Director, Sales - Emerging Accounts

To accelerate Pursuit’s growth, the organization has created a front-end position that will focus on crafting new business deals with Emerging Accounts. As a critical leader within the organization, you will be responsible for driving revenue growth and fostering strategic relationships with new growth customers. Your deep understanding of the aerospace supply chain and your proven track record in business development will help us achieve our ambitious sales targets. The individual filling this role will have experience dealing with OEM and/or Tier 1 sourcing and engineering communities. The position is accountable for the development of the critical customer relationships and converting that dialogue into new manufacturing arrangements that benefit Pursuit’s operating divisions.

The Director of Emerging Accounts will report directly to the Pursuit Chief Commercial Officer. The position has no direct reports but will be responsible for mentoring account managers and other customer focused team members on commercial engagements. Core job duties include:

• Creating an Emerging Account growth strategy that ties to Pursuit’s current and desired manufacturing capabilities and market penetration.
• Communicating market opportunities clearly to internal stakeholders - filling business pipeline with RFQ and non-RFQ pursuits at target customers.
• Establishing relationships with engineering and supply chain leaders at emerging customers – spending significant facetime with critical decision makers.
• Drafting proposals and negotiating subsequent awards with target customers.
• Assisting site Account Managers and General Managers with customer requirement understanding and Pursuit obligations.
• Escalating customer relationship issues, to Pursuit commercial and operations executives, in a timely and responsible manner.
• Driving year-over-year revenue growth, meeting or exceeding quarterly and annual sales targets.
• Providing regular sales forecasts and reports to senior management. Use data-driven insights to inform decision-making and refine sales strategies.
• Staying abreast of industry trends, market dynamics, regulatory changes, and technological advancements that impact Emerging Accounts.

Experience and Education

• Bachelor Degree in Business/Engineering and a minimum of 10 years of relevant work experience servicing customers in build to print manufacturing businesses 

Preferred Skills

• Entrepreneurial mindset with a passion for driving growth in new markets.
• Analytical and strategic thinker capable of making data-driven decisions.
• Strong technical acumen, with the ability to understand and communicate complex engineering solutions to new customers.
• Interpret blue-prints and understand opportunity fit for the organization’s capabilities.
• Knowledge of manufacturing environments; machining and fabrication background.
• Knowledge of how OEM/Tier 1 supply chain and engineering functions work.
• Ability to create customer presentations.
• Ability to understand and talk fundamental economics behind deal financials, specifically: Cost of Goods Sold (COGS), investment parameters and pricing elements.
• Ability to understand and talk the fundamental industrialization elements behind deal framework, specifically: manpower, machine selection, manufacturing methods, materials and measurement particulars.
• Proven track record of success in business development and strategic account management with aerospace OEMs/Tier 1s.
• Strong network within the aerospace industry, including relationships with key decision-makers at OEM and Tier 1 customers.
• Exceptional leadership, communication, and negotiation skills.

Special Requirements

• Travel up to 50%

Position Location

• Manchester, CT