstood; use KPI driven standard work to trackprogress, identify gaps and align on actionsrequired to achieve performance objectives;ensurethe necessary producttraining, engineering and sales supportis providedin a timely manner.
Monitor market and technology trends;Assist in establishing strategies and executing plans to ensure customer satisfaction
Act effectively as the customer champion and advocate within Crane Aerospace & Electronics; Establish and maintain strong relationships at all levels within the customer organization; Understand and communicate current and future customer needs and expectations throughout Crane Aerospace & Electronics
Provide timely support in resolving customer issues and responding to customer requests
Develop, communicate and execute key customer strategies that will lead to profitable growth and improved customer satisfaction
Communicate customer procurement forecast to Crane Aerospace & Electronics in support of demand system planning
Capture and communicate the VoC within the company.
Champion Crane Aerospace & Electronics vision and initiatives to customers and solicit their feedback and support.
Maintain the CRM database on a daily basis inluding creating opportunities, quotes,updatingsales action plans and refreshing forecasts.
Any other task assigned by management
Minimum Qualifications :
Experience: 10+ years of relevant experience in technical sales, sales channel management and business developmentfor highly engineered products - RF component and sub-assemblies highly desirable-and aproven track record ofwinningprofitable new businesswith primes and OEM's in the Defense and Space market.
Skills/Abilities: Self-starter, team-player, good listener, excellent communicator, accomplished relationship builder,organized and detailed oriented, energized bydriving value with customers,passionate about winning new business dealsand developingnew partnershipsin a fast-paced environment.
Education/Certification: BA or BS or Technical degree or equivalent
Preferred Qualifications :
Experience in Defense, Space, and or Commercial Aerospace market
Working Conditions :
Standard office environment / Remote work options available
Work requires substantial visual concentration on detail
Office working conditions are normal for a manufacturing environment
On site manufacturing operations may require the use of safety equipment to include but not limited to: eye safety glasses, gowning, masks, hearing protectors, heel/wrist straps and any other required PPE
Office workers may be exposed to unusual environmental conditions such as loud noises, cold temperatures, confined spaces, dust or fumes
Requires regular travel (at least50%) to meet with customers, visit Crane Aerospace & Electronics' business sites, attend conferences, seminars and trade shows
Standing: 10% *percentage is approximate and may vary depending on work task
Sitting: 90% *percentage is approximate and may vary depending on work task
Lifting (in pounds): up to 10 pounds
Pushing (in pounds): up to 10 pounds
Mental/Visual: use of computer and basic office equipment
Workspace: office/desk
Crane Co. reserves the right to change or assign other duties to this position. The statements contained herein reflect general details as necessary to describe the principal functions of this job, the level of knowledge and skill typically required and the scope of accountability and responsibility.? These descriptions should not be considered to be all-inclusive listings of work requirements.?
Crane Co. is an Equal Opportunity Employer and does not discriminate on the basis of race, color, creed, religion, sex, national origin, marital status, age, sexual orientation, gender identity characteristics or expression, physical or mental disability, pregnancy, medical condition, genetic information, or U.S. military or veteran status or any other characteristic protected under federal, state, or applicable local law, in recruiting , hiring, training and promoting.
This description has been designed to indicate the general nature and level of work being performed by employees within this classification. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities, and qualifications required of employees assigned to this job.
Crane Company. is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment and will not be discriminated against on the basis of race, color, religion, gender, sexual orientation, general identity, national origin, disability or veteran status.
At Crane, we believe that attracting and retaining the highest quality people is the best insurance of success. Our goal is to recruit talented people and train them within a culture that calls for performance with trust and respect. Join us.
The unique backgrounds and differences of our associates make us stronger, more capable, and more successful. Beyond an associate's base compensation, we reward and reinforce wellbeing with a compelling package of both cash and non-cash benefits, including comprehensive health, wellness incentives, assistance with retirement savings, paid time off, paid holidays, and tuition reimbursement - as well as performance-based bonus programs for certain positions. Crane prioritizes career development for our associates. All associates receive an annual development plan that includes a mixture of on-the-job coaching and formal training experiences to support individual development needs. We firmly believe in associate growth that supports career progression and we will proactively support your ongoing career development.
