Commercial Sales Manager

Commercial Sales Manager

The Commercial Sales Manager oversees Tronair's domestic US commercial sales policies, objectives and initiatives. Set short- and long-term sales strategies and evaluates effectiveness of current sales programs. The Commercial Sales Manager will also recommend product or service enhancements to improve customer satisfaction and sales potential.
Essential Functions

Develop and implement commercial strategies according to company goals and objectives aiming to accelerate growth
Visit commercial airline headquarters and maintenance facilities on a routine basis to foster/grow partnerships with key stakeholders
Attend and support the appropriate trade shows and conferences and provide strategic input into the appropriate level of marketing and support required
Create all-level customer relationships to exchange industry information, develop new leads, and monitor overall performance satisfaction
Provide continuous feedback regarding all products encountered in the field and in dealings with the customers, to ensure maximum benefit to tooling and GSE.
Report commercial sales forecasts to support production planning
Develop pricing and performance strategies for individual sales accounts, to ensure a profitable success rate
Conduct market research and analysis to create detailed business plans on commercial opportunities (expansion, business development, etc.)
Understand the requirements of existing customers to ensure their needs are being met
Act to acquire new customers and manage client relationships (new and existing)
Collaborate with diverse teams (product management, marketing, sales, engineering, customer experience, etc.)
Monitor performance of commercial activities using key metrics and prepare reports for Senior Leadership Team
Coordinate quoting and quoting activities for commercial customers
Assist in setting financial targets and budget development and monitoring
Sales Functions

Identify opportunities by solving problems and adding value in every customer's engagement.
Periodic, proactive review of airline asset lists to identify upgrade and Product Management opportunities.
Respond to quote requests and perform routine follow-up
Maintain clear and clean opportunity pipeline
Visit key customer contacts semi-annually w/ Commercial Sales Director to develop and maintain relationships
Participate in pre-scheduled monthly update calls with key customers
Ensure customers are aware of 'in stock' items that may be of interest as well as communicate any current product promotions.
Work with key customers to build stocking plans that move "kits & parts".
Administrative Functions

Find creative ways to make the buying process easier.
Perform semi-annual update of airline asset lists based on past 6 months purchases.
Co-manage and update key customer contact lists and org charts
Ensure customer reports are completed and submitted timely
Coordinate with internal functions to resolve transactional issues (quality, PSG, etc.)
Collaboration with Commercial Sales Director in providing monthly sales forecast
Collect and document competitive information by customer
Meet weekly with Commercial Sales Director to share significant customer information related to pending large orders, competitive info, status of known customer issues.
Act as the internal interface to the commercial team.
Review and ensure monthly customer-issued score cards remain high. Engage with Commercial Sales Director and appropriate functions to initiate corrective action.
Qualifications

Bachelor's Degree from an accredited college or university
5-10 years or more in customer development or equivalent role; preferably Commercial Sales and account management
Mechanical/Technical aptitude a plus
Excellent written and verbal communication skills; ability to report on sales performance
Adept at creative problem solving, risk mitigation, and resolution negotiation
Expert organizational skills
Experience working on developing policies and managing commercial sales projects
An equivalent amount of education, training and experience may be substituted for these requirements at the discretion of the company
Expert with Microsoft Office Suite including Outlook, Word, Excel, and Power Point
Based in Toledo metro area
Travel: 40-50%
Skills and Proficiencies

Advanced time management, presentation, and organizational skills
Exceptional analytical, quantitative and financial skill base
Ability to think innovatively and understand customers needs to develop compelling business case proposals
Ability to collaborate with cross functional teams
Minimum Physical Requirements

Ability to sit for extended periods of time, using a computer.
Communicate effectively and timely by telephone and email; use fingers, hands and arms to reach.
Able to drive, fly and use other modes of travel as required.