OEM Account Manager

Description :

Hartzell Propeller was founded in 1917 and is headquartered in Piqua, Ohio. Hartzell Propeller is the global leader in advanced aircraft propeller design and manufacturing technology for general aviation applications – both piston engine and turboprop – as well as custom propulsion solutions for electric, hybrid-electric aircraft and advanced air mobility programs. In 2021, Hartzell Propeller acquired Tanis Aircraft Products to expand Hartzell’s heating products and expanded its offerings in the experimental propeller market with the acquisition of Whirlwind Propeller in 2024. Hartzell expanded its offerings in the MRO market with 2024 acquisitions of American Propeller Service, Texas Aircraft Propeller Tiffin Aire Inc, and Canadian Propeller Ltd.

Description

The Account Manager, OEM Sales, is responsible for developing and maintaining ongoing customer business needs and relationships in the domestic and international markets.  While this job requires a limited amount of cold calling, the primary focus is on gaining an understanding of current customer needs through face to face visits, telephone calls, and trade show attendance.  The Account Manager will act as a liaison between the customer and applications engineering, confirming design needs and customer specifications, and is responsible for internal project management of the customer’s development program.  The Account Manager serves as the customer’s advocate and spokesperson to the various Hartzell functional groups. The Account Manager is further responsible for forecasting, pricing, financial analysis and some contract negotiation and completion. The Account Manager must be prepared to travel extensively, both domestically and internationally, for customer visits and tradeshows.

Key Deliverables

1) Establish self as a performer in the eyes of the customer while also setting mutual expectations that the companies can both embrace.

2) Make and justify pricing and forecast recommendations.

3) Internal program management of customer’s development project.

4) Daily account management (phone, e-mail, etc.).

5) Relationship building-external and internal.

6) Develop new accounts

7) Domestic and international travel (Customer visits and tradeshows).

8) Lead generation for other Tailwind Technologies companies.

First Year Success Factors

1) Maintains and strengthens existing customer rapport / goodwill.

2) Manages all commercial and contractual aspects of account relationship.

3) Independently manages customer development programs internally and externally with periodic reporting to Sr. Management.

4) Technical understanding of highly engineered propeller systems.

5) Working knowledge of propeller / aircraft development and US / foreign certification cycle.

6) Working knowledge of Hartzell’s engineering life cycle for hardware configuration control.

7) Exhibits clear understanding of other Tailwind Technologies’ company products and market position.

Requirements :

Education / Experience

Bachelor Degree is required preferably in a technical field.  A minimum of 5 years of sales experience required – technical sales preferred.

Technical Competencies

1) Demonstrated mechanical aptitude.

2) Financial skills with exposure to margins, pricing and product costs.

3) Demonstrated ability to sell highly engineered manufactured products

4) Demonstrated project management skills.

5) Negotiation Skills.

6) Basic computer skills; (Microsoft Office, Outlook, keyboarding skills, MRP / ERP / PDM helpful).

7) Excellent verbal and written communication skills

Behavioral Characteristics

1) Customer Focus - Makes customers and their needs a primary focus of one’s actions; develops and sustains productive customer relationships

2) Builds Strategic Working Relationships – Develops and uses collaborative relationships to facilitate the accomplishment of work goals.

3) Sales Ability / Persuasiveness – Uses appropriate interpersonal styles and communication methods to gain acceptance of a product, service, or idea from prospects, clients and leadership team.

4) Continuous Learning – Actively identifies new areas for learning; regularly creates and takes advantage of learning opportunities; uses newly gained knowledge and skill on the job and learns through their application.

5) Initiates Action – Takes prompt action to accomplish objectives; takes action to achieve goals beyond what is required; is proactive.

6) Energy - Consistently maintains high levels of activity or productivity; sustain long working hours when necessary; operate with vigor. Effectiveness and determination over extended periods of time

Our Culture

We are a team that prides ourselves on a culture that supports shared values of empowerment, accountability, drive, integrity, and respect. Our team shares a deep commitment to safety, collaboration, and a love for all things aviation. We offer a comprehensive compensation and benefits package to support your well-being and professional growth including medical, dental, vision, paid time off, life insurance, 401(K) plans with employer match, company provided Growth Participation Units (GPU) and so much more.  Our GPU benefit is unique to the industry and encourages all employees to think like owners and receive future financial reward for contributions to business growth.  Join our team to be part of a culture that encourages growth and development and celebrates our success.

Hartzell Propeller has a pre-employment and random Federal Drug & Alcohol Testing requirement and tests for marijuana, cocaine, opioids, amphetamines and phencyclidine in addition to alcohol.

Equal Opportunity Employer / Protected Veteran / Disability / E-Verify

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