Director, Sales and Marketing

Description

UmbraGroup-Thomson Aerospace & Defense (Linear Motion, LLC) is an agile, passionate partner revolutionizing motion solution. We are an Intelligent Partner who works with passion and dedication always offering innovation, flexible and customizable solutions based on our customer’s needs, creating products that can revolutionize a constantly changing market. We are an intelligent supplier of actuators, ball screws, bearings and components in high-tech markets. Excellent service is the foundation of our business, and we work to be FIRST (Customer Focused, Innovation, Respect, Social Responsibility, Teamwork).

Summary:  

Director of Sales and marketing responsibility for a segment of UmbraGroup’s Aerospace and Defense Tier 1 and Tier 2 customers in North and South America. Responsible for execution of the growth strategy in core and non-core markets, including maintenance, repair, and overhaul markets (MRO). We are a leading manufacturer of highly engineered aerospace components, dedicated to innovation, precision, and excellence. Our customers include airframe manufacturers and their sub-tiers, who demand the highest standards of quality and reliability.

Essential Duties and Responsibilities:

New Business Development

• Identify market technical needs using market backed approach (market driven innovation) 
• Attend industry events, trade shows, and conferences 
• Create customer presentations and proposals
• Negotiate contracts

Current Accounts

• Demand/Forecast: Communicate demand levels to support S&OP process
• NPI: Manage commercial aspects of new product introduction (NPI) process
• Contract Management: Manage contract termination and renewal; negotiate contracts
• Competitive Intelligence: Continuously monitor competitor activities and market dynamics

Marketing and Execution

• Develop technical sales presentations to showcase technology and advantages (value selling)
• In real-time, manage accounts and opportunities in single source of truth collaboration spaces (MS Teams and CRM)
• Manage program profitability
• Cultivate and maintain strong, hierarchal relationships between UmbraGroup and its customers

Strategic Planning

• Develop market forecasts, competitor assessments, budgets and business plans including contributing to the annual budget process and long-range plan.  
• Track industry and macro trends and identify potential areas of business development that align with UG core competencies.

Requirements

Qualifications:

Due to ITAR regulations, must be a U.S. Person

Education and/or Experience:

Bachelor’s degree in marketing or engineering with experience working with Aerospace component supply and/or manufacturing. MBA preferred.

Required:

Five or more years sales and marketing or customer-facing program management experience in the aerospace and defense or related industry, preferably with both OEM and aftermarket customers. Critical thinking and thought leadership a must. Proven track record of achieving sales targets and driving business growth.  

Preferred:  

Demonstrated success managing a sales and opportunity pipeline process, including new product introduction. Ability to build data-driven sales and profitability models to support proposal writing.

Supervisory Responsibilities:

None initially, but potential to grow into a people leader role.

Language, Math, and Reasoning Ability:

Ability to read and interpret component engineering drawings and effectively communicate customer technical issues. Ability to build sales forecasting models. Ability to interpret commercial aspects of complex customer contracts.

Computer Skills:

Experience with CRM software and/or pipeline management process tools a must. Must be proficient in Word, PowerPoint, Excel, and MS Teams.

Physical Demands:

Up to 25% travel is required for this role. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. 

Work Environment:

The physical surroundings for this position are inside a factory and product manufacturing environment with work split between the offices and shop areas at all the UMBRAGROUP facilities and at customer and/or vendor locations worldwide. While performing the duties of this job, the employee is occasionally exposed to moving mechanical parts. The noise levels are moderate to loud.

All requirements are subject to modification to reasonably accommodate individuals with disabilities. This job description in no way states or implies that these are the only duties to be performed by the employee occupying this position. Employees are required to perform any other job-related duties requested by their supervisor.

EOE