MRO Sales Director - TAT Technologies Ltd

Background

Established in 1969, TAT Technologies (“TAT”) is a fast-growing provider of aerospace thermal management, power and actuation products and repair services.  TAT is a strategic global partner to leading players in the aerospace industry and specializes in providing innovative commercial, defense, OEM and MRO solutions.  Our experience, flexibility, and commitment to meeting customer’s requirements have positioned us to be a trusted partner to some of the world’s leading aircraft manufacturers, OEM’s, airlines, MRO’s, air forces and defense organizations.  TAT employs more than 600 employees’ worldwide, with facilities in the US and Israel.

TAT Technologies is well poised to capture the significant growth opportunities in the aerospace market based on our reputation for customer intimacy and differentiated service offerings.  We have positioned the company for aggressive market expansion in 2024 and beyond through the support of visionary leadership while executing the critical fundamentals required for the planned trajectory. We are now looking for experienced and motivated sales team members who are ready to be part of the winning formula for success!

Main Responsibilities

TAT Technologies is promoting this outstanding opportunity for the ideal candidate to use their unique skills to accelerate our commercial MRO customer base and win rates within our key and targeted Airlines in the Americas.  

As the sales leader, you will use your foundation of sales and relationship building skills experiences combined with TAT’s proactive account process to establish and accelerate strategic relationships within the leading airlines and aircraft leasing companies’ management and senior decision makers. You will identify, foster, and secure the opportunities within our Key and Targeted customers promoting our industry leading MRO services in the APU, Thermal Management, and Landing Gear product lines.

This position is open in Charlotte, NC USA or selected remote based locations for the ideal candidate and reports to the VP of MRO Sales.  Main responsibilities include:

• Growing our pipeline to allow us to double our MRO business within a 2-year timeframe, with a specific focus on understanding the metrics and delivering on revenue and margin targets for short term and long-term opportunities.
• Develop and execute a defined and structured sales/business plan to penetrate Key and Targeted Airlines resulting in significant market growth and expansion of revenue and margin results within committed timelines.
• Update salesforce and other internal tracking processes daily to ensure sales deliverables are delivered on schedule to support group commitments with a high level of personal accountability to your individual results.
• Create required internal approval presentations and external bid packages for the overall sales processes utilizing exceptional understandings of business acumen and market knowledge while closely coordinating with finance, production sites and other key departments.
• Sell across our diverse product portfolio with an emphasis on clear and articulate value propositions to address current market dynamics and competitive intelligence while communicating trends monthly on sales operating review.  
• Identify and develop lasting relationships within the leadership teams, decision makers and key employees of the assigned customer accounts and ensure contact lists in salesforce are updated on at a minimum a quarterly basis.
• Drive the end-to-end pursuit process with a winning mentality ensuring obstacles are identified early and overcome to ensure deals are closed on time with maximum value to the customer while achieving assigned self and company metrics.
• Execute TAT's Proactive Account Management sales process daily and ensure key customer needs and customer service expectations are managed across the TAT Technologies organization thru close communication and influence with Key Account Managers and Customer Support Representatives.
• Develop persuasive, well-organized, factually correct, and informative proposals in response to customer requests with a high degree of attention to both business and commercial acumens required for success.
• Maintain an updated, relevant and accurate database of the accounts and pursuits in Salesforce on a daily basis and be able to articulate status clearly to all management levels up to and including “C” suite on the sales monthly operating review.
• Effectively utilize tools such as PowerPoint and Excel daily to develop clear and convincing value propositions internally and externally with specific attention to understanding the financial build up of respective deal structures prior to submitting recommendations to TAT Technologies leadership teams.

Requirements

Professional Experience/ Qualifications

MINIMUM QUALIFICATIONS

• Prior Experience: Minimum 10 years’ experience in commercial aftermarket sales, with recent 5 years’ experience selling direct to airline customers at or above a sales manager level (time in role experience).
• Managing Sales Processes: Documented ability holding an accountable sales manager role managing multiple sales pursuits in an aggressive timeline environment for a minimum 5-year period (ability to multi-task and meet deadlines).
• Able to provide specific examples of where self was personally accountable for end-to-end sales process with ability to highlight how applicants’ attention to manage program management timelines and self-accountability affected the quality of the output and ultimate deal closure (ability to drive home the wins).

·       Proven ability to relate examples where excellent verbal and written communication skills were exercised for both internal stakeholders and external customers to achieve results across various cultures for a minimum of 5 years (highly effective and influential communicator).

• Demonstrated capability where the applicant has utilized high levels of business and financial acumen that were required to compose complex commercial sales proposals from strategic definition through approval to submit to customer and negotiate final terms for at least a 5-year period as accountable sales leader (ability to understand and apply financial and commercial data to grow results).
• Strong capability with MS Word, PowerPoint and Excel and CRM toolsets to manage end to end sales processes for a minimum 10-year period (able to use tools for consistency and accuracy of information).
• Must be able to operate and solve problems and overcome challenges in situations where ambiguity and conflicting priorities may exist (mature problem solver and effective influencer).
• Unwavering commitment to operate in a highly compliant, diverse and inclusive atmosphere as a role model and employee.

PREFERRED SKILLS

• 5 years in a sales role with multi-region assignments outside of the United States
• Ability to speak foreign languages (non-US)
• 3 years managing other salesperson, sales support team or other individual contributors.
• A&P license or other technical background to easily adept to understand product lines for critical discussions with internal supply chain and external customers.
• Prior experience working at an airline in a technical, purchasing, or supply chain role.
• Familiarity with FAR’s in respect to basic 14CFR FAR145 and Designated Engineering Representative (DER) processes

Critical Personality characteristics for success in the position

• Possess unwavering levels of high Integrity, not afraid to do the right thing even if it may mean losing a deal.
•   High energy – dynamic and fast-moving individual and seen as an example of work ethic for others to follow.
• Self-Aware and owns self’ accountability– actively looking for continuous improvement opportunities, self-reflective on owns performance and finds ways to fix problems rather than blame challenges on the surrounding environment.
• Develops strong personal operating system.  Initiates and follows though across multiple departments and at all customer levels to drive successful attainment of personal and company goals.
• High performer who focuses on results, customer centric and gets self-gratification from success.
• Inspirational and engaging team member – Sets examples for others to follow, is friendly and professional and builds team consistency and effectiveness thru their mannerisms and respect with others.

Benefits

TAT Technologies is dedicated to providing an inclusive, fun, and unique workplace. We believe in acknowledging and appreciating the value of our team members. One way we value our team is by providing a comprehensive and expansive benefits offering to include Major Medical, Dental, Vision, Life, 401K with company matching, STD, LTD, accidental coverages, EAP, and more.