Director of Business Development MRO

Description

Key Responsibilities

Hartzell Propeller seeks a Director of MRO Sales and Business Development in the Aerospace Maintenance, Repair and Overhaul (MRO) industry to play a vital role in the execution of strategic sales plans to expand market share and revenue, while identifying and pursuing new business opportunities for our newly acquired MRO facilities. The Director will work with company leadership to define growth strategies, roadmaps and investment prioritization for the MRO businesses.

Key Deliverables

• Expand and grow our business base by identifying, analyzing, and prioritizing new opportunities in collaboration with the Hartzell Sales leadership and the individual site leadership.
• Create a comprehensive strategic plan to align the MRO businesses with a unified vision for each individual entity.
• Develop strategic pricing recommendations based on data analysis, market trends and business goals.
• Perform competitive market analysis, monitor competitive activity, establish value propositions and identify customer core needs.
• Track and report on sales performance metrics and progress towards targets. Provide insights and recommendations based on sales data and market trends.
• Develop projections of future sales performance based on historical data, market trends and business conditions to inform the strategic planning process. Share sales information during the SIOP discussions.

First Year Success Factors

• Gain a deep understanding of the MRO industry including market trends, customer needs and competitive landscape. Learn the individual company’s strengths, weaknesses and unique position in the current market.
• Build strong relationships with the MRO Site leadership and existing customers.
• Establish clear, measurable sales and business development goals for the year that are aligned with overall company objectives.
• Review and refine existing sales processes and strategies to improve efficiency and effectiveness.

Requirements

Required Education and Experience

• Bachelor’s degree in Business, Engineering or related discipline, MBA desired 
• A minimum of 9 years of relevant experience selling FAR145 services
• Strong understanding of maintenance, repair and overhaul in the Aerospace industry

Required Technical Competencies

• Working knowledge of salesforce for pipeline development/tracking, forecasting and customer relationship management.
• Demonstrates success in business development
• New customer development
• Establish value propositions
• Mine for new opportunities
• Win new business
• Develop and implement marketing strategies
• Strong writing and presentation skills
• Ability to create a sales deck and prepare proposals
• Ability to translate complex concepts and product features into simple customer ready presentations
• Excellent business acumen
• Proficient Computer Skills – Microsoft Office including Word, PowerPoint and Excel

Behavioral Characteristics

• Build Strategic Working Relationships – Build and maintain strong, trust-based relationships with customers and key stakeholders. Create and leverage a professional network to support business development efforts.
• Continuous Learning – Actively identify new areas for learning; regularly create and take advantage of learning opportunities; use newly gained knowledge and skill on the job and learn through their application.
• Drive for Results –Action oriented and can be counted on to meet goals successfully; steadfastly push self and others for results.
• Adaptability and Resilience – Demonstrate flexibility to adapt to changing market conditions, client needs and organizational changes
• Negotiation and Influence – Demonstrate ability to influence others and negotiate favorable terms and agreements.
• Demonstrates Self-Awareness – Is aware of personal strengths, weakness, opportunities and limits and is open to feedback and rounding out weaknesses by utilizing the strength of others on the team.
• Demonstrates ethics and values – Adhere to an appropriate and effective set of core values and beliefs and act in line with those values. Practice and reward these values to reinforce desired company culture.

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