Crane Aerospace and Electronics has an exciting senior level career opportunity for a Regional Sales Manager – Commercial Afterspanet Sales responsible for Crane A&E’s Afterspanet business and for establishing and executing Crane A&E’s global Maintenance Repair Operations (MRO) growth strategy throughout the United Kingdom, Ireland, and Northern and Eastern Europe.
About Crane:
Crane Aerospace & Electronics supplies critical systems and components to the aerospace and defense spanets. You’ll find Crane Aerospace & Electronics in some of the toughest environments: from engines to landing gear; from satellites to medical implants and from missiles to unmanned aerial systems (UAS).
Located in the epicenter of United States aviation manufacturing, our Crane Aerospace & Electronics Lynnwood, Wash., facility delivers industry-leading aerospace & defense power and fluid solutions. Our products are rugged enough to fly 5 billion miles from Earth on NASA’s New Horizons spacecraft and innovative enough to be featured on Eviation’s Alice all-electric aircraft. You’ll join a group of aerospace professionals committed to engineering excellence and work in a community tucked between the idyllic Puget Sound and Cascade Mountains. Start the next chapter of your career with Crane Aerospace & Electronics!
Preferred Locations: Northern Europe or United Kingdom with proximity to a major international airport.
Territory: United Kingdom, Ireland, and Northern and Eastern Europe. Territory may vary depending on the selected candidate’s location, experience, and existing customer relationships.
Job Summary:
Reporting to the Senior Director Afterspanet Sales, the Commercial Afterspanet Regional Sales Manager (RSM) is a senior level individual contributor position responsible for delivering Crane’s Afterspanet strategic sales goals while managing and growing profitable business across airlines, maintenance repair operations (MRO), and distributors throughout the assigned regions. As the primary Crane focal to all customers within the assigned region, the Regional Sales Manager has a significant role in developing and executing Crane’s sales and spaneting growth strategies related to fleetwide spares provisioning, modernization & upgrade (retrofit) programs, and repair & overhaul services. The RSM is expected to continually identify and win new sales opportunities and develop winning solutions for both customers and Crane.
The Regional Sales Manager serves as the customer advocate with responsibility for developing very close and lasting customer relationships, while continually improving the quality and frequency of direct customer contact. The position requires the ability to work cooperatively, effectively, and remotely across multiple Crane functions to achieve / exceed business and sales’ goals and to ensure all customers’ needs are being met.
Essential Functions:
- Direct selling of Crane’s aerospace afterspanet products and services to large commercial and regional airlines, cargo operators, MROs, and distribution networks in alignment with annual operating plans and sales targets. Products and services include the following: Initial provisioning and sustainment spares, modernization & upgrade (retrofit) programs, and repair & overhaul services.
- Identify new sales opportunities and lead the execution of all actions necessary to win new programs aligned with Crane’s strategic outlook and annual financial operating plan.
- Identify Crane product improvements for customer fleet retrofit opportunities, in addition to new retrofit opportunities for Crane to displace competitor incumbency positions.
- Establish and grow exceptionally strong customer relationships throughout all customer organization levels and functions, up through C-level executives, to fully comprehend customer strategies and requirements so to identify and provide a Crane solution.
- Own the Voice of Customer (VOC) process and work as the customer advocate to drive closure of customer issues and improve overall customer satisfaction and VOC ratings, including both annual Boeing and Airbus Customer Surveys.
- Grow Crane A&E’s global afterspanet MRO business. Identify preferred global MRO partners and enter into long-term agreements designed to maximize Crane’s afterspanet position.
- Participate in and assist with Crane’s readiness for industry trade shows, conferences, and user forums to promote Crane’s products and service, grow customer relationships, and generate new business growth leads.
- Assist in developing and evolving spaneting strategies and spaneting material.
Minimum Qualifications:
- Experienced technical knowledge of aerospace products, processes, and certifications.
- Strong business knowledge of Maintenance Repair Operations (MRO) with proven experience in developing OEM-MRO partnering strategies and long-term agreements.
- Demonstrated ability to develop and maintain exceptional customer relationships at all organizational levels and across multiple functions, including: Engineering, Maintenance, Procurement, Commodity Management, and Finance.
- Proven ability to develop customer specific sales strategies and execute required actions to achieve desired business growth.
- Strong aptitude with financial and business case modeling to analyze Crane and customer data in support of sales pursuit pricing, proposals, and negotiations.
- Professional proficiency in developing and delivering high quality sales proposals and presentations, virtually and in-person, to customers and throughout Crane.
- Experience: Seven (7) or more years of relevant aerospace experience in technical sales, business development, customer management and strategy to Airlines / Operators and MROs.
- Knowledge: Proven experience in selling Aerospace products and services to Airline and MRO customers and distribution networks.
- Skills/Abilities: Highly disciplined worth ethic suitable for well-defined sales management processes including regular sales funnel status reporting on key customer sales pursuits, issues, VOC, and spanet assessments. Hands-on experience with Customer Relationship Management (CRM) systems and tools for managing sales leads and pursuits (the sales funnel) and customer contacts and relationships. Successful history of working both independently and in a cross-functional matrixed international team environment to achieve the necessary results. High level proficiency in Microsoft Office, notably: Outlook, Excel, PowerPoint, and Word. Experience with ERP systems preferred.
- Education/Certification: Bachelor of Science (or equivalent degree) in Technical, Engineering, or Business studies; Masters degree preferred.
- Eligibility Requirement: This position may require access to Controlled Data or Information. Where the position requires such access only US Persons will be considered. As a US Department of Defense contractor, we are bound by International Traffic in Arms Regulations (ITAR).
Working Conditions:
- Standard office environment
- Work requires substantial visual concentration on detail
- Working conditions are normal for a manufacturing environment
- 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
- May be exposed to unusual environmental conditions such as loud noises, cold temperatures, confined spaces, dust or fumes
- Requires approximately 30 domestic and international travel to support customers meetings, Crane Aerospace & Electronics site visits, 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
- Workspace (line, cube, etc.): cubicle/desk
Top Benefits:
This position is eligible for our Crane Flex Remote schedule which allows for the option of full-time work-from-home. Some conditions apply which will be discussed during the interview process. Full policy to be provided after hire.
You can see a list of our benefits at https://www.craneae.com/company/careers or visit our website at www.CraneAE.com for more information on our company and great opportunities.
We are committed to operational excellence and world class processes. We employ Lean manufacturing techniques to optimize manufacturing efficiency and accuracy on all product lines. Our products are known for their technical strength, proven reliability and overall value.
In our efforts to maintain a safe and drug-free workplace, Crane Aerospace & Electronics requires that candidates complete a satisfactory background check. FAA sensitive positions require employees to participate in a random drug test pool.
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 and does not discriminate on the basis of race, color, creed, religion, sex, national origin, marital status, age, sexual orientation, gender identity, disability, pregnancy, medical condition, genetic information, protected veteran status or any other characteristic protected under federal, state, or applicable local law.
