Sr Regional Sales Manager
Crane Co., Chandler, AZ, United States
**About Crane:**Crane Aerospace & Electronics supplies critical systems and components to the aerospace and defense markets. You’ll find Crane Aerospace & Electronics in some of the toughest environments: from engines to landing gear; from satellites to medical implants and from missiles to unmanned aerial systems (UAS).From supplying microwave products for GPS satellites to integrated assemblies for the latest innovative defense platforms, come join an industry-leading aerospace & defense manufacturer based in beautiful, sunny Chandler, Arizona. You’ll join a first-class, dynamic organization steeped in rich culture and an established track record of delivering customers premier, quality products. You’ll work shoulder-to-shoulder with prime OEMs and help us develop state-of-the art solutions – all in a family-first community with top-rated schools and an abundance of recreational activities. Start the next chapter of your career with Crane Aerospace & Electronics!**Job Summary:**The Sr. 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 Sr. 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 Sr. 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 Sr. 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 detailed 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 showsStanding: 10% \*percentage is approximate and may vary depending on work taskSitting: 90% \*percentage is approximate and may vary depending on work taskLifting (in pounds): up to 10 poundsPushing (in pounds): up to 10 poundsMental/Visual: use of computer and basic office equipmentWorkspace: 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.**This description has been designed to indicate the general nature and level of work being performed by employees within this classification. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities, and qualifications required of employees assigned to this job.**Crane Company. is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment and will not be discriminated against on the basis of race, color, religion, gender, sexual orientation, general identity, national origin, disability or veteran status.***Crane Aerospace and Electronics** has an exciting opportunity for a **Sr. Regional Sales Manager** at our Chandler, AZ location.Crane’s Aerospace & Electronics (A&E) segment is a trusted industry leader providing reliable, high-precision technologies that drive innovative solutions for our customers in the commercial aerospace, military aerospace, defense, and space markets. Crane A&E delivers proven systems, reliable components, and flexible solutions that excel in tough environments — from engines and landing gear to satellites, missiles and electronic countermeasure devices. We invented many of the fundamental technologies that are now the industry standard with a track record for performance, reliability and innovation. Crane A&E also combines its vast industry experience with investment in R&D to drive breakthrough innovation and transformative solutions fully aligned with our customers’ future #J-18808-Ljbffr
The Sr. 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 Sr. 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 Sr. 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 detailed 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 showsStanding: 10% \*percentage is approximate and may vary depending on work taskSitting: 90% \*percentage is approximate and may vary depending on work taskLifting (in pounds): up to 10 poundsPushing (in pounds): up to 10 poundsMental/Visual: use of computer and basic office equipmentWorkspace: 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.**This description has been designed to indicate the general nature and level of work being performed by employees within this classification. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities, and qualifications required of employees assigned to this job.**Crane Company. is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment and will not be discriminated against on the basis of race, color, religion, gender, sexual orientation, general identity, national origin, disability or veteran status.***Crane Aerospace and Electronics** has an exciting opportunity for a **Sr. Regional Sales Manager** at our Chandler, AZ location.Crane’s Aerospace & Electronics (A&E) segment is a trusted industry leader providing reliable, high-precision technologies that drive innovative solutions for our customers in the commercial aerospace, military aerospace, defense, and space markets. Crane A&E delivers proven systems, reliable components, and flexible solutions that excel in tough environments — from engines and landing gear to satellites, missiles and electronic countermeasure devices. We invented many of the fundamental technologies that are now the industry standard with a track record for performance, reliability and innovation. Crane A&E also combines its vast industry experience with investment in R&D to drive breakthrough innovation and transformative solutions fully aligned with our customers’ future #J-18808-Ljbffr