Sr. Sales Manager

AIT is the world's largest provider of automation, factory integration and tooling solutions dedicated to the global aerospace, defense, and space launch vehicle industries.

AIT offers a competitive compensation package (including free medical options for employees and their family), casual work environment and excellent growth opportunities.

The Sales Engineer is responsible for managing existing customer relationships, growing existing business, and cultivating new business. The role involves developing account management strategies, identifying business opportunities, maintaining AIT’s CRM tool for the assigned area, conducting market research, gathering competitive intelligence, and liaising between customers, the Business Development team, and other AIT departments including Program Management, Engineering and Operations. The Sales Engineer provides technical advice and commercial support to customers and prospects throughout the engagement process.

This role is also responsible for forecasting booking activity, generating profitable revenue streams, monitoring business activity, and ensuring sales targets are met.

• Support the establishment of sales objectives by developing detailed sales/bookings forecasts for assigned areas and projecting expected sales volumes, timing, and profit.
• Develop and implement plans and strategies for achieving the company’s sales goals and objectives.
• Developing, implement and monitor field sales tactical action plans.
• Meet or exceed the management-approved forecast.
• Grow business with existing assigned accounts.
• Actively research, identify, develop, and win new business with new customers in existing or adjacent markets.
• Prospect new customers/markets/market segments and develop strategies for new business acquisition.
• Travel for in-person meetings with customers, prospects, and partners and develop key relationships across functional disciplines for all assignments.
• Successfully negotiate contracts with clients that are mutually beneficial to optimize profit, minimize risk and maximize cash flow.
• Regularly monitor and report results against plan, taking remedial action when necessary.
• Communicate to ensure stakeholders are informed on the progress toward goals and they are engaged in the achievement of these goals.
• Follow AIT’s Business Development Process (BDP
  001).
• Collaborate on the development of proposals for projects based on client needs and company capabilities and integrate the necessary stakeholders to assure success.
• Plan, monitor, and appraise job results including recurring CRM updates, pipeline management, quarterly reporting (High Probability Award updates, performance to forecast, competitor intelligence, program intelligence, etc.).
• Manage customer expectations and contribute to a high level of customer satisfaction.
• Plan and prepare presentations and promotional strategies.
• Participate in trade shows and industry events as appropriate representing AIT as an industry leader and monitoring competition.
• Help foster a culture of teamwork, shared success, and goal achievement.
• Perform other duties as assigned.

• Bachelor's Degree in Business, Engineering, preferred.
• Minimum of eight (8) years experience in field sales/business development, engineering, program management, or technical marketing, required.
• Automation and/or aerospace tooling experience, preferred.

• This position may require a government security clearance.

• Ability to understand a range of technical issues and potential solutions.
• Break down a complex concept so that it is easily understood by the target audience.
• Can multitask and manage multiple large to small projects in a cross‑functional environment.
• Comfortable working in foreign business environments; must have strong interpersonal skills.
• Conceptualize long‑term business goals and develop orderly processes to accomplish those goals.
• Work in a high energy, high volume, rapidly changing environment.
• Excellent time‑management skills and ability to plan and set priorities.
• Give full attention to what other people are…