Regional Sales Manager

Location: East Coast, USA
Type: Full-Time, Exempt
The Regional Sales Manager is a key part of the Esterline Control and Communications Systems (ECCS) Sales and Marketing team. In this role you will oversee the efforts to acquire new business from Aerospace and Defense aircraft/vehicle manufacturers and tier one producers. Regional sales consist of leveraging the maximum business from a defined territory. The products range from complex aircraft sub-systems that bundle together as many products as possible from four ECCS operation locations to individual component products and Engineering Services. Most of these are typically designed to meet customer specifications.
The Regional Sales Manager will be responsible for developing strong relationships at customer accounts and developing a partnership approach with Manufacturer's Representatives to support customers in their territory. Meeting and exceeding customer expectations requires strong management skills including establishing and prioritizing opportunities in the "sales funnel" and moving them through to successful closure. The bottom line is that the primary job is to win business and grow the bookings in a given territory.
Primary Responsibilities
Grow sales and win new business within the specified region, taking market share from competitors, and maintain existing business
Work cross functionally with other departments such as Program Management, Finance and Manufacturing to ensure consistent messaging and meeting of deadlines
Build a long term partnership with your accounts to ensure Esterline as a preferred supplier on all future aircraft/vehicle needs
Be viewed as a key part of the customers' development and supply chain team, i.e. the first person they call when needing new offerings
Establish new business capture strategies and plans throughout all phases of the sales cycle to achieve short and long term growth targets
Manage the Manufacturer's Representatives in the defined territory and leverage them to maximize bookings and growth
Execute capture plans by managing opportunities with each business entity through appropriate processes
Monitor competitor products, sales and marketing activities and report market trends routinely
Ensures compliance to the Department of Commerce Export Administration Regulations (EAR) and the Department of State International Traffic in Arms Regulations (ITAR).
Externally manage opportunities and build strong relationships within multiple customer organizations to successfully capture target business.
Understands and is governed by Esterline's ethics and business conduct policies.
Requires a Bachelor's degree in Engineering or Business.
Proven success in Sales/Rep management using strong coaching skills.
Demonstrated success in sales to aircraft OEMs and integrators based on record of accomplishments €“ preferably in electro-mechanical systems for Aerospace and Defense.
Experience with Business Jet Manufacturers is desired
Proven year-over-year track record of success in Aerospace/Defense components and systems sales
Demonstrates success in closing large sales on major programs, building strong customer relationships and key account penetration at all levels
10+ years of experience in complex sales
Excellent verbal and written communication skills.
Must be a highly motivated self-starter with outstanding planning and organizational skills with the ability to work independently and communicate progress effectively
70% or more travel anticipated
U.S. Export Policy Notice: To comply with U.S. export laws and regulations, Esterline operations in the U.S. may only employ "U.S. Persons" as defined by the International Traffic in Arms Regulations (ITAR).

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