Main purpose, tasks & responsibilities
As Vice President Sales, Aerospace & Defense Americas, you will provide dynamic leadership to achieve and exceed HUBER+SUHNER’s revenue goals. This is a central role in expanding the Company’s reputation and presence in the Aerospace and Defense market as well as directing strategies for development of significant new channels in that market.
Main tasks include:
1. Lead and manage the assigned Sales team.
2. Motivate the Team so that the Team reaches highest performance. Develop a dynamic and progressive regional sales team.
3. Provide leadership, direction and development programs for relevant sales personnel under direct supervision.
4. Ensure all direct reports adhere to Company policies and that they engage actively, professionally and progressively with customers in the nominated market segments, in a highly ethical manner at all times.
5. Take ownership for and ensures appropriate team, sales targets are achieved and exceeded. Apply resource as budgeted.
6. Business planning, strategy implementations, budgeting, forecasting.
7. Develop, implement and manage the performance of sales channels in line with the HUBER+SUHNER strategy, creating sustainable and profitable growth.
8. Make sure that plans, budget and business are aligned and take appropriate measures to ensure that the department is delivering in accordance with the approved targets and management guidance.
9. Anticipate, plan for and measure business conditions occurring within the nominated regional market segments and drives proactive, professional initiatives to achieve set objectives.
10. Develop progressive business relationships with key decision makers within target customer base and be a primary first escalation for customers in any need beyond the responsible account manager’s capabilities.
11. In conjunction with Company DoA (Delegation of Authority), lead negotiation of key contracts at major accounts.
12. Profitably grow the market share in selected market segments.
13. Understand overall market dynamics and provide direction, regionally and globally, of how developing trends can be satisfied through new product development and positioning strategies. Proactively works with the SBD-Team in the Market Segment to advise future product needs/extensions.
14. Establish and maintain excellent communication links on a regular basis with all Heads in the Segment and jointly share plans, expectations, goals and targets.
15. Effectively communicate, throughout management tier of the company, as soon as they become known, any major changes to original budgeting/business assumptions, to ensure any necessary remedial actions are instigated in a timely manner.
16. Ensure that Salesforce is used as the main tool for all customer related information
17. Is part of the Global Sales Management Team (SMT)
18. Prepare business reviews for quarterly meetings with management team, covering budget forecasts, strategic goals and objectives, action plans and progress reports.
19. Plan and execute customer retention and development strategy programs to guarantee retention of profitable business.
20. Establish sales training and development goals with reports. Coordinate with HR department to ensure efficient implementation of processes and programs.
21. Participate in the development territory sales plans that are aligned with the Corporate plans.
22. Adhere to all regulations and guidelines contained in the Global Management System.
Your profile
Education
23. Bachelor’s degree or equivalent in Business, Engineering or related field
Experience:
24. Five to ten years of proven sales experience in an established, high-growth company characterized by strong customer satisfaction values.
25. Significant track record of accomplishments in technology-related sales, to include electrical / RF industry.
26. Demonstrated ability to build and nurture executive management relationships and work effectively with other company business units, both regionally and globally.
27. Success in dealing intimately with customers (negotiations, problem-solving). Strong closer.
Skills:
28. Senior leadership skills with respect to technical acumen, team management, fairness, thoroughness and accuracy.
29. Familiarity with basic finance and legal functions.
30. Understanding of customer service roles
Personal Qualifications:
31. Good leadership skills with a high degree of sales orientation
32. Openness, team orientation and a high degree of willingness to take-up responsibility (natural authority)
33. Assertiveness, dedication and a good frustration tolerance
34. Good market knowledge in the designated market segment
35. Technical and commercial education (FH/TH), solid technical and commercial knowledge
36. Excellent communication and negotiation skills
37. Good network capabilities (on all levels in the customer organization)
38. Solution oriented mind-set
39. Good MS Office knowledge
40. Ability to travel, up to 50%, as required in support of position objectives.
Physical/Mental Abilities: Must have the physical and mental abilities needed to perform all essential tasks listed; reasonable accommodation may be made to help the job holder perform essential tasks. Must be able to work and respond well under sometimes stressful and demanding work conditions. Must be prepared to spend minimum 50% of working time face to face with customers and staff.
Why HUBER+SUHNER?
Working at HUBER+SUHNER means working at an international company that relies on an ambitioned and dedicated staff to develop cutting-edge technologies.