Group Key Account Manager Northrop Grumman / Sikorsky

Parker Hannifin Corporation; Cleveland (OH); On-site; USD 110,000 - 180,000; Full time

Job summary

Parker Aerospace, a segment of Parker Hannifin Corporation, is seeking a Group Key Account Manager for NG/Sikorsky with global responsibilities. The role leads business development and account management across multiple sites, coordinating technical and business discussions with customers, suppliers and internal groups.

Ideal candidate has extensive experience in technical sales or marketing, plus program management, and can travel as needed to key locations in support of large program

Qualifications

• Bachelor's degree in Marketing, Engineering, or a related field; MBA preferred.
• 7+ years in technical sales or marketing with 5+ years in high-level program management and major revenue responsibility.
• Comprehensive knowledge of products, technologies, regulations and policies for airline, military or OEM customers.
• Understanding of contractual terms and financial modeling; proficient in standard business apps.

Responsibilities

• Develops and maintains customer relationships and informs customers of progress and intentions.
• Defines strategies for new business development, pricing and proposals; analyzes opportunities.
• Coordinates meetings, prepares management presentations on market planning and products.
• Provides on-site customer support and resolves crises or objections; ensures compliance with regulations.

Skills

Technical sales

Marketing

Program management

Customer relationships

Education

Bachelor's degree in Marketing, Engineering, or a related field

MBA preferred

Job description

Position Summary

Group Key Account Manager - NG/Sikorsky

Group Marketing Statement

At Parker Aerospace, we develop technologies and innovative solutions that enable reliable, efficient and increasingly sustainable flight for the lifecycle of the aircraft, including aftermarket support. Our passionate people with deep engineering expertise, together with our breadth of differentiated technologies, ensure that we make the extraordinary happen and continue to shape the future of aviation in partnership with our customers.

As a member of our team, you are instrumental in fulfilling our mission: 'Enabling Engineering Breakthroughs that Lead to a Better Tomorrow.' Pursuing a career at Parker presents unlimited opportunities for both professional and personal development. Working with some of the most brilliant minds in the industry, your contributions will be pivotal in developing innovative technologies and products, significantly contributing to Parker's goal of addressing the world's most pressing engineering challenges. At Parker, our team members belong, matter and make a difference.

Position Summary

The Northrop Grumman/Sikorsky Key Account Manager (KAM) will provide leadership to achieve business development success and account management. The primary Northrop Grumman Corp (NGC) location will be Melbourne, FL, but will also include the El Segundo and Palmdale, CA locations as needed. The primary location for Sikorsky will be Stratford, CT but will also include the LMCO Rotary Missions business in Owego, NY and West Palm Beach, FL.

Essential Functions:

• Develops sound, long-term customer relationships by providing accurate and timely information to the customer about the division's progress and intentions. Follows up on action items and provides feedback to Parker.


• Develops and maintains industry contacts at the marketing management level (e.g. suppliers, customers, competitors). Takes appropriate steps to protect and safeguard Parker intellectual property.


• Informs the Group and Divisions of customer's progress and intentions by obtaining information on their behalf and defining the business needs and environment to best position Parker for profitable growth.


• Defines and pursues new business development strategies and opportunities by researching the types of business to pursue, likely competition, pricing strategy and assisting with proposal preparation. Analyzes program viability and basic business opportunities for Parker divisions. Recommends general and specific courses of action.


• Coordinates technical and business meetings to facilitate the exchange of information with customers, groups, and divisions. Determines strategies for meetings and levels of management to be included.


• Prepares and gives presentations to management on matters concerning market planning and analysis, product selection, changing business environment, technology and innovation at key customers, competitors, or market segment. Recommends research and development products or processes.


• Provides direction to Group and Divisions related to future business and engineering trends by maintaining knowledge of aerospace and the customer to ascertain where future business and engineering attention will be focused.


• Provides on-site customer support for Parker products and systems as problems or issues occur. Diffuses potential points of contention and overcomes objections. Identifies and facilitates quick disposition of crises related to misunderstandings, missed commitments, and field problems.


• Complies with federal, state, and aerospace industry regulations by studying existing and new legislation, enforcing adherence to requirements, and advising management on needed actions (e.g. export compliance; protection of intellectual property).


• Maintains professional and technical knowledge by attending seminars, reviewing professional publications, establishing networks, and/or participating in professional associations.


• Trains and mentors less experienced business development employees. May provide leadership to others on their team or to ad-hoc teams. Serves as functional expert.

Qualifications:

• Bachelor's degree in Marketing, Engineering, or a related field. MBA preferred.


• Seven or more years of increasingly responsible experience in technical sales or marketing, including five or more years of high-level program management and established contacts, with major revenue or scope of responsibility.


• Comprehensive knowledge of a broad range of company products, technologies, regulations, and policies related to marketing and customer support for airline, military or OEM customers.


• Through knowledge and understanding of contractual terms and financial modeling (e.g. proposal evaluation).


• Thorough knowledge of program management and business processes and procedures, including technical and business proposal development. Proficient in the use of standard business applications software and specialized marketing programs.


• Ability to respond to significant inquiries or complaints from customers, regulatory agencies, or members of the business community.


• Effectively communicates and influences decisions at all levels of internal and external management and customers.


• Overnight, long distance travel may be required.

Conditions of Employment

This position is subject to meeting U.S. export compliance and/or U.S. Government contracting citizenship eligibility requirements.

Equal Employment Opportunity

Parker is an Equal Opportunity and affirmative action employer. Parker is committed to ensuring equal employment opportunities for all job applicants and employees. Employment decisions are based upon job related reasons regardless of race, ethnicity, color, religion, sex, sexual orientation, age, national origin, disability, gender identity, genetic information, veteran status, or any other status protected by law. However, U.S. citizenship, permanent residency or other appropriate status is required for certain positions, in accord with U.S. import & export regulations. ("Minority / Female / Disability / Veteran / VEVRAA Federal Contractor")

If you would like more information about Equal Employment Opportunity as an applicant under the law, please go to Employees & Job Applicants | U.S. Equal Employment Opportunity Commission