Sales Manager Aerospace & Defense

at  Arconic

Arconic is currently in search of a Sales Manager Aerospace & Defense to join our Commercial Hard Alloy Extrusions team in Hannover, Germany.
At Arconic, we are looking for people who share our values of integrity, inclusion, and diversity, and who demonstrate agility, results commitment, and the capability to evolve themselves and others. In return, we offer the opportunity to develop together with ongoing opportunities for professional growth provided by a constantly changing environment, working alongside employees who value the people they work with just as much as the work they do.
The Sales Manager Aerospace & Defense of the Arconic Extrusion business unit supports a high growth, dynamic, and fast-paced business environment. The position reports to the European Marketing Director, and collaborates with application engineers, inside sales representatives, operations, supply chain and marketing employees to accomplish positive business outcomes. The position solicits and supports a diverse array of aerospace and defense customers. Sales turnover responsibility is circa €15-20 million.
The position can be based in Hannover or the incumbent can work in home office with frequent traveling to customers and to the location on demand.

BASIC QUALIFICATIONS

• Minimum education requirement - bachelor’s degree from an accredited institution
• Minimum experience requirement - minimum of 5 years’ experience in the metal industry, ideally in a commercial role.
• Must be willing to travel 25%-50%

PREFERRED QUALIFICATIONS

• Education - master’s degree in engineering management or an MBA
• Experience - minimum 10 years’ experience in aluminum extrusion either in sales, ideally in aerospace & defense, or a technical role with direct customer contact.
• Hands-on mentality
• Fluently in English and German (in word and writing), other languages would be advantageous.
• Excellent Computer (MS Office) application skills
• Strong Interpersonal, team leadership, and communication skills

This role is responsible for the successful commercial development and tactical execution of the defined business strategies within the commercial distribution channel and for end-user sales at aerospace and defense markets for the assigned territories and for the sales of AEX.
The assigned territories being mainly Germany and Europe, plus some export countries, but can get extended depending on future business needs.
The role is responsible for supporting & developing customers and distributor/agents in terms of profitable revenue growth within the assigned territory for AEX.
Lastly the incumbent develops and implements sales & marketing policies with the approval of the commercial leadership in the development, execution of sales strategy, account objectives, coordination between the customer, manufacturing and technical resources, in conjunction with credit managers to ensure credit exposure and ensure accurate payment performance.

This role is responsible for the tactical execution of the sales and profitability plan serving the described AEX markets and is participating in major contract negotiations, price increases, and significant business opportunities. Critical skills and abilities include:

• Ability to comprehend the complex technical processes critical to understanding customer needs and requirements as well as Arconic products and manufacturing systems.
• Rigorous pursuit of spot and contractual high strength aluminum extrusion business in line with the business unit’s growth targets with a nimbleness to react accordingly to market and business changes.
• Develop an in-depth understanding of the territory’s market dynamics and its customers, including OEM’s and distributors.
• Work in conjunction with manufacturing and the business unit to offer solutions and services to existing and prospective customers.
• Develop an in-depth understanding of customer’s decision-making process and recommend/implement actions to obtain sales as a result.
• Take the lead in developing and executing an overall customer strategy.
• Direct and accomplish the specification selling effort at each customer.
• Become familiar with sales and operational planning systems and potential advantages as it relates to internal and external connections.
• Establish close relationships and linkages with all levels of customer purchasing, technical, engineering, program, and management personnel. He/she must be able to influence the outcome of quotations and proposals and collect useful competitive information.
• Establish close linkages with Arconic manufacturing, supply chain, marketing, quality, transportation, field service and technical support teams.