Main Duties and Responsibilities:
- Develops credible customer/program-based market capture plans with specific objectives and milestones for the targeting and securing new work packages, primarily for Shimco, but also for other Avantus businesses where appropriate, from both existing and new aerospace customers based in the Canadian Region.
- Executes market capture plans by planning, conducting, and following up on customer visits as well as orchestrating marketing campaigns tailored for customers.
- Prepares and distributes monthly activity reports containing accurate and salient information on the status of key sales and marketing activities, including discussing successes, failures, opportunities, and progress against goals in achieving agreed market capture plans.
- Provides timely feedback on the market, as well as on competitor and customer intelligence.
- Works with the Business Development team/Commercial Director, VP BD & Marketing and President to define strategic priorities with respect to growth opportunities.
- Works as part of the sales & marketing team on strategic business development initiatives.
- Liaise with other Avantus businesses as appropriate, to prepare revenue line forecasts as part of the normal annual budgeting cycle, in addition to supporting any ad-hoc reforecasting exercises, ensuring these are consistent with higher level market capture plans.
- Projects, manages, and over-sees major bid responses for designated accounts, ensuring a uniform professionalism of response, conformance against RFQ stipulated requirements, risk assessment, and initial contract review (where relevant) as well as providing direction and applying judgement on bid pricing.
- Liaises with program managers, engineering and estimating teams within the Avantus businesses on all NPI projects, as required.
- Follows up/responds to customer queries and requests in a timely, diligent, and professional manner.
- Working closely with the SBUs, assists with the formulation of commercial pricing strategies for entrepreneurial growth and profit maximization.
- Supports the Avantus businesses, professionally and with gravitas, in negotiations with existing and potential new customers.
- Additional Duties, as assigned
Principle Accountabilities:
- To secure the opportunities necessary to achieve aggressive goals in revenue growth
- To grow market share/opportunities.
- To help increase RFQ pipeline and win rate
- To promote Shimco and the Avantus businesses in the Canadian Region
- To provide proposal guidance for bids
- To share market and customer intelligence
- To introduce structured market capture planning, and regular sales and marketing activity reporting
Requirements: Any combination of education and experience providing the required skill and knowledge for successful job performance will be considered. Typical qualifications would be:
- An understanding of the ways in which commercial/military aerospace OEMs and tier ones conduct business around bid management and related RFQs
- Experienced developing business strategies, action plans and executing and delivering results in the form of purchase orders, growth, and good customer relationships.
- Familiarity with KPIs and performance metrics to measure and monitor progress in achieving objectives
- Reasonable knowledge of basic aerospace engineering concepts and a good understanding of the manufacturing processes used to produce laminated material, and engineered details (Machined and Sheet Metal components)
- Familiarity with common aerospace approvals and the basic requirements of Quality Management Systems
- Responsive and driven, with a strong desire to achieve personal success and a keen sense of competitiveness
- Ability to manage changing priorities and ambiguity, while remaining calm, controlled, and professional
- Demonstrated ability to forge strong, trusting relationships with key customer contacts and mutually supportive relationships internally
- Well organized and used to domestic and international travel
- Must be articulate, charismatic, and possess good emotional intelligence to get the best out relationships with customer and colleagues
- Effective presentations and negotiation skills, analytical thinking
- Capable to analyze large amounts of data utilizing excel and other tools, calculating margins and establish pricing strategies.
Working Conditions:
- Remote base of Operations
- Up to 60% travel (air & auto); to various customer locations and to the Shimco’s facility in Cambridge Ontario
- High volume of public contact
- Work may include periods of high volume and tight deadlines
Pay: $110,000.00-$150,000.00 per year
Work Location: Hybrid remote in Cambridge, ON
