VP, Commercial Aerospace
At Arconic

Date Posted: 3/17/2017

Job Description

This position is responsible and accountable for Global Aerospace Engine Sales for Arconic Power and Propulsion (APP), as well as new product introduction and new business development with expected short term growth objectives to increase revenue to greater than ~$1.2 billion at 30+% EBITDA.

The primary purpose of this role is to maintain the current customer base and generate revenue and growth – aerospace engine Airfoils and Structures. Reporting to the VP Commercial for Alcoa Power and Propulsion, this position is accountable for overseeing and the execution of sales, supporting commercialization of new technology and new business development. The successful candidate will lead and drive the organization to deliver on aggressive revenue targets and ensure he/she is familiar with all aspects of business to drive the achievements of the revenue and earnings targets, such as building customer relationships, negotiating, contract management, providing market information, supporting market/business strategy, executing pricing strategy, supporting new product development, business development & lobbying, customer satisfaction, branding, etc. In addition, the successful candidate will have demonstrated experience in leading and developing a Sales Team across multiple regions and operating locations. The location for this position is flexible, however the candidate must either be a commutable distance to one of our casting facilities (Whitehall, MI; LaPorte, IN; Dover, NJ; Wichita Falls, TX or Hampton, VA) or live close to a major airport due to travel requirements for the role (which will be approximately 50-75% of the time).

  • Ensure that the APP Aero commercial team develops the products and revenue pipeline including lead tracking, opportunity identification, commercial forecasts with input from sales, value propositions, addressing customer questions and managing product related reporting through standard Alcoa systems.
  • Develop strong relationships with targeted customers and position Alcoa as a preferred provider. This includes market segmentation, customer relationship management in support of sales, and product positioning.
  • Manage the Presales Team as they evaluate RFQs for whether we can make it, where we should make it, how much it will cost, and how it should be priced.
  • Manage the APP Aerospace Engine sales team in North America, UK, and Asia where applicable
  • Interface with APP NA & EU Regional sales teams
  • Proactively educate the customer base on Arconic product offerings and consolidate competitor and market related intelligence gathered from various sources (including field sales) to the APP Commercial team.
  • Product related reporting and integrated plans
  • Commercial Forecasting
  • Contract Analysis and Pricing Support
  • Product and competitor intelligence
  • Responsibility for Prices quoted in spot opportunities and contracts
  • Develop the product growth pipeline and coordinate revenue sales plan goals
  • Support new product development and introduction working closely with the APP Lead Team
  • Develop the product growth pipeline and coordinate revenue sales plan goals
  • Ensure alignment with all operational locations within APP
  • Develop, implement and lead APP Aero growth strategy
  • Develop and maintain a strong Marketing driven approach for new product identification and pricing/negotiation strategy
  • Lead the strategy in key contract pricing and terms negotiations
  • Responsible for closing contracts
  • Develop and maintain key customer relationships to enhance opportunities for future growth
  • Maintain strong relationships and communication with Plant Managers at all APP Aero facilities
  • Ensuare a Strucutral technology roadmap is in place to enhance the technical and commercial position for Structural castings.
  • Lead people management initiatives for the APP Aero Commercial team including Global Voices, Succession Planning and supporting Diversity/Inclusion efforts.


Basic Qualifications

  • Bachelor's Degree from an accredited institution
  • Minimum 10 years of sales management experience
  • Minimum 5 years of international sales experience
  • This position is subject to the International Traffic in Arms Regulations (ITAR) which requires U.S. person status. ITAR defines U.S. person as an U.S. Citizen, U.S. Permanent Resident (i.e. 'Green Card Holder'), Political Asylee, or Refugee


Preferred Qualifications

  • MBA from an accredited institution
  • Bachelor's Degree in Engineering or technical field from an accredited institution
  • Strong leadership skills and strategic perspective
  • Preferred 10+ years working experience in the Aerospace/Defense market
  • Proven capability to work cross functionally in a matrix organization
  • Structural casting market knowledge across a broad range of products and applications
  • Strong negotiation and customer management skills
  • Strong communication and presentation skills
  • Competence and understanding of investment casting process across titanium, aluminum and super-alloy
  • 50+% travel as required
  • Executive presence, both internally and externally
  • 5+ years of demonstrated sales contract execution (price/share, Terms and Conditions)
  • The location for this position is flexible, however the candidate must either be a commutable distance to one of our casting facilities (Whitehall, MI; LaPorte, IN; Dover, NJ; Wichita Falls, TX or Hampton, VA) or live close to a major airport due to travel requirements for the role (which will be approximately 50-75% of the time).

Job Snapshot
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Employee Type:
Full-Time

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Location:
Dover, NJ

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Job Type:
Sales

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Experience:
At least 10 year(s)

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Date Posted:
3/17/2017


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