Mgr - Sales

About Oshkosh AeroTech, An Oshkosh Company. Oshkosh AeroTech is a leading provider of aviation ground support products, gate equipment and airport services to commercial airlines, airports, air-freight carriers, ground handling and military customers. They own many of the most trusted brands in the air transportation industry, including LEKTRO®, JetAire®, JetPower®, AmpTekÔ, Jetway®, and more.

Summary: Sell GSE to designated customers within the region, manage the business relationship with these accounts and develop successful sales strategies to grow Equipment and Customer Care business with assigned accounts. Be the Customers advocate within the company and strive to build on that relationship every day.

Essential Duties And Responsibilities:

• Have thorough knowledge of GSE product lines with understanding of competitive pricing and acceptable go to market strategies.
• Develops thorough understanding of GSE application on the ramp.
• Understand the GSE operational and maintenance requirements for assigned accounts and work to ensure those requirements are satisfied with GSE and Customer Care products.
• Develop and track weekly sales forecasts for individual customers using the SalesForce.com CRM system.
• Prepare and submit tenders.
• Understand and negotiate legal and financial terms and conditions.
• Frequently interacts with the Business Planning Team to provide customer updates, current factory production schedules, and provide input for “White Tail” inventory.
• Identify, develop, and maintain solid business relationships with key “influencers” within your assigned accounts.
• Create sales proposals and make customer product presentations as part of the selling process.
• Participates in Team reviews and general analysis of sales trends.
• Provides input to the Regional Director on specific customer sales activity, initiatives, and trends.
• Develops sales strategies for targeted accounts and ensures that business opportunities within the account are maximized.
• Assists Sales staff with building relationships with customers and cultivating accounts into long-term customer alliances.
• Keeps abreast of new products, specifications, and industry trends, competitor strengths and weaknesses and communicates new information to colleagues.
• Attends and assists in preparing for industry sponsored trade shows and seminars.
• Provides input and assistance to other internal functional areas including Quality, Customer Care, Engineering and Manufacturing to improve processes and customer satisfaction levels.
• Identifies process and system improvements for the department.
• Interfaces with other areas of the company to provide full support for the customer’s requirements.
• Maintains regular contact with customers on their requirements.
• Develops and implements visit schedule for key customers, and travels to customer sites as required to further the sale of GSE products and to resolve any outstanding customer issues.
• Ensures equipment ordered by the customer meets their final requirements.
• Assists other Sales Reps as needed for requests for information or help.
• Prepares regular developing, budgetary and outstanding activity reports; and obtains necessary customer paperwork to finalize order entry into the system.
• Other projects and responsibilities may be added at the company’s discretion.

Basic Qualifications:

• Bachelor’s degree with emphasis in business, marketing, or related field, MBA a plus.
• Minimum of three years relevant work experience OR a minimum of five years of experience in industrial sales.
• Understanding of capital equipment product sales and distribution preferred.
• Bilingual (German or French) capability a plus.
• Positive attitude: Capable of successfully supporting and influencing Team activities and customer expectations.
• Experience with Airline Ground Support Equipment, or Industrial Equipment an advantage, but not necessary.
• Excellent interpersonal, writing, and presentation skills in order to effectively communicate with internal and external customers.
• Strong PC skills in a MS Office environment.
• Ability to utilize consultative selling skills to assess personalities and feelings, understand customer decision-making styles and formulate a strategic sales plan.
• Ability to plan visits to customers and provide follow-up trip reporting will be required.
• Ability to work productively and cohesively in a diverse and multicultural environment.
• Prepared to travel over a number of days and have easy access to a major airport hub in Northern/Central Europe.