PTI Senior Manager, Business Development

In keeping with PTI’s mission, vision and core values, the Senior Manager, Business Development & Marketing will play a key role in all phases of the sales process for all OEM and CAD/PAD customer accounts as assigned. This includes personal interface with customers, sales representatives and / or distributors to manage the sales process and meet defined sales goals. The Senior Manager, Business Development & Marketing will be responsible for the preparation of orders and sales forecasts, marketing plans and the identification of new product and/or market opportunities and the qualification of target accounts. The Senior Manager, Business Development & Marketing is expected to understand the organization, decision-makers, business and technology direction and PTI’s competitive position at assigned accounts. The Senior Manager, Business Development & Marketing will also be expected to provide support and assistance to the head of Business Development and the rest of the department as needed. In close collaboration with the VP, Business Development, the Senior Manager, Business Development & Marketing will lead the team responsible for forecasting the organization’s orders and sales for corporate strategic planning and will manage the team doing the monthly Book & Ship and Division Review processes, as well as the proper usage and practical application of the Customer Relationship Management (CRM). The Senior Manager, Business Development & Marketing will continue to manage and lead the PTI marketing efforts.

Essential Duties And Responsibility Include

• Lead development of market objectives, strategies, sales goals, and plans for legacy PTI Product Line and CAD/PAD Product Line assigned OEM customers and market segments.
• Develop and maintain knowledge of the assigned customer organizations including supplier management/procurement, engineering, program/product management and leadership involved with the selection and use of all PTI products.
• Understand and be involved with product definition, development of the specifications, evaluation criteria, decision process and contract award process. Identify new product opportunities and develop detailed product specifications, market analysis, product launch campaigns and sales forecasts to support project approval.
• Serve as the single point of contact for assigned customers in all business matters.
• Serve as the customer advocate within PTI to grow the business at the customer level and guide PTI to align better with our key customers to become the filtration, fluid control and miniature CAD / PAD subsystems supplier of choice including raising awareness to PTI leadership of issues and situations that are impacting the overall customer relationship.
• Provide annual and long-term orders and sales forecasts for assigned customer accounts and market segments and update monthly. Develop plan and direct efforts to achieve or exceed orders and sales goals at assigned customer accounts and market segments. Maximize, as much as possible, new order input (bookings) consistent with company profit and ROI goals.
• Lead the development and submission of all proposals, pricing and quotations for new business opportunities while working with other cross-functional groups including Engineering, Cost Estimation, Operations, Supply Chain, Contracts and others to determine cost and feasibility of new products/programs.
• Provide timely and accurate business and product forecasts (Bookings and Sales), reports and status to senior management and other functional departments regarding the products standing in the marketplace, customer trends and issues, and other market events.
• Ensure smooth and timely completion of all contract negotiations with customers in line with the PTI agreed upon guidance in order to maintain a continued smooth business relationship.
• Partner with Contracts in negotiations of terms and conditions and other agreements.
• Take a leadership role in price negotiations in accordance with guidance from PTI leadership.
• Monitor the PTI performance metrics with the customer and provide guidance to the PTI organization on how to improve our performance at the customer level.
• Ensure customer, market and product information is collected in PTI’s Customer Relationship Management (CRM) system and utilize the system to support the business going forward and communicate internally.
• Facilitate, conduct and guide strategic plans and technology development plans to accommodate corporate goals in conjunction with PTI senior management initiatives. Assist the VP, Business Development and NEco Leadership in developing overall product line and business strategies.
• Provide leadership, guidance and training to the team/people responsible for:
• The PTI monthly Book & Ship process including facilitating the monthly Actual/Expected Bookings (Orders) update process within the Bookings Forecast Application (BFA).
• Generate the Expected Orders Report and various reports for the monthly Division Review Presentation and annual Corporate Planning Conference.
• Provide monthly variance analysis between Expected and Actual Bookings to support the Finance Department’s POR reporting cycle and other ad-hoc reports.
• Gather all necessary data inputs and information in order to develop, distribute and maintain the company’s internal Book & Ship Report on a monthly basis for the current fiscal year.
• Continue monitoring the proper usage and practical application of the Customer Relationship Management (CRM) system and any future business analytics tool.
• Support PTI Leadership and internal departments’ fiscal year planning by providing 1-year, 3-year and 5-year Order and Shipment Outlooks as required during the year.
• Represent the company at trade association meetings, tradeshows, conferences or industry seminars to promote PTI, products and services as required.
• Develop and deliver Sales and Technical presentations to customers as well as sales and training presentations. Assist in literature initiation, design/content support, and technical input.
• Be the liaison between the Business Development Department and other cross-functional groups within the company.
• Assist the VP, Business Development in identifying, evaluating and implementing opportunities to enhance business growth and achieve strategic goals.
• Take a key support role in developing and implementing business plans that would increase market share for the company and are consistent with PTI’s Strategic Plan, whether through organic growth or business acquisition.
• Support Merger & Acquisition business processes as requested.
• Actively manage, guide and oversee the Marketing Team and their brand awareness efforts. Manage and provide support to direct report, the Marketing Research Analyst II.
• Effectively assist and support the VP, Business Development in other various areas, as needs and interests dictate.
  
  

Qualifications

To perform this job successfully, an individual must be able to perform each essential duty and responsibility satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Education and/or Experience

Bachelor’s degree (Arts or Science) from four-year accredited College or University. Candidates for this position ideally should possess at least five to ten years of relevant Aerospace OEM and/or aftermarket sales experience, or equivalent combination of experience and education.

Language Skills

Ability to read, analyze and interpret general business periodicals, professional journals, technical procedures, or government regulations. Ability to write routine reports and correspondence. Must have the ability to write reports, business correspondence, and procedure manuals in a clear and concise manner understandable by the target audience. Must have the ability to effectively present information and respond to questions from groups of managers, clients, customers, and the general public. The ability to speak English fluently. Speaking a foreign language is a plus. Ability to speak effectively before groups of customers or employees of organization.

Mathematical Skills

Ability to calculate figures and amounts such as discounts, interest, commissions proportions, percentages area, circumference and volume. Ability to: apply concepts of basic algebra and geometry.

Reasoning Ability

Ability to apply common sense understanding to carry out instructions furnished in written, oral or diagram form. Ability to deal with problems involving several concrete variables in standardized situations.

Other Skills And Abilities

Aerospace experience a plus considerable knowledge of basic commercial and government contract terms including DoD regulations (FAR/DFARS provisions). Excellent verbal and written communication skills. Excellent verbal skills. Knowledge of order processing procedures, systems, and controls. Ability to exercise good judgment and make independent decisions within delegated authority. Proficient with personal computer and Microsoft Office software. Ability to work with minimal supervision.

Physical Demands

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, the employee is regularly required to sit; use hands, talk and hear while using a personal computer, telephone and other standard office equipment. The employee is occasionally required to stand, walk and reach with hands and arms. Specific vision abilities required by this job include close vision. Travel by car or aircraft is required, up to 18 hours for any occurrence.

Work Environment

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. The noise level in the work environment is usually moderate.