Dallas, Texas
R12993
Job Requirements
Why work for us?
Alkegen brings together two of the world's leading specialty materials companies to create one new, innovation-driven leader focused on battery technologies, filtration media, and specialty insulation and sealing materials. Through global reach and breakthrough inventions, we're delivering products that enable the world to breathe easier, live greener, and go further than ever before.
With over 60 manufacturing facilities with a global workforce of over 9,000 of the industry's most experienced talent, including insulation and filtration experts, Alkegen is uniquely positioned to help customers impact the environment in meaningful ways.
Alkegen offers a range of dynamic career opportunities with globe-spanning reach. From production operators to engineers, technicians to specialists, sales to leadership, we're always looking for top talent ready to bring their best. Come grow with us!
Mission:
The Aerospace & Defense and Distribution Manager owns Aerospace & Defense (A&D) revenue growth across North America and Europe and coordination of Alkegen's North America (NAM) distribution strategy. Reporting to the North America Sales Director, the role will grow share with existing customers, secure product spec-ins with A&D OEMs, and win new A&D customers, while partnering with the NAM region managers to set channel and pricing policy, align distributor terms and performance, develop trainings programs, and drive profitable growth across the distribution channel.
Job Responsibilities:
Job responsibilities and duties may include, but are not limited to, the following:
Grow Aerospace & Defense revenue across North America and Europe, meeting or beating the annual A&D budget in the sales walk
Grow share with existing OEMs and ensure Alkegen products are spec'ed in on current and next-generation platforms
Identify and win new Aerospace & Defense customers across North America and Europe
Partner with Product Management to develop A&D pricing strategy and prioritize product-development needs
Negotiate long-term agreements (LTAs) and program-based supply positions typical of A&D
Represent Alkegen at A&D trade shows and OEM technical days to build pipeline and relationships
Coordinate the North America distribution strategy through influence, partnering with the East, Mid-West, and West region managers to grow the channel
Set channel and pricing policies, and align and enforce inventory and terms across distribution agreements and distributor tiers
Partner with region leaders to define distribution growth targets and enable field sales reps to deliver channel growth
Identify underpenetrated distributors and existing products not currently carried, and drive onboarding or rationalization as needed
Establish distributor performance management and tiering, using sell-through and inventory data to guide decisions
Resolve channel conflict and enforce pricing / terms compliance and channel integrity
Build a disciplined distributor engagement cadence and serve as the voice of the customer into the organization
Implement a recurring cadence with the regions for distributor planning and performance reviews
Enable and train distributor reps on Alkegen's product portfolio and technical value proposition
Be the voice of the customer between distributors and the rest of Alkegen (e.g., Product Management and Engineering), championing distributor and end-customer needs in the product roadmap and pricing decisions
Organize the annual channel-partner event / conference
Exercise influential leadership across the sales organization, without direct authority, to deliver on both objectives
Align peer region managers and field sales teams around shared A&D and distribution goals
Drive accountability through operating rhythms, data, and forecasting despite a matrixed structure
Partner cross-functionally with Product Management, Engineering, and Operations to commercialize products and ensure seamless customer handoffs
Coach and mentor field reps to build A&D and channel selling capability, introducing new thinking, processes, and tools to improve commercial performance
Ability to attend training as required
Good computer skills
Strong work performance
Strong communication skills
Other duties as assigned.
KPIs
New product revenue & overall pipeline health
A&D revenue vs. annual budget (sales walk)
Share growth with existing OEMs
New A&D customers & OEM spec-ins won
Distribution channel growth vs. target
Distributor performance and compliance (terms & inventory adherence)
Channel conflict resolution and distributor satisfaction
Job Specifications:
Experience:
Proven sales experience in industrial or technical products, ideally selling into Aerospace & Defense OEMs and their supply chains
Track record growing revenue and share with existing accounts while opening new customers in long sales-cycle, spec-driven environments
Experience managing distribution / channel partners, including setting channel and pricing policy, distributor agreements, and tier-based structures
Experience partnering cross-functionally with Product Management and Engineering to shape pricing, product roadmap, and the voice of the customer
Skills and Abilities:
Strong commercial acumen with contemporary CRM and sales-analytics tools to manage pipeline and channel performance
Ability to develop others through formal and informal trainings / coaching
Ability to lead through influence in a matrixed organization, aligning peer region managers and field sales without direct authority
Strong knowledge of computers and computer programs
Must be able to function as a member of a team and be able to work under general supervision
Self-starter capable of operating independently
Must be able to maintain expected quality levels
Comply with all site required policies and procedures
Ability to organize high volumes of work and information
Strong time management and prioritization skills
Physical Demands:
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Employee is required to execute the following:
Occasional bending, reaching, pushing and pulling when retrieving and moving various items
Lifting intermittently of various items. Typically, assistance would be provided for weights exceeding 50 pounds
Good manual dexterity to operate computer equipment and precision measuring instruments
Verbal communication via telephone or in person while interacting with customers, suppliers, or other employees
Position may require more than eight hours daily and more than five days weekly to complete work assignments
Must be able to work in confined spaces and low overhead areas
Must be able to recognize and respond to virtual and audible warning signs/tones
Sitting in chairs (swivel, padded, and adjustable)
Squatting / crouching when retrieving stored items from lower shelves and file cabinets, making equipment / product inspections, etc.
Standing intermittently
Visual monitoring of computer screens
Supervision:
This position supervises no other.
Safety Requirements
Comply with all department and safety regulations.
Wear all required personal protective equipment (PPE).
Report all job-related illness and injuries per site safety policies
Report all safety, health and environmental concerns to your supervisor in a timely manner.
Attend safety training as required.
Travel Requirements
Willingness and ability to travel to site locations on a periodic basis (approximately quarterly or as required)
Quality Statement
We are committed to becoming the world's leading specialty materials solution platform providing high quality products that meet or exceed our customers' requirements and help the world breathe easier, live greener and go further than ever before.
We will accomplish this through compliance (customer and internal requirements and applicable laws and regulations), accountability (quality is the responsibility of all employees), exemplary performance (strive to achieve "right the first time" in all activities), and continuous improvement (measure effectiveness and drive improvement against performance indicators).
This job description reflects the general details of the specific job identified and is not necessarily a complete listing of all the work requirements that may be involved in the job.
If you are interested in being part of a world class Manufacturing function here at Alkegen then we would love to hear from you.
At Alkegen, we strive every day to help people - ALL PEOPLE - breathe easier, live greener and go further than ever before. We believe that diversity and inclusion is central to this mission and to our impact. Our diverse and inclusive culture drives our growth & innovation and we nurture it by actively embracing our differences and using our varied perspectives to solve the complex challenges facing our changing and diverse world.
Employment selection and related decisions are made without regard to sex, race, ethnicity, nation of origin, religion, color, gender identity and expression, age, disability, education, opinions, culture, languages spoken, veteran's status, or any other protected class.
Alkegen is a specialty materials leader serving mission-critical systems that the world is focused on for the future, including: battery technologies, electric vehicles, filtration media, and specialty insulation materials that enable customers to reduce fossil fuel consumption, save energy, and live greener.
We help people breathe easier, live greener, and go further than ever before.
Our experience speaks for itself. We are a vertically integrated manufacturer with the global reach and talent to solve your most demanding applications.
With 60 manufacturing facilities and 9,000+ highly skilled employees located around the world, we can solve any challenge.
Dedicated to sustainability and human health, we are uniquely positioned to help customers impact the environment in meaningful ways.
