Business development manager

Reporting to the Vice President of NDT and Metrology Services, this person will be responsible for leading strategic opportunity proposals, sales campaigning and organizing sales efforts towards the assigned customer base within the Aerospace, Defense and Rail verticals. He or She will possess technical sales knowledge and experience related to Quality engineering service areas including Supplier / Customer Quality Management Systems, Quality Engineering Processes, Quality Inspection (Incoming, In Process, Final, Source Inspection, First Article Inspection, Nondestructive Testing, 3 Dimensional Inspections, etc.), and Quality Auditing to promote and sell these services to TRIGO ADR’s customer base.

The role requires the successful candidate to provide customers insight related to Quality focused business processes, strategy, organization, functions, and build TRIGO ADR as a brand to the customer with the goal of growing our overall business with new and existing accounts.

He or She will have an in depth understanding of customer’s business drivers and position TRIGO ADR offerings to meet those requirements.

Bonus Structure based upon mutually agreed upon goals.

Job Responsibilities:

• Responsible for driving revenue and profit growth within the global Aerospace, Defense and Rail markets.
• Responsible for planning and managing all sales activities within assigned market including capture plans for key growth opportunities.
• Build, deliver and close customer proposals with support business plans to address solicited and unsolicited requirements.
• Provide business intelligence and establish clear goals, strategies and initiatives that enable TRIGO ADR to increase its share in this strategic market.
• Lead sales to develop and sustainably grow customer base, implement TRIGO ADR strategies, support all regions on new opportunities, and drive an elevated level of accountability within TRIGO ADR’s customer base.
• Develop and implement sales plans geared toward greater market share and profitability in the Quality Engineering segment.
• Define and manage TRIGO ADR’s value proposition to the market, customers and industry including service, price, and product sales strategies.
• Work extensively with VP of Sales and Business Development on development and implementation of market, product, and customer strategies.
• Coordinate and utilize external market research, competitive benchmarking, and service data as necessary to identify opportunities.
• Continually evaluate the timely adjustment of sales strategies and forecasts to meet changing market competitive conditions.
• Develop and maintain strategic accounts.
• Develop effective executive level relationships and broad networks of contacts at target customer.
• Lead the review, analysis, and recommendation of new business opportunities.
• Gather continuous intelligence on the products performance, competitors, customer and dealer attitudes, recent problems and opportunities.
• Develop and maintain annual & running customer forecasts for financial, AOP, business, operations planning purposes.
• Provide clear, concise, and timely call reports based on customer communications.
• Own and manage demand signal flow from customer to TRIGO ADR and back, working with and through TRIGO ADR customer service and operations, to ensure capacity / demand balance, high OTD and customer satisfaction.
• Work extensively with other roles in sales and marketing (analysts, customer service, and marketing) as well as other functions including operations, human resources, and finance to meet or exceed customer expectations and to build / reinforce a positive TRIGO ADR brand promise.
• Performs other duties as assigned.

Required Skills

• Quality Engineering Services across Aerospace and Defense market segments.
• Customer relationship building and management; strong account management competencies.
• Customer Relationship Management (CRM) application experience; MS Dynamics 365 preferred.
• Key Account Management tools, for example Miller-Heiman Large Account Management Process (LAMP). Gold sheet and blue sheet account management approach.
• Price modeling and cost analysis to support proposal development.
• Bid and proposal development gate process and elements that comprise each phase.
• Standard industry contract terms and terminology.
• FAR, DFAR, (Federal Acquisition Regulation / Defense Federal Acquisition Regulation) requirements and clauses.
• Knowledge of Metrology/NDT.

Additional Desired Skills:

• Professionalism, integrity, and exceptional attention to detail.
• Strong independent decision-making skills; excellent analytical skills and professional judgment; critical thinker.
• Excellent interpersonal, written, and verbal communication skills.
• Demonstrated leadership skills.
• Outstanding interpersonal skills; positive attitude and outlook.
• Flexible, open-minded listener / learner; self-starter.
• Excellent Communicator (verbal and written) / strong collaborator; ability to work on cross functional teams.
• Strong people skills; energetic.
• Strong interpersonal, leadership and organizational skills; ability to excite team.
• Continuous process improvement focus.
• Lead contract negotiations and demonstrated ability to analyze complex customer contract clauses and recommend company position.
• Able to perform in a multitasking, fast paced environment; analytical, fact-based analytical person; ability to quickly transition between strategic and tactical positions.
• Proven ability to invent new paradigms and find ways to accomplish difficult goals.
• Demonstrate in-depth sales and marketing techniques, and financial principles.
• Effectively communicate orally or in written form with leadership, co-management, internal and external customers with strong presentation skills.
• Decipher contracts, regulations, and procedures; previous experience with contract administration and negotiation required.
• Work at all levels of Customer organization; extremely eager and initiative-taking in responding to customer needs.
• Create a focused, results oriented team environment; foster growth and change within the organization.
• Self-manage and deliver agreed goals and performance objectives.

General Requirements

• Ability to pass background and drug screen.
• Valid drivers license and auto insurance required.
• Valid US Passport.
• US Citizenship Required: TRIGO ADR AMERICAS can restrict hiring to US Citizens when government contracts require us to do so. 8 U.S.C. § 1324b(a)(2)(C).

Additional Qualifications (Preferred):

• Bachelor’s degree in business or technical discipline; MBA desirable.
• Minimum five years of experience in Aerospace, Defense and Rail industries with a focus on Quality Engineering and Consulting Services.
• Proven history of success in sales and business development.
• In-depth knowledge of Aerospace Quality Engineering standards and practices (AS9100, Nadcap, etc.).
• Excellent communication, interpersonal, and negotiation skills.
• Ability to work independently and as part of a team.
• Experience with CRM applications (MS Dynamics 365 preferred).

BENEFITS:

• 12 days paid vacation first year, increasing with service years.
• 10 days paid sick time.
• 11 paid holidays.
• Healthcare insurance available: Medical, dental, vision, STD, LTD, critical illness, life insurance for self and dependents.
• 401k with match.

Company Overview

TRIGO ADR Americas is the leader in the Aerospace & Defense Industry providing global Supplier Delivery Assurance, Supplier Development and Quality Management Services. Trigo provides a fully integrated service solution to optimize Supplier performance through an embedded “boots on the ground” business model to drive systemic changes that enhance Supplier Quality and Supplier Delivery performance. We work as an extension of our Customers to build and maintain supplier and customer collaboration to ensure improved results and provide visibility throughout the supply chain. Trigo’s team of dedicated Delivery Assurance Specialists, Supplier Development Specialists, Supplier Quality Engineers and Program Managers support hundreds of Customers and are deployed to thousands of Suppliers worldwide focused on achieving On-Time and On-Quality Delivery results.

TRIGO ADR Americas is an Equal Opportunity Employer, including disabled and veterans, and may require US Citizenship for employment on certain defense contracts subject to ITAR restrictions. All qualified candidates will receive consideration. Except where otherwise provided by law, selection will be made without regard to, and there will be no discrimination because of race, religion, color, national origin, sex, political affiliations, marital status, non-disqualifying physical or mental disability, age, sexual orientation, gender identity, genetic information, membership or non-membership in an employee organization, or on the basis of personal favoritism or other non-merit factors.