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National Sales Manager

The Aerospace Business Unit of Sensata Technologies is seeking a North American Sales Manager to provide leadership, direction and oversight for the Sensata products sold to Aerospace and Defense customers in the US and Canada. The position is based in Attleboro, MA. The responsibilities include providing direction to our US based Sales Managers and to provide a strategic focus on delivering top sales performance exceeding the goals for North American region product growth. This position requires a high focus on understanding and reporting on the Sales Strategy for Aerospace and Defense in North America.
In addition to the Sales Management aspect of this role, the Attleboro based NA Sales Manager will be responsible for facilitating overall business growth for the Precision products through the coordination of activities with all outside sales personnel. This will include price management support, lead pre-qualification, quote follow-up, backlog reviews, customer relations initiatives, participation in business reviews, engineering coordination, CRM management & leadership, and any other task directly related to supporting the Precision product lines and ensuring a high level of customer satisfaction.
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+ Responsible for achieving the North American Bookings and Net Revenue goals for Sensata Aerospace. Work with North American based RSMs to exceed their individual bookings and net revenue goals as well as maximizing profit and growth objectives for the Aerospace business.
+ Communicate market trends, competitive info, new opportunities and the voice of the customer to the management team.
+ Engage with customers to ensure Sensata is maximizing value-add, additional system content, and new product development opportunities. Assimilate the collective inputs and communicate them to the Product Management team.
+ Develop and implement sales strategy for the North American team for Sensata Aerospace products. Gather details and clearly articulate the path to growth on a monthly basis for the company.
+ Conduct and participate in sales calls, training sessions and presentations to ensure the North American team is well equipped to exceed goals.
+ Work with cross functional global teams in product management, account management, customer support and strategic marketing to define and implement specific value propositions for customers based on value selling.
+ Work with team to develop and execute on insightful and action oriented business plans utilizing marketing and financial tools to communicate roadmap for sustained differentiation and growth.
+ Leverage current portfolio of products and services that is aligned with the segment and business strategies to drive growth.
+ Initiate product revenue growth strategies including product family positioning, market and competitive analysis, market segmentation and market penetration.
+ Responsible for providing forecasting inputs and updates based on the collective voice of the customer for the Sensata products.
+ Perform insightful competitor analysis and tactical action plans to gain market share, or defend base business.
+ Develop detailed customer proposals/quotations.
+ Develop and execute on pricing strategies consistent with product positioning.
+ Cross sell products from the product categories other than Aerospace.
+ Work within Salesforce.com to communicate to the entire Aerospace community.
+ Be cognizant and comply with all requirements of the US Export compliance laws.
+ Support and assist in the development of the overall sales process for assigned business products to drive growth and promote commercial excellence
+ Working within established levels of authority, negotiate and execute competitive price quotations for customer accounts, either directly or in coordination with field sales personnel depending on the specific case
+ Directly manage sales leads, including pre-qualification, ensuring timely follow-up either directly or by sales personnel, and ensure CRM listings for assigned products are up-to date in coordination with the field sales staff
+ Support development of territory sales plans with in-depth focus on each customer and their commercial activities in close cooperation with field Sales Managers and Product Managers
+ Manage the major OEMs, work with the sales team to manage the current business, be proactive in generating quotes and communicating to the customer to insure continuous relationship building
+ Support development of forecasts in close coordination with Sales Managers and Product Managers
+ Assume CRM ownership for assigned products, ensuring comprehensive and accurate recording of customer information, communications, documentation and Account & Opportunity records working in coordination with the Sales Managers
+ Develop and maintain product CRM dashboards, as needed
+ Maintain a high level of customer satisfaction through in-depth knowledge of assigned products, customer's organization and applications, providing timely communication and follow up. Pro-actively seek mitigation of situations where there is risk for customer dissatisfaction.
+ Provide feedback to appropriate assigned Regional & Key Account Sales Managers and Sales Representatives on trends, leads, volume of activity, etc.
+ Ensure that field sales personnel aggressively pursue new business opportunities through closure, including frequent CRM updates
+ Participate in business reviews with Sales Representatives and Channel Partners, as needed
+ Work closely with Engineering to ensure the customer?s needs are conveyed and the resulting product is developed
+ Direct follow-up with Sales Managers on all quotes for assigned products through closure and updating CRM accordingly
+ Contributes to the continuous improvement of processes and best practices to drive efficiency and commercial excellence Requirements:
+ B.S. in Engineering
+ MBA preferred
+ A minimum of 10 years of experience in Aerospace & Defense markets required
+ Must have an understanding of the Aerospace Aftermarket; familiarity with the FAA, PMA, Sales direct to Operators/Airlines, MRO, Aerospace Distributors
+ A ?hunter? a hands-on individual with a tenacious focus on teaching the art of identifying and closing new business opportunities to a motivated team.
+ An individual with a strong balance of curiosity, strategic thinking and creativity leverage these strengths to comprehend our products & competencies and understand our customers? applications & requirements and assimilate these inputs to deliver viable growth opportunities
+ Strong leadership skills with an appreciation for working in a global matrix organization
+ Excellence in critical thinking and decision making, strategic growth tool usage a plus
+ Strong market, financial and business acumen; ability to evaluate new business opportunities and measure risks
+ Strong negotiation, cognitive, analytical skills
+ Position requires approximately 30-40% travel to customer locations.
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Our employees are the reason we have been successful in the past and the reason we will be successful in the future. Employees? skills, talents and work ethic have defined the business and will shape our collective future.
# Our Vision is to be:
+ A world leader and early innovator in mission-critical sensors and electrical protection
+ Satisfying the world?s growing need for safety, energy efficiency and a clean environment
+ A partner, employer, and neighbor of choice.
NOTE: If you are a current Sensata employee (or one of our Affiliates), please back out of this application and log into Workday via the Company Intranet to apply directly. Type FIND JOBS in the Workday search bar.
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Sensata Technologies is one of the world's leading suppliers of sensing, electrical protection, control and power management solutions. Sensata's products improve safety, efficiency and comfort for millions of people every day in automotive, appliance, aircraft, industrial, military, heavy vehicle, heating, air-conditioning and ventilation, data, telecommunications, recreational vehicle and marine applications.
We are a rapidly growing company with $3 billion in annual revenues, operations and business centers in 13 countries and more than 20,000 employees worldwide, including 900 people in mostly engineering, business development and corporate support roles at our U.S. headquarters in Attleboro, MA.
We pride ourselves on being a leading global company with strong, local decision making and innovative complex products that make a real difference. We have a reputation for unwavering integrity and offer global exposure to world-class talent and significant personal growth and development opportunities.
# Note to applicants for positions in the United States:
+ Sensata is an Equal Employment Opportunity (EEO) / Affirmative Action (AA) /Minorities/Females/Protected Veterans/Disabled Employer.
+ Sensata uses E-Verify to confirm the employment eligibility of all newly hired employees.


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