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1472 - Sr Dir, Sales & Marketing

Requisition ID:  85566
Business Unit:  Airframe Systems Akron Group (3005)
Location: 

Akron, OH, United States, 44306

Innovation is at the heart of everything we do at Meggitt, a worldwide leader in aerospace, defence and selected energy markets. We believe in our vision of ‘Enabling the Extraordinary: To Fly, To Power, To Live”. These core values – teamwork, integrity and excellence – are what have allowed us to become the company we are today. With facilities and over 10,000 employees worldwide, Meggitt draws on over 160 years of expertise to enhance the lives of people across the globe.

Our Airframe Systems division brings together an extensive range of skills and abilities to support some of the world’s leading commercial, business and military aircraft manufacturers.

Across its five product groups, Airframe Systems produces a host of world leading technology. Our Braking Systems product group supplies both military and commercial aircrafts.

We seal essential spaces, such as landing gear, wings, engines, nacelles, windows and doors, and produce intelligent air data systems and sensors that measure altitude, angle or acceleration. These sensors can be used on planes, train control systems or even missile control systems.

Whether it’s developing new radome solutions, fuel delivery systems or high-altitude life support systems, the Airframe Systems embodies the innovation at the heart of Meggitt.

Job Designation

The VP Sales & Marketing for Braking Systems will be responsible for the leadership and management of the sales and marketing team, within a divisional functional structure.  The role will have accountability for creating and cultivating a Customer base, which generates some $450M of orders annually. This global Customer base covers all aerospace sectors, including aircraft manufacturers, system integrators, airlines and operators, in civil and defense markets. 

 

High priority will be given to re-integrating airline Sales into Braking Systems in 2022 and developing an aftermarket-operating approach from therein. 

Job Core Responsibilities

Key responsibilities of the role comprise: working as an integral member of the Braking Systems multi-functional senior leadership team, delivering the Orders and Sales targets, guiding the business to optimize the customer experience (aftermarket and OEM), strategic account management, new business strategy development and capture, maximizing market value, world-class S&M organization, process and data development, contribution to strategic planning and technology deployment and actively promoting a positive collaborative culture.

• Integration within Braking Systems multi-functional senior leadership team:

Whilst functionally reporting to division, the VP of S&M for Braking Systems will be accountable to the Product Group and a key member of the leadership team. This will include a matrix report to the President and General Manager of Braking Systems, with a strong focus on achieving fiscal objectives and product group collaboration. 

• Guiding the business to optimize the customer experience (aftermarket and OEM):

The role is responsible for helping to evolve Braking Systems’ processes, organization and strategy to position the business for growth, by identifying market trends, opportunities and Voice of Customer.  This evolution will extend beyond the roles’ direct reports in S&M and into all areas that influence the Customer experience. Highest priority will be placed on re-constructing Braking Systems’ aftermarket service and support offerings, with a clear goal to develop market strategies for growing platform and regional markets.  

• Strategic account management:

Meggitt’s Airframes division operates a strategic account management network, which principally relates to major aircraft manufacturers (OEMs).  The VP S&M for Braking Systems, with their team of reports, will be a key contributor for developing and deploying strategy at these accounts.  Guiding, assisting and directing divisional account management leaders, as appropriate to coordinate activities across the group.   Airline customer account management will be developed in consideration of Meggitt’s Services & Support division, who often interact with similar customers – adopting and standardizing best practice in both organizations wherever possible. 

• New business strategy development and capture:

The VP S&M will work with their reports, a network of strategic account leaders and with integrated bidding teams to develop winning strategies to secure repeat and new business.  They will be expected to populate, qualify, proactively drive and win a pipeline of Braking Systems opportunities. Pipeline management exists within a divisional framework, which feeds multiple business processes, e.g. forecasts, demand planning, strategic planning, resource planning, etc. Opportunities will stem from all market areas, including OEM and aftermarket. 

• Maximizing market value:

Maximum market value will be achieved through the VP S&M providing steering on competitive analysis, offer composition, negotiating with Customers and issue resolution – in collaboration with adjacent functions like Commercial, Customer Services and Program Management. Value will be secured with due sensitivity to maintaining lasting Customer relationships, which will continue to drive Meggitt’s growth.

• World-class S&M organization, process and data development:

Braking Systems will resume responsibility for aftermarket sales and will restructure the S&M organization in the first half of 2022.  This will require an airline Sales function with a strong Customer intimacy on targeted accounts, with processes that are aligned and / or compatible with those applied to OEM customers and in the Support & Services division. Sales processes will feed and enable a live data environment that allows easy integration, ready visibility and fact-based decision-making.

• Contribution to strategic planning and technology deployment:

The strategic planning process requires a leading contribution from the VP S&M to provide market insight, competitive intelligence, trends, risks and business ideas. This external market knowledge is considered alongside technology, operations and organizational developments to shape Braking Systems’ ten-year plan.

• Actively promoting a positive collaborative culture:

The VP S&M will be a promoting ambassador and an exemplary example of Meggitt’s high performance culture. With Customers, colleagues and other stakeholders.

Education

Ideally, a post-Secondary Degree in Business Development, Engineering or equivalent combination of relevant education and work experience that will allow successful performance and job expectation. A proven track-record for success and experience in comparable sales roles, particularly with selling to airlines, will be weighted above academic qualifications.

Key Skills Required

  • Exceptional Sales leadership and strategic thinking, along with ability to interface with cross-functional disciplines and divisions in a collaborative matrix environmentExcellent interpersonal, written and oral communication skills with the ability to negotiate and influence, while exercising sensitivity to the audience
  • Capable of directing the resolution of highly complex or challenging business problems, while applying advanced analytical thought and judgement
  • Demonstrates ability to quickly understand the Customer’s business, their key players and to create opportunities for the company
  • Strong networking and facilitator skills to generate appropriate levels of contact with Customer’s management and within Meggitt
  • Ability to tenaciously seek out and pursue business development opportunities
  • Possess a strong technical or airline operations background, to understand the technical requirements, business needs and capabilities, to evaluate technical developments and their immediate or future strategic implications
  • Experienced at delivering excellence in customer service in aerospace sectors
  • Hands-on oriented with a ‘can do’ approach to drive tasks to completion, including managing the bid and approval process, with multi-functional teams
  • Demonstrates a high level of ethical behavior in exercising judgement and discretion in matters of significance 
  • Provide unfiltered Voice of Customer feedback to the business, whilst also having the necessary insight and internal awareness to bring a balanced view
  • Adopt Airframes’ sales and strategic account management process, often in Salesforce
  • Located in the USA and able to work in a Government defense contracting environment 

Meggitt is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex including sexual orientation and gender identity, national origin, disability, protected Veteran Status, or any other characteristic protected by applicable federal, state, or local law.

If you are a qualified individual with a disability or a disabled veteran, you have the right to request an accommodation if you are unable or limited in your ability to use or access our career center as a result of your disability. To request an accommodation, contact a Human Resources Representative at 1-855-474-7665 or HRISon@meggitt.com.

If this position is located in the United States, this job will require use of information which is subject to the International Traffic in Arms Regulations (ITAR). As such, all applicants must be U.S. persons within the meaning of ITAR. ITAR defines a U.S. person as a U.S. Citizen, U.S. Permanent Resident (i.e. 'Green Card Holder'), Political Asylee, or Refugee.

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