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Vice President, Sales and Marketing in Waco, TX at Arconic

Date Posted: 5/11/2019

Job Snapshot

Job Description

Arconic Fastening Systems is looking for a Vice President of Sales and Marketing.  The VP of Sales and Marketing will responsible for the development, execution and management of worldwide sales, marketing and product management strategies for Arconic Fastening Systems’ Industrial Products.  Requires interfacing with senior-level representatives of major customers to maintain and improve market share.  Recruit, motivate, and retain an effective marketing, sales, and product management team.  Manages global revenues.  Manages 132 team members located in North America, Brazil, Europe, India, Japan, China and Australia.  This position reports directly to the VP/GM of Industrial Products and works closely with the Global Director of Customer Supply Chain to ensure alignment and implementation of strategies to deliver revenue, profit and customer service levels.  
Arconic (NYSE: ARNC) creates breakthrough products that shape industries. Working in close partnership with our customers, we solve complex engineering challenges to transform the way we fly, drive, build and power. Through the ingenuity of our people and cutting-edge advanced manufacturing techniques, we deliver these products at a quality and efficiency that ensure customer success and shareholder value.  Arconic Fastening Systems, a business unit of Arconic, holds the number one global position in aerospace fastening systems, and we’re the North American leader in commercial transportation fasteners.  Our high-tech, multi-material fastening systems are found nose to tail on aircraft and aero engines.  Our products are also critical components of industrial gas turbines, automobiles, commercial transportation vehicles, and construction and industrial equipment.  Headquartered in Torrance, CA; AFS employs over 6,000 people in 11 countries at 31 locations.
Specific Responsibilities Include:
  • Develop and implement comprehensive sales and marketing strategies for industrial product lines to aggressively maintain and improve the company’s position in the marketplace and achieve sales and profit targets.
  • Analyze future business levels and provide sales projections which support development of accurate strategic and tactical plans. 
  • Act as key internal consultant to senior management on sales and marketing issues.   
  • Measures attainment of sales and financial objectives based upon the business plan submitted and reconciles the plan to actuals. 
  • Selects, develops, and leads a skilled and motivated team of sales, marketing and product management professionals with excellent product and application knowledge to provide effective representation in the marketplace.
  • Maintains positive and proactive relationships with key customer decision-makers, ensuring that AFS offerings are consistently perceived as the products of choice in the marketplace.
  • Participates in development and implementation of manufacturing and logistics strategies which ensure lowest possible costs while meeting customer delivery requirements.
  • Define role of sales force to enable effective execution of overall brand strategies and achievement of profit goals
  • Ensures development and implementation of advertising and sales promotion programs which maintain and improve the Company’s image as a world-class supplier of premier fasteners and enables the achievement of the company’s desired position in the marketplace as well as sales and profit targets.
  • Oversees and ensures development and deployment of marketing campaigns which generate significant incremental sales.
  • Extract value from market place based on our unique value proposition both through customer acknowledged value added pricing as well as market share gains.
  • Work closely with the Global Supply Chain Director to develop and implement pricing strategies that complement Business Unit (BU) and Arconic portfolio and objectives.
  • Maximize current unique value proposition and establishes future target positioning and strategies to achieve it. 
  • Develop and implement customer specific strategies that assure sales growth, customer satisfaction, market penetration and account profitability. 
  • Strategic leadership of growth initiatives in industrial markets or adjacencies, advancing technology to meet customer needs or creating new customer demand, and identifying new applications of core competencies. 
  • Utilize process to identify and confirm feasibility of growth opportunities best suited to advance long-term business success. 
  • Lead effective industry and market analysis and translation of analysis for implications and conclusions including industry and market trends, forecasted market size, impact of stability or change within value chain, intimate knowledge of customers and competitors, and feasibility of growth opportunities. 
  • Drive and influence change within the business unit where needed to support effective execution of overall sales, marketing and product management strategies and react to changing market demands 
  • Partner in the development of key customer satisfaction metrics and lead effective use of metrics in the development of overall brand strategy.
  • Responsible for P&L for assigned brands in a matrix environment 
Product Management:
  • Interfaces between AFS Research & Development and customers to identify new applications for current products and to develop new products to meet customer needs. 
  • Develops strategies to maximize the effectiveness and profitability of new product launches.
  • Build on total value of the full life cycle from technology development through legacy caretaking. Develop and test value proposition for identified growth opportunities.
  • Oversee the end of life cycle for products including the identification of products that could be used in customer applications to manage transition of products and maximize profitability of product lines.   
  • Lead the overall pricing strategy of the Industrial Division and direct the continuous improvement in pricing and profit management.
  • Manage organizational alignment for proposed commitments and secure appropriate company level approvals for pricing, contracts, rebate and other market development programs
  • Monitor market trends and pricing spread and direct the organization on key moves to take to drive margin improvement while not sacrificing customer satisfaction
  • Conduct analysis of profitability by customer and product line and recommend changes to pricing consistent with overall company objectives. 
  • Conduct benchmark analysis of competitors’ product pricing to ensure we are maximizing value for our products
  • Analyze long term opportunities by creating methods and systems for evaluating shipment volumes, prices, terms and conditions to ensure appropriate revenue and profitability for markets and customers
  • Administer renewal of expiring contracts based upon expiration date and agreed upon priority schedule with Sales; including the creation of pre-formas, any required work with Legal and completing all approval packages
  • Establish and maintain an appropriate tracking mechanism for customer volumes that may require accruals that will need to be shared with Finance.
  • Maintain accurate price lists for all customers and input adjustments on a timely basis according to contractual obligations
  • Manage pricing personnel in Industrial locations to ensure consistent processes are used across locations.
Other Duties and Responsibilities:
  • Recommends significant activities related to assigned human resources, to include hiring, termination, performance appraisal, salary administration, discipline, coaching and counseling, and related matters.
  • Ensures that all ASATs are completed on time and accurately for all areas of accountability.
  • Ensures that all work activities are performed in accordance with established safety and environmental standards.
  • Maintains full compliance with Company policies and procedures and conducts all activities in accordance with the Arconic Guide to Business Conduct.
  • Demonstrates a knowledge of and commitment to Lean Manufacturing (ABS) principles and techniques.


Basic Qualifications:
  • Bachelor’s Degree from an accredited institution.    
  • Minimum of 7 years’ experience selling industrial products.
  • Minimum of 5 years’ experience managing a sales team.
  • Employees must be legally authorized to work in the United States.  Verification of employment eligibility will be required at the time of hire.  Visa sponsorship is not available for this position.
  • 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:
  • Masters or MBA preferred
  • Knowledge of industrial fastener products.
  • Ability to work in a matrixed environment, managing multiple and often conflicting priorities.
  • Strong communication and presentation skills required.
  • Effective demonstrated leadership and facilitation skills.


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