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Title

Sr. Military & Defense Sales 

Astronics Subsidiary Astronics-PECO  
Location Clackamas, Oregon  
Description

Astronics-PECO has been in the global Aerospace & Defense (A&D) markets for 50 years, supplying the world's foremost A&D OEM's and aftermarket customers. These markets include Commercial Aircraft, Business & General Aviation Aircraft, Military Aircraft, Civil and Military helicopters, UAV/Drones and other products supporting Military munition programs.

SUMMARY:

The Sr. Military & Defense Sales position provides strategic leadership and business growth for the Military and Defense business segment. Position reports to the Vice President of Business Management but works closely with all functional areas of the company, leading the company's military and defense business development and sales initiatives.

DUTIES AND RESPONSIBILITIES:

Includes the following duties and others as assigned.

  1. Market opportunities include product development, design, multi-disciplined engineering, and vertically integrated manufacturing with capabilities in die-casting, molding, CNC machining, finishing, test, and total product system integrated assemblies often including electronics for Military and Defense.
  2. Lead the Military & Defense business development team in identifying new customers and programs to fuel our growth in support of company objectives to obtain multimillion-dollar long-term agreements.
  3. Lead cross-functional teams and influence without direct authority. Direct the integration of program management teams, which may include project management, purchasing, engineering, quality assurance, manufacturing, and administrative functional areas.
  4. Oversee the development of design and manufacturing contracts with customers.
  5. Establish and maintain contacts to ensure conformance to customer requirements utilizing basic communication protocols and CRM tools.
  6. Coordinate bids, process specifications, test and progress reports and other exhibits that may be required for a new project.
  7. Contact new and existing customers to discuss their needs, and to explain how these needs could be met by specific products and services.
  8. Coordinate with and involve other company personnel when needed for customer satisfaction including support resources, technical team members and management.
  9. Answer customers' questions about products, prices, availability and credit terms.
  10. Emphasize product features based on analyses of customers' needs and on technical knowledge of product capabilities and limitations.
  11. Negotiate prices or terms of sales or service agreements including long-term agreements in collaboration with management.
  12. Maintain customer records.
  13. Identify prospective customers by using business directories, following leads from existing clients, participating in organizations and associations, and attending strategic trade shows and conferences.
  14. Prepare sales contracts for orders obtained, and submit orders for processing as needed initially.
  15. Collaborate with colleagues to exchange information, such as selling strategies or marketing information.
  16. Prepare sales presentations or proposals to explain product specifications or applications.
  17. Demonstrate and explain the operation and use of products.
  18. Inform customers of estimated delivery schedules, service contracts, warranties, or other information pertaining to purchased products.
  19. Attend sales and trade meetings, and read related publications in order to obtain information about market conditions, business trends and industry developments.
  20. Visit customers to evaluate needs or to promote product or service sales.
  21. Complete expense reports, sales reports, and other related paperwork in a timely fashion.
  22. Responsible for development of key business relationships primarily in domestic military markets. Can be DOD direct and tier 1 or 2 military suppliers.
  23. Primary responsibility for identifying and developing opportunities for A&D business expansion.
  24. Act as liaison with government agencies (Defense), and with Tier 1 or 2 suppliers to DOD.
  25. May be responsible for the management, performance and completion of International Contracts/programs.
  26. Maintain security of all proprietary information.
  27. Perform other duties as assigned or as necessity dictates.

This position may require knowledge of SOX / 404 internal audit controls and related documentation and this position may be responsible for the performance of various functions that may be an integral part of the Company's overall SOX / 404 internal control structure.

 
Position Requirements

DESIRED KNOWLEDGE, SKILLS, ABILITIES & EXPERIENCES:

  • BS degree in Engineering or related field, with 10 years of related technical industrial sales; or an equivalent combination of both education and experience.
  • Must be able to travel 30+ percent of the time.
  • Prior Military Service is preferred.
  • Must be proficient with Microsoft Office products.
  • Military Base Access credentials are preferred.
  • Experience with ERP/MRP systems is preferred.
  • Working knowledge of TINA, Dibbs, DLA, and FSD.gov is strongly preferred.
  • Existing Military contacts, Government branches, and Tier 1 suppliers is preferred.
  • This position requires use of information which is subject to the International Traffic in Arms Regulations (ITAR). All applicants must be U.S. persons within the meaning of ITAR.
  • Judgment and Decision Making - Considering the relative costs and benefits of potential actions to choose the most appropriate action.
  • Extensive knowledge and experience working within the MIL/GOV market segment.
  • Prior experience managing teams responsible for generating revenues of at least $50M - $150M.
  • Strong background in Sales, Marketing and/or Engineering Management for companies developing MIL/GOV related products.
  • Financial Understanding - Ability to collect, analyze, and interpret data from financial systems, as well as the ability to execute a business case.
  • Must have experience contracting on military related manufacturing work – not direct DOD necessarily, but in the military field. Ideal candidate has experience in advanced munitions and brings list of strategic contacts at majority of strategic customers.
  • Experience with extended sales cycles (8 - 15 months) and long-term agreements (3-10 years).
  • Experience with the purchasing process associated with government and military markets.

SUPERVISORY RESPONSIBILITIES:

No current direct supervisory responsibilities, but may manage subordinates, representatives or distributors in future. This could change as this business segment evolves.

Astronics - PECO is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, sex, sexual orientation, gender identity, religion, national origin, disability, veteran status, or other legally protected status.

 
Full-Time/Part-Time Full-Time  
 
About the Organization Astronics Corporation (Nasdaq: ATRO) serves the world's aerospace, defense, and other mission critical industries with proven, innovative technology solutions. Astronics works side-by-side with customers, integrating its array of power, connectivity, lighting, structures, interiors, and test technologies to solve complex challenges. For 50 years, Astronics has delivered creative, customer-focused solutions with exceptional responsiveness. Today, global airframe manufacturers, airlines, military branches, completion centers, and Fortune 500 companies rely on the collaborative spirit and innovation of Astronics.

We offer our breadth of technology solutions and services through 11 subsidiary business units and numerous award-winning product brands. Serving our customers is our first priority, and every day we honor this mission with quality, partnership, and energetic global vision.
 
EOE Statement Astronics is an equal employment opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, sex, sexual orientation, gender identity, religion, national origin, disability, veteran status, or other legally protected status.  

This position is currently not accepting applications.

To search for an open position, please go to http://Astronics.appone.com




 


 
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