Western Regional Sales Manager in Santa Clarita at Curtiss-Wright

Date Posted: 7/7/2020

Job Snapshot

Job Description


The Western Regional Sales Manager will represent the company and focus on identifying and qualifying new business opportunities in the assigned geographical region as well as coordinating corporate resources to close business for CWDS products and services in the territory. Primary market focus will be on the military and aerospace systems integrators and the programs they pursue.



Pursuits of these opportunities will regularly involve multi-level sales efforts and will demand building credibility and developing relationships directly within the customer base and with the team of sales professionals. Resulting contracts range from small development efforts to multi-million dollar production awards. The candidate should have experience in leading cross-functional teams and selling within long sales cycles.



This position will likely be based out of the Sales Manager's home office, and requires travel throughout the Western US territory (Northern CA, Northern Nevada, Washington, Oregon, Utah, British Columbia & Alberta)



RESPONSIBILITIES



  • Meet or exceed the assigned business targets for the geographic area

  • Provide sales support to Bids and Proposal teams by coordinating corporate resources to capture new business

  • Gather customer requirements and make preliminary judgments on the possible fit for future business

  • Management of regional consultative sales teams

  • Work with the Business Development team to drive the outside (third party) sales rep network in the territory, including an associated quota for bookings and design wins and "Report Card" process

  • Management of and direct customer "web lead follow-up" and or through 3rd party Representative channel

  • Close coordination and management of shared "Inside Sales" resources supporting the territory

  • Ensure the customer base is kept current on product developments

  • Coordinate product and capability presentations to customers, arrange F2F or via Webinar demonstrations

  • Drive and support "Sales Enablement" activities such as Linked in Campaigns, Account Based Marketing Plans, 3rd Party Partner engagements and other collaborative Sales activities

  • Lead customer interfaces and develop capture present strategies for major opportunity pursuits

  • Develop and present opportunity business cases for internal review to justify potential internal investments

  • Communicate business developments on a regular basis to Business Unit leads and Executive team

  • Maintain opportunity tracking data and forecasting database via the Pivotal CRM tool



SKILLS & EXPERIENCE


  • A minimum of 10-15 years of experience in system solutions selling to customers within the military, aerospace or avionics marketplace

  • Proven track record in growing Sales through both personal contributions and account management, and by the ability to organize, develop, and drive a metric driven sales organization

  • Ability to work with technical products, ideally with a history in the COTS market with knowledge of systems solutions

  • Superior relationship management skills and an exceptional commitment to customer satisfaction

  • Strong technical knowledge with one or more of: Embedded Systems, VME, VPX, Single board computers, Digital signal processing boards and software, Data communication boards, Graphics controllers, Rugged chassis and systems, and Custom design services

  • Proven successful track record of program selling within long sales cycles

  • US Citizen with the ability to obtain a "SECRET" or above Security Clearance

  • Well-developed communication and presentation skills

  • Comfortable working independently and as part of a team environment

  • Ability to travel within assigned region as required (minimal expectation is 30-50% in Non-COVID environment)

  • BSEE, MSEE or Computer Science degree preferred



This position may require exposure to information which is subject to US export control regulations, i.e. the International Traffic in Arms Regulations (ITAR) or the Export Administration Regulations (EAR). All applicants must be U.S. persons within the meaning of U.S. regulations.


Curtiss-Wright values diversity in the workplace. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or protected veteran status. If you require accommodation due to a disability at any time during the recruitment and/or assessment process, please contact Talent Acquisition and we will make all reasonable efforts to accommodate your request.



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