Technical Sales Manager

Build an Aviation Career You’re Proud Of

Your work ties us all together, helping our teams function and operate. Experience opportunities to learn and be a part of an organization that has your back. And with competitive compensation and total rewards, you’ll also enjoy our great perks.

Take charge of our day-to-day operations, so we remain the trusted source for aviation repair and maintenance. Work with your team to implement the right processes and practices across our organization to help ensure flight and product efficiency.

What youll do: 

• Pricing, Cost Estimating, and Quoting — reflects time spent building quote documents and cost estimates that align with the required scope of work. This includes the ability to analyze and develop hours, costs, and price points for new work we have not yet performed in our shops. Often this requires specialized knowledge and judgment to determine the appropriate certification path for the work. The possible certification paths could include developing new Service Bulletins with the OEM, FAA Field Approvals, or Supplementary Type Certificates (STC). This specialized knowledge is critical to quote accuracy, quote competitiveness, and ultimately shop profitability. Accurate and complete description of the work by the TSM on quoted items also provides the guidance needed for the shops to perform the work to meet the customer’s expectations.
• Defining Scope of Work To Be Quoted — determined by working with the customer and the Regional Sales Manager as well as reviewing a variety of records (such as maintenance manuals, logbooks, maintenance tracking systems, OEM program coverages, aircraft electrical prints, etc.) to determine the final required work scope as well as program coverage. This requires significant experience, technical knowledge, judgment, and discretion to do correctly. Even then, customer will often get differing quotes from multiple qualified MRO shops. The TSM must be able to communicate to the RSM and customer why our proposed scope of work has more value than what our competitor has proposed. This is often the difference between winning or losing a job.
• Management of Quote Review Process - This includes obtaining internal approvals for scheduling, turn time, shop manager acceptance of the work scope, Credit Analyst approvals, Trade Compliance approvals, Anti-Corruption Team approvals, Legal approval for non-standard T&Cs, and Pricing & Margin approvals if below defined thresholds. The TSM has a high degree of influence in all Of these processes and how they handle these reviews often determines the competitiveness of the quote delivered. Appropriate management Of this process has a direct effect on shop win rates. Doing it well, requires some internal selling.
• Timeliness – Occasionally developing these proposals requires work beyond normal business working hours to meet the quote delivery date established by the customer. 
• Coordinating with Other Departments – Many times the interior and paint work aligns with other work happening on the prospective aircraft which requires complete alignment and coordination with the timelines of other departments performing work during the same aircraft schedule. 
• Travel – Visit customer aircraft as required to appropriately quote/configure proposed modifications.  May also require working longer hours, customer entertainment, dinners in the evening and attending industry trade shows or events as required. 
• Vendor Interactions – Applicant must be able to develop and maintain a working relationships with material vendors during the quote process including post-sale in order to ensure our proposed timeline for the work can be adhered to along with fully understanding pricing and lead times. 
• Quote Database Management — create SFDC mail merge templates, Word document templates, and CPQ system Product records as needed to quote their product lines. To do this, the TSM must stay current on new inspection requirements, service bulletins, airworthiness directives and their respective revision levels. Most Of the TSMs are managing several thousand products in their quote files.
• Analyze Win Rates, Determine Market Pricing, and Develop Discounting Strategy — The TSM must track average market pricing required to compete. This knowledge, combined with the RSMs knowledge of the specific customer, is used to develop customized pricing for every customer. Pricing discretion is managed by both the TSM and Regional Sales Manager along with the Director Team as needed.
• Other Duties as Required — acts as technical representative, especially with maintenance manual revisions or release Of new service bulletins. Manage SFDC data entry requirements. Recent changes have now added the prior RSA duty Of finding and loading future opportunities into SFDC for the aircraft they are quoting.

What youll need: 

• Must be authorized to work in the U.S.
• High School Diploma. Bachelors Degree in Business or related field is preferred, and/or five years proven technical experience in the corporate aviation industry.
• Extensive technical knowledge of interior or paint processes, acquired through hands-on experience or performing the same duties in a previous role.
• Demonstrates strong interpersonal, verbal, and written communication skills.
• Highly proficient in computer applications, including MSWord, Excel, and internet-based applications.
• Must hold a valid drivers license.
• Travel up to 25.