Sr. Regional Sales Manager

Regional Sales Manager

The Regional Sales Manager has the primary responsibility of achieving the bookings plan, protecting current market positions, growing the sales pipeline and winning profitable new business opportunities within an assigned territory. The Regional Sales Manager leads a team of sales representatives, and drives the sales action plan with customer prospects consisting of OEMs and distribution networks. The Regional Sales Manager serves as the customer advocate with responsibility for managing the customer relationship throughout the whole life cycle, and has responsibility for capturing and communicating the "Voice of the Customer" to drive improvements in our business that enhance customer satisfaction. As the primary face to the customer, the Regional Sales Manager will play a significant role in determining and implementing company strategies to optimize current and future business opportunities.

Essential Functions

• Develop and meet the bookings plan for the assigned territory; identify and qualify new opportunities; partner with internal cross-functional teams to develop winning value propositions, lead the proposal and negotiation phases through contract closure and purchase order issuance.
• Drive the team of outside sales representatives in the assigned territory; ensure that goals and expectations are shared and understood; use KPI driven standard work to track progress, identify gaps and align on actions required to achieve performance objectives; ensure the necessary product training, engineering and sales support is provided in a timely manner.
• Monitor market and technology trends; assist in establishing strategies and executing plans to ensure customer satisfaction.
• Act effectively as the customer champion and advocate within Crane Aerospace & Electronics; establish and maintain strong relationships at all levels within the customer organization; understand and communicate current and future customer needs and expectations throughout Crane Aerospace & Electronics.
• Provide timely support in resolving customer issues and responding to customer requests.
• Develop, communicate and execute key customer strategies that will lead to profitable growth and improved customer satisfaction.
• Communicate customer procurement forecast to Crane Aerospace & Electronics in support of demand system planning.
• Capture and communicate the VoC within the company.
• Champion Crane Aerospace & Electronics vision and initiatives to customers and solicit their feedback and support.
• Maintain the CRM database on a daily basis including creating opportunities, quotes, updating sales action plans and refreshing forecasts.
• Any other task assigned by management.

Minimum Qualifications

Experience : 10+ years of relevant experience in technical sales, sales channel management and business development for highly engineered products - RF component and sub-assemblies highly desirable - and a proven track record of winning profitable new business with primes and OEM's in the Defense and Space market.

Skills / Abilities : Self-starter, team-player, good listener, excellent communicator, accomplished relationship builder, organized and detail oriented, energized by driving value with customers, passionate about winning new business deals and developing new partnerships in a fast-paced environment.

Education / Certification : BA or BS or Technical degree or equivalent.

Preferred Qualifications

Experience in Defense, Space, and or Commercial Aerospace market.

Working Conditions

Standard office environment / Remote work options available. Work requires substantial visual concentration on detail. Office working conditions are normal for a manufacturing environment. On site manufacturing operations may require the use of safety equipment to include but not limited to : eye safety glasses, gowning, masks, hearing protectors, heel / wrist straps and any other required PPE. Office workers may be exposed to unusual environmental conditions such as loud noises, cold temperatures, confined spaces, dust or fumes. Requires regular travel (at least 50%) to meet with customers, visit Crane Aerospace & Electronics' business sites, attend conferences, seminars and trade shows.

Standing : 10% (percentage is approximate and may vary depending on work task)

Sitting : 90% (percentage is approximate and may vary depending on work task)

Lifting (in pounds) : up to 10 pounds

Pushing (in pounds) : up to 10 pounds

Mental / Visual : use of computer and basic office equipment

Workspace : office / desk

Crane Co. reserves the right to change or assign other duties to this position. The statements contained herein reflect general details as necessary to describe the principal functions of this job, the level of knowledge and skill typically required and the scope of accountability and responsibility. These descriptions should not be considered to be all-inclusive listings of work requirements. Crane Co. is an Equal Opportunity Employer and does not discriminate on the basis of race, color, creed, religion, sex, national origin, marital status, age, sexual orientation, gender identity characteristics or expression, physical or mental disability, pregnancy, medical condition, genetic information, or U.S. military or veteran status or any other characteristic protected under federal, state, or applicable local law, in recruiting, hiring, training and promoting.