Aftermarket Sales Manager

Mission-Driven. Honor-Bound. Fairbanks Morse Defense. What's your calling? For the men and women of Fairbanks Morse Defense it's the rapid and effective support of the fleets that entrust us to design, develop, and deliver the best naval power technology on the planet. We're one of the nation's leading marine defense contractors because of the highly trained and dedicated teams that provide reliable power systems, parts, and aftermarket services to the U.S. Navy, Coast Guard, Military Sealift Command, and Canadian Coast Guard. When you join Fairbanks Morse Defense, you join a legacy of commitment that spans 150 years. Fairbanks Morse Defense offers competitive benefits with a wide range of training and development opportunities. Our world-class teams are dedicated to helping every individual achieve their full potential. Discover what it's like to be a part of the Fairbanks Morse Defense team here: https://www.fairbanksmorsedefense.com/careers

Summary

The Aftermarket Sales Manager is responsible for managing (coaching, training, developing, task prioritization) the Aftermarket Sales Team and has accountability for the team's overall performance and results. Executes and is accountable for departmental goals, strategies, metrics, continuous improvement opportunities and efforts, as well as our customer relationships and experiences. Proactively manages the customer experience to drive growth, achieve sales and margin targets while supporting organizational sales objectives.

Principle Duties and Responsibilities

• Promote the Fairbanks Morse Defense culture by exemplifying and coaching our core values: Integrity, Teamwork, and Velocity
• Provide coaching, development, and supervision of direct reports including overseeing daily activities and managing / driving performance to ensure performance is maximized.
• Interface with cross-functional team to address customer requests while creating and maintaining positive working relationships with internal & external customers
• Responsible for executing and reporting on monthly forecasts
• Provide technical guidance to the Aftermarket Sales team, and/or customers
• Optimize department metrics and standardization of reporting
• Monitor and report on team metrics i.e., customer satisfaction, response times (internal and external), workload, quotes conversion rates, orders, on-time delivery, quality and other metrics that drive greater efficiency and sales
• Manage daily customer requests for timely completion.
• Monitor minimum margin standards by project and take action on deviations
• Develop winning sales strategy through collaboration with Service, Operations, and Pricing, and be capable of justifying decision making to leadership
• Accept orders, maintain customer records, and complete required documentation. Identify and qualify prospective customers. Review contracts including terms & conditions and special requirements (LOC, Packaging, Certifications
• Communicate and maintain team expectations for customer responsiveness
• Manage the Customer Relationship Management (CRM) process and tools used by Aftermarket Sales team to document activities in CRM
• Support continuous improvement; implement initiatives to improve process efficiencies

Qualifications and Educational Requirements

• Bachelor's degree in business or technical field or equivalent experience preferred
• Minimum of five years of estimation / quoting, customer service or management experience
• Minimum of two years of leadership or direct supervisory experience
• Excellent communication (oral and written), interpersonal, and presentation skills.
• Excellent decision-making skills and ability to review, analyze, and interpret data / metrics to ensure team performance / metrics and organizational targets are being met
• Must have an entrepreneurial aptitude, be professional, customer focused, enthusiastic, and driven for results
• Proficiency in MS Office (Word, PPT, and Outlook) and excellent Excel skills
• Experience working with an ERP system required (ORACLE preferred)
• Financial acumen with the ability to demonstrate sound judgment with financial decisions
• Ability to read and interpret government Request for Quotes (RFQ)/Solicitations
• Experience interpreting contracts
• Proven track record developing and maintaining customer relationships
• Excellent ability to collaborate and effectively partner with all organizational levels and external customers
• Ability to manage multiple assignments simultaneously while working independently
• Travel <5%
• This position requires access or potential access to Unclassified Naval Nuclear Propulsion Information, which is Not Reasonable to Foreign Nationals (NOFORN) data. Therefore, to meet NOFORN requirement, you will have to provide proof of US Citizenship and attest that you do not have dual citizenship. Acceptable proof of US Citizenship is a US Passport, US Birth Certificate or Naturalization Certificate.

This specification is intended to indicate the kinds of tasks and levels of work difficulty that will be required of positions that will be given this title and shall not be construed as declaring what the specific duties and responsibilities of any particular position shall be. It is not intended to limit or in any way modify the right of any supervisor to assign, direct, and control the work of employees under his/her supervision. Ability to competently perform all the essential duties of the position, with or without reasonable accommodation, demonstrated commitment to effective customer service delivery, and the ability to work productively as a member of a team or work group are basic requirements of all positions at Fairbanks Morse Defense.

Fairbanks Morse Defense offers a competitive benefits package including but not limited to, medical, dental, vision, life, and disability insurances, and 401k retirement plan with employer match. In addition, we offer paid time off, paid holidays, paid parental leave, and tuition reimbursement.

Equal Opportunity Employer/Veterans/Disabled