Aftermarket Sales & Proposal Lead

Fairbanks Morse, LLC; Walpole (NH); On-site; USD 95,000 - 130,000; Full time

Benefits offered by this job

Eligibility for an annual company base

A robust 401(k) with employer match

100% tuition reimbursement

Job summary

Bird-Johnson, a Fairbanks Morse Defense company, in Walpole, MA, seeks an Aftermarket Sales & Proposal Lead to translate complex customer needs into winning proposals. You will partner with a cross-functional team to shape strategic proposals exceeding requirements and margins.

The role demands knowledge of Fairbanks Morse Defense products, strong judgment, and the ability to navigate multi-step processes, with independent management of deadlines and relationships with key accounts.

Qualifications

• Bachelor's degree in business administration, management, technical degree, or equivalent experience preferred
• Five years of inside sales and/or supporting customer account growth experience required, preference given to those with government proposal or shipbuilding experience
• High degree of written and verbal communication, ability to handle multiple complex assignments simultaneously
• Experience using CRM and ERP systems required, SalesForce and Oracle desired
• Strong MS Office skills including Word, Excel, and Outlook
• Travel up to 10%, domestic (service centers and customer sites)
• This position requires access to NOFORN data; US citizenship proof required and no dual citizenship

Responsibilities

• Overseeing the successful execution of project proposals by keeping deliverables on-track; interpret specifications, analyze cost information, and develop proposals
• Use competitive intel, historical data, and team feedback to develop winning sales strategies that meet business objectives and mitigate risk
• Present sales strategy to cross-functional teams and leadership in Bid Review meeting
• Develop comprehensive proposal and present to customer; continue to follow-up with customer until order is secured
• Conduct project turnover meeting with Project Managers and Service Centers to ensure smooth project implementation and successful delivery of services
• Cultivate and sustain robust relationships with key accounts, acting as their primary point of contact for all inquiries, concerns, and escalation
• Manage daily business for customers including order fulfillment updates, delivery changes, and handling complaints; coordinate customer visits
• Collect and analyze customer data to meet objectives
• Review purchase orders for pricing, quality certificates, and compliance with quotes
• Contribute to sales forecasting through frequent customer communication about order probability and timeframes

Skills

Communication skills

Sales strategy

Analytical thinking

CRM experience

ERP experience

MS Office

Travel up to 10%

Education

Bachelor's degree in business administration or related

Tools

SalesForce

Oracle

Excel

Word

Outlook

Job description

Aftermarket Sales & Proposal (Capture Lead)

Bird-Johnson | A Fairbanks Morse Defense Company | Walpole, MA

Build winning proposals. Strengthen customer partnerships. Make your expertise count.

Bring your sales expertise, strategic thinking, and drive to win to Bird-Johnson, a Fairbanks Morse Defense company. Based in Walpole, Massachusetts, Bird-Johnson designs, manufactures, and supports marine propulsion systems, including controllable pitch propellers that help power naval and commercial vessels. In this role, you'll help customers keep these critical systems operating by developing aftermarket proposals and building lasting relationships.

Benefits

• Eligibility for an annual company performance-based bonus
• A robust 401(k) with up to a 6% employer match
• 100% tuition reimbursement to support your continued growth

Summary

As the Aftermarket Sales & Proposal (Capture Lead), you will turn complex customer needs into compelling proposals and winning sales strategies. Supporting assigned customer accounts, you will partner with a cross-functional team to shape strategic proposals that exceed customer requirements and meet corporate capture and margin targets.

This highly collaborative, highly visible role calls for broad knowledge of Fairbanks Morse Defense products and systems, sound judgment, and the ability to navigate complex, multi-step processes. You will work independently across a full range of responsibilities, analyze challenges of diverse scope, and develop solutions while managing demanding deadlines. If you thrive on building relationships, solving problems, and bringing teams together to win business, this is an opportunity to make an impact.

Principle Duties and Responsibilities

• Responsible for overseeing the successful execution of project proposals by keeping project deliverables on-track - will require the ability to interpret specifications, analyze cost information, and develop proposals
• Use competitive intel, historical data, and team member feedback to develop winning sales strategies that meet business objectives and mitigate risk
• Present sales strategy to cross-functional teams and leadership in Bid Review meeting
• Develop comprehensive proposal and present to customer; continue to follow-up with customer until order is secured
• Conduct project turnover meeting with Project Managers and Service Centers to ensure smooth project implementation and successful delivery of services
• Cultivate and sustain robust relationships with key accounts, acting as their primary point of contact for all inquiries, concerns, and escalation
• Manage daily business for customers including but not limited to:
  • Respond to customer inquiries for updates on order fulfillment
  • Provide updates on order delivery changes
  • Acknowledging and resolving customer complaints
  • Take lead role in customer-related activities, including assisting in the coordination of customer visits, at both customer site and factory visits
  • Lead and/or participate in recurring virtual meetings
• Collect and analyze customer data as required to meet objectives
• Review purchase orders and ensure pricing, quality certificates, and compliance requirements are consistent with quotes
• Contribute to sales forecasting efforts through frequent communication with customers about order probability and timeframes

Qualifications and Educational Requirements

• Bachelor's degree in business administration, management, technical degree, or equivalent experience preferred
• Five years of inside sales and/or supporting customer account growth experience required, preference given to those with government proposal or shipbuilding experience
• High degree of written and verbal communication, ability to handle multiple complex assignments simultaneously
• Excellent problem-solving and analytical skills, with the ability to identify and address client needs effectively
• Ability to understand and execute on complex processes
• Strong attention to detail
• Service minded and proactive day-to-day with the ability to work independently, and support both internal and external customers and teams
• Experience using CRM and ERP systems required, SalesForce and Oracle desired
• Strong MS Office skills including Word, Excel, and Outlook
• Proficient with advanced excel (VLOOKUP's)
• Maintain updated knowledge of company products and services
• Excellent technical and analytic aptitude
• Basic understanding of propulsion systems including controllable pitch propellers and waterjets
• Travel up to 10%, domestic (service centers and customer sites)
• This position requires access or potential access to Unclassified Naval Nuclear Propulsion Information, which is Not Releasable to Foreign Nationals (NOFORN) data. Therefore, to meet NOFORN requirement, you will have to provide proof of US Citizenship and attest that you do not have dual citizenship. Acceptable proof of US Citizenship is a US Passport, US Birth Certificate or Naturalization Certificate.