Sales Manager

Essential Functions

Identifies and develops new business opportunities with existing and new customers.

Develops and manages basic account plans (current business level, key contacts, areas of opportunity).

Develops and maintains multi-level customer relationships; responsible for meeting price, margin and growth targets with assigned accounts.

Provides input regarding customer needs to the demand forecasting process.

Accountable for forecasting revenue for profit plan, LRP and quarterly forecast freeze.

Accountable to overcome shortfalls to revenue forecast.

Leads account reviews (internal and external) regarding customer relationship management, SQDRC scorecards, forecast, margin maintenance, creates awareness of potential business risks.

Leads cross-functional teams through development and approval of proposals, including presentation to customer.

Establishes proposal pricing strategies and cost targets.

Supports the negotiation strategy for initial and renewal/extension contracts, agreements, terms and conditions in close collaboration with Contract Operations Managers.

Supports PMO to ensure successful execution of new product introduction programs.

Responsible for negotiating business agreement/terms sheet; working closely with Contracts Administration on remaining terms (eg - standard terms and conditions) of contract.

Other Functions

Attends industry conferences and tradeshows.

May identify and hand-off potential sales opportunities with other Woodward business units.

Supports the escalation as appropriate, of account receivable issues within customers.

Knowledge/Skills/Abilities

Product Knowledge - Aware of the performance and functional specifications relevant to WWD products; Aware of product and platform planning and portfolio management; Basic understanding of common manufacturing and repair processes - such as casting, machining, special finishes, inspection and test; Ability to identify the product design features, development and certification approaches that impact cost; Understands the importance of product change control and configuration management.

Market Knowledge - Maintains basic understanding of the uses and operation of Woodward product; Aware of the OEMs in the industry and the products they currently produce and produced in the past; Aware of the Maintenance, Repair & Overhaul providers, the tasks performed and contract structures in the industry; Knows which industry platforms and applications are supplied by competitors vs. WWD.

Strategy Development - Aware of what drove historical or what will drive demand for Legacy and/or new NPI products; Identifies industry trends that motivate customers to procure adjacent products from WWD.

Proposal Development - Knows which WWD functional department is best suited to review and respond to each element of the customer RFQ; Allocate portions of the target price to each part of the WWD product cost estimate; Understands the elements of the SWOT analysis; Aware of WWDs standard terms & conditions; Understands the market forces that affect the long term stability and attractiveness of a given market segment.

Sales Fundamentals - Can explain the mission and responsibilities of each function on the customers organization chart; Identifies the type of customers and applications that fit WWD fields of play; Describes the scope, deliverables and risks expected from each channel to market; Describes a customer s implicit and explicit needs; Connects customer needs to possible solutions; Anticipates and addresses customer deal tactics. Summarizes possible WWD responses to current and potential negotiation requests and considerations by the customer; Creates a clear business reason and clear objective for each sales call.

Marketing Fundamentals - Identifies the product features and performance that drive value for the customer; Defines total amount customer currently spends on a given product/service for legacy, existing or similar programs; Explains the connection between historical demand levels and Market Indicators; Can describe the attributes of a competitor necessary to understand their relative strengths and weaknesses.

Education or Formal Training

Bachelors Degree in Arts/Sciences (BA/BS)

Technical or business discipline, preferred

Equivalent experience and Knowledge, Skills and Abilities, required

Experience

2-5 years

Extensive Woodward product knowledge and demonstrated ability to interface with customers, required

2 Years experience in dealing with Fertilizers, Refineries, Cement, Sugar & Chemical plants

Travel Requirements

Travel to customer site as needed.