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About the Company
Our client is the Electrical/Electronics Interconnect and Fluid Systems business unit of Zodiac Aerospace a global ($3B) manufacturer of aerospace products, systems and services. ISA (Interconnect Systems America) combines Cantwell Cullen & Company (Canada) and Icore International (USA) employing a total of 365 people, with annual sales revenue of approx $95M (USD). Our client has four office locations throughout North America. The Canadian Interconnect and fluid systems group is a growing business providing interconnect solutions to aerospace/defense, industrial, transport and nuclear customers. Our client is a leader in their field and is seeking the services of a Sales Manager, Fluid Systems to help grow and expand the business globally.
Scope of Position
To this effort, our client is seeking a Fluid Systems Sales Manager.The person should be at customers frequently, but should also spend 2-3 days per week working with the team in London to translate customer needs and find out our team’s needs from the customers.
Functional Tasks
- Generate and qualify new business opportunities
- Support and grow sales with existing customers
- Prepare sales action plans and strategies
- Develop relationships and sales campaigns with new customers
Key Performance Deliverables
In light of the identified responsibilities, the following are specific deliverables that the position is designed to achieve.
- Achieve FY2012 sales ($20M) and ebita (12%)
- Achieve a gross margin on new orders of 35%
- Achieve a book-to-bill ratio of 110%
- Sign a new LTA contract within FY2012
Competency Profile
The following competencies listed below define the role of Sales Manager, Fluid Systems at Cantwell Cullen and Company Inc.
Results Orientation
Focuses strongly on achieving agreed upon outcomes and ensures that key objectives are met. Conveys a sense of urgency and drives issues to closure. Aims to improve upon past performance. Establishes aggressive personal targets and strives to achieve them.
Customer/Client Orientation
Strives to provide customers/clients with personalized and efficient service. Anticipates customers’/clients’ needs. Quickly follows up on customer/client contacts and complaints. Monitors and acts on measures of customer/client satisfaction.
Adaptability
Quickly adapts to new situations and approaches. Open to change and readily adopts new methods in the face of shifting priorities and ambiguity. Can alter own perspective and behaviour in order to adjust to changing demands and plans.
Communication
Expresses ideas in a clear, fluent and concise manner. Written and oral arguments are compelling and responsive to the needs of the audience. Comprehends communications from others and responds appropriately.
Planning & Objective Setting
Systematic in approach to work. Produces action plans in which objectives are defined and steps for achieving them are clearly specified. Plans by breaking down large task into subtasks. Develops plans that anticipate obstacles. Is realistic about time-scales and builds in appropriate checkpoints, milestones and controls in order to ensure that desired results are realized.
Drive
Adopts an energetic approach. Works towards goals and willingly tackles demanding tasks. Demonstrates capacity for sustained effort and hard work over long periods of time, even in the face of adversity.
Stress Tolerance
Stays calm and controlled under pressure. Maintains a consistent level of activity and performance when placed in tense situations.
Industry & Market Awareness
Seeks to anticipate and respond to industry and market changes/challenges by understanding key characteristics, issues and the factors driving them. Aware of competitor’s products, services and position.
Preferred Experience / Education
The following indicates specific industry, academic and functional experience/qualifications that are important to the successful achievement of the identified responsibilities and performance deliverables.
- Strong sales experience
- Aerospace industry knowledge
- Fluid systems and electrical interconnect knowledge
- Solid business acumen
- Engineering or business degree highly preferred
- Experience working in a high performance team environment
Remuneration & Benefits
- Compensation will be structured to attract the best possible candidate.