Director of Sales

Job Overview

Reporting to the Vice President of NDT and Metrology Services, this person will be responsible for leading strategic opportunity proposals, sales campaigning and organizing sales efforts towards the assigned customer base within the Aerospace, Defense and Rail verticals. He or She will possess technical sales knowledge and experience related to Quality engineering service areas including Supplier / Customer Quality Management Systems, Quality Engineering Processes, Quality Inspection (Incoming, In Process, Final, Source Inspection, First Article Inspection, Nondestructive Testing, 3 Dimensional Inspections, etc.),

and Quality Auditing to promote and sell these services to TRIGO ADR’s customer base. The role requires the successful candidate to provide customers insight related to Quality focused business processes, strategy, organization, functions, and build TRIGO ADR as a brand to the customer with the goal of growing our overall business with new and existing accounts. He or She will have an in depth understanding of customer’s business drivers and position TRIGO ADR offerings to meet those requirements.

Based upon mutually agreed upon goals.

• Responsible for driving revenue and profit growth within the global Aerospace, Defense and Rail markets
• Responsible for planning and managing all sales activities within assigned market including capture plans for key growth opportunities
• Build, deliver and close customer proposals with support business plans to address solicited and unsolicited requirements
• Provide business intelligence and establish clear goals, strategies and initiatives that enable TRIGO ADR to increase its share in this strategic market
• Lead sales to develop and sustainably grow customer base, implement TRIGO ADR strategies, support all regions on new opportunities, and drive an elevated level of accountability within TRIGO ADR’s customer base
• Develop and implement sales plans geared toward greater market share and profitability in the Quality Engineering segment
• Define and manage TRIGO ADR’s value proposition to the market, customers and industry including service, price, and product sales strategies
• Work extensively with VP of Sales and Business Development on development and implementation of market, product, and customer strategies
• Coordinate and utilize external market research, competitive benchmarking, and service data as necessary to identify opportunities
• Continually evaluate the timely adjustment of sales strategies and forecasts to meet changing market competitive conditions
• Develop and maintain strategic accounts
• Develop effective executive level relationships and broad networks of contacts at target customer
• Lead the review, analysis, and recommendation of new business opportunities
• Gather continuous intelligence on the products performance, competitors, customer and dealer attitudes, recent problems and opportunities
• Develop and maintain annual & running customer forecasts for financial, AOP, business, operations planning purposes
• Provide clear, concise, and timely call reports based on customer communications
• Own and manage demand signal flow from customer to TRIGO ADR and back, working with and through TRIGO ADR customer service and operations, to ensure capacity / demand balance, high OTD and customer satisfaction
• Work extensively with other roles in sales and marketing (analysts, customer service, and marketing) as well as other functions including operations, human resources, and finance to meet or exceed customer expectations and to build / reinforce a positive TRIGO ADR brand promise
• Performs other duties as assigned.

• Quality Engineering Services across Aerospace and Defense market segments
• Customer relationship building and management; strong account management competencies
• Customer Relationship Management (CRM) application experience; MS Dynamics 365 preferred
• Key Account Management tools, for example Miller-Heiman Large Account Management Process (LAMP). Gold sheet and blue sheet account management approach.
• Price modeling and cost analysis to support proposal development.
• Bid and proposal development gate process…