Sales Manager- Contracts

Safran S.A.; Irvine (CA); On-site; USD 140,000 - 190,000; Full time

Job summary

Safran S.A. is seeking a Contract-Sales Manager in Irvine, CA, to bridge Sales and Program teams and drive comprehensive commercial offers.

The role focuses on negotiating offers, aligning contracts with strategy, and ensuring execution in compliance with commercial policy. Responsibilities include strategic bid evaluations, development of offers for RFQs/RFPs, and driving profitability while identifying upsell opportunities.

Qualifications

• Bachelor's degree in aerospace/related field or business/marketing.
• 10+ years as a Sales Manager in aerospace/defense.
• Knowledge of contracting in commercial and military aerospace.

Responsibilities

• Conduct strategic Bid-No Bid evaluations to assess contract viability and alignment.
• Oversee development and delivery of commercial offers for RFIs/RFPs.
• Ensure profitability and policy compliance by adhering to commercial policies.
• Highlight product strengths and negotiate contracts and amendments for better terms.
• Oversee contract implementation, using feedback to refine processes and mitigate risks.
• Collaborate across departments to prepare and validate offers.
• Develop action plans for complex offers and contracts.
• Influence commercial policy and support business development efforts.
• Coordinate with Customer Service and Program teams to manage orders within budget.
• Implement pricing strategies to drive organic revenue growth and upsell opportunities.
• Identify and maximize upsell/cross-sell opportunities within existing relationships.

Skills

Strategic Bid-No Bid evaluation

Commercial negotiation

Pricing strategy

Contract management

Sales leadership

Cross-functional collaboration

Education

Bachelor's Degree in Aerospace/Mechanical/Electrical Eng, Business or related field

Tools

Microsoft Office

Job description

The Contract-Sales Manager serves as a critical link between the Sales Department and Program Teams to ensure the seamless integration of sales functions. This role involves developing and writing comprehensive commercial offers, negotiating them to meet customer needs and choices. The manager conducts and adapts contractual negotiations aligned with the commercial strategy and policy. Additionally, the manager oversees contract execution, ensuring compliance with all terms and effectively managing developments. The position requires implementing the Avionics GBU's commercial policy, aimed at achieving both economic objectives, such as order intake and revenue and strategic goals, including win rates.

Essential Job Functions

• Conduct strategic Bid-No Bid evaluations to assess the viability and strategic alignment of potential contracts, ensuring informed decision-making to maximize resource allocation and capture opportunities.
• Oversee the development and delivery of commercial offers, whether unsolicited or in response to RFPs, ensuring they are competitive, comprehensive, and in line with customer expectations.
• Ensure the financial success of business plan profitability and policy compliance by adhering to established commercial policies, promoting sustainable growth and alignment with corporate goals.
• Highlight product strengths and benefits to enhance perceived value and skillfully negotiate contracts and amendments to optimize terms and drive business success.
• Oversee contract implementation closely, using detailed feedback to refine processes, mitigate risks, and improve performance and customer satisfaction.
• Collaborate across departments to prepare and validate offers.
• Develop action plans for complex offers and contracts.
• Influence commercial policy and support business development efforts.
• Coordinate with Customer Service and Program teams to manage orders and contracts in line with budgetary objectives.
• Implement strategies for organic revenue growth through strategic pricing adjustments, contract amendments, and upselling opportunities.
• Identify and maximize upsell or cross-sell opportunities within existing customer relationships.
• Regularly assess and adjust pricing strategies to leverage market conditions.
• Act as the primary commercial contact for customers, negotiating contractual terms and addressing customer concerns.
• Collaborate on developing corrective plans to resolve customer issues effectively.
• Analyze essential metrics like order volume and unpaid invoices thoroughly, implementing strategic actions to enhance performance and resolve discrepancies effectively.

Education/Experience

• Bachelor's Degree from an accredited course of study in Aerospace, Mechanical, Electrical Engineering, Business Administration, Marketing, or related field.
• 10+ years of experience as a Sales Manager in the aeronautical, space and defense industry.

Knowledge, Skills, and Abilities

• Knowledge of contracting in the commercial and military aerospace field
• Strong knowledge of the Original Equipment Manufacturer (OEM) environment
• Cost estimating relationships, elements of cost and price and proposals
• Strong negotiation skills, including contractual negotiations
• Creating and implementing business plans, terms and conditions
• Creating and executing sales strategies
• Creating and presenting sales proposals
• Proficiency with Microsoft Office

Leadership Skills / Management Skills / Personal Skills

• Creative problem-solving skills
• Strong attention to detail with good accuracy
• Adaptability in a fast paced and complex organization
• Organizational skills
• Change agent
• Communication skills and active listening, ability to interact effectively with all levels of management
• Ability to manage and solve conflicts
• Ability to analyze and synthesize
• Customer oriented
• Integrity
• Quality Control Analysis
• Time Management
• Critical Thinking