SR Sales Engineer / Account Manager

Sr.  Sales Engineer / Account Manager – Southwest Territory

Reporting to the Sales & Marketing Manager, this position will be responsible for all sales and business development activities within Hutchinson’s Southwest sales territory (Phoenix, Arizona, and Texas areas). NOTE: Several customers in this territory are Hutchinson’s most strategic and largest – “High Visibility” environment. The primary charter for this individual will be to grow Hutchinson’s existing customer base in the Southwest territory, maintain/strengthen Hutchinson’s already strong relationships with existing top defense customers like Raytheon, Honeywell, and Barber Nicolas. Develop and execute annual and long-range plans to profitably grow and expand market share in this region. Maintains regular interface with all levels of customer organizations and Hutchinson’s supporting organization (MA & MI facilities).

Key Responsibilities

• Maintain a safe, secure, and professional work environment by following company safety and security procedures. Contribute to a Safety-First Culture by identifying Risky business situations and/or non-compliance with Hutchinson’s Integrity Policy.
• Organizing, calling upon, and building exceptional relationships with key customers in the Southwest Sales territory. 
• “Voice of Customer” to all functions within Hutchinson. 
• In collaboration with Market Managers and Business Leadership, defining business negotiating strategies and pricing strategies in context of existing and emerging competitive “forces.” 
• Leading and overseeing market research to identify growth opportunities and market share, then developing and implementing tactical plans for prioritizing, pursuing and closing orders.
• Researching, identifying and driving new and existing growth opportunities by providing effective, timely and accurate business information. 
• In collaboration with Defense and Industrial Market Managers, analyzing and monitoring financial, technological and industry factors to capitalize on customer opportunities and minimize the effects of competitive activity.
• Analyzing the strengths of the solutions provided by Hutchinson Aerospace & Defense, Inc and affiliates by examining, driving and rallying support for customer opportunities to leverage increased market share and business growth. 
• Working with internal and external customers to understand market demands, quality requirements, cost considerations and impact of new applications and products. 
• Building and cultivating personal and working relationships with assigned and new customers to become completely aware of their needs and effectively maximizing opportunities.
• Influencing the engineering, operations and support groups to optimize business growth, expenses, and profitability.  Ensuring quality and timely delivery to all customers.
• Acting as a Project Manager to successfully move customer projects through business and functions. Interfacing with Market Manager and helping to pull together all functional areas to ensure customer needs are being addressed internally.
• Key metrics: Order/Sales growth, NPD proposals, Customer organizational names & positions, Success Story content for Hutchinson’s digital marketing effort and customer retention
• Provide Market Managers with timely and accurate data on customer demand, as measured by on time delivery, quality, and customer satisfaction metrics. 
• Coordinate processing of customer RFQ’s, including contract review, costing, pricing within assigned guidelines for turnaround time, revenue, and profitability
• Lead coordination of account management throughout the Hutchinson organization. (Customer visits, Customers visiting Hutchinson, New Product Development programs, Technology inputs/direction, etc.) 

 

Skills & Qualifications

• Bachelor's degree (B.S.) from a four-year college or university; preferably BSME or technical discipline, or three to five years of minimum related technical selling experience. Familiar with Defense market business practices. 
• Awareness of quality ISO /TS /AS 9100 requirements as required.
• Understanding of Defense security requirements like ITAR, CMMC, etc. 
• Possesses strong fundamental selling skills with the ability and foundation to develop strategic sales plans. Experience in product market management within an industrial products company.
• Understand the key decision drivers in a custom-engineered solution for the Defense and Industrial OEM customer base. Expected to “hit the ground running” specific to Southwest sales territory targets and the 2025 Strategic Business Plan.
• Demonstrate strong leadership required to drive