Sales Manager II/III - Commercial OEM

Woodward is committed to creating a great workplace for all team members. Our company and its members are committed to acting with integrity, being respectful and accountable to one another, and staying humble and driven, while maintaining the highest professional and ethical standards.

We are steadfastly committed to attracting the best talent across our communities creating a rewarding workplace. Together we are fulfilling our purpose to design and deliver energy control solutions our partners count on to power a clean future.

Woodward supports our members' wellbeing and regularly benchmarks with other companies in our industry to offer an extensive Total Reward package for this position. Salary will be determined by the applicant's education, experience, knowledge, skills, and abilities, as well as internal equity and alignment with market data.

LEVEL II

Estimated annual base pay: $114,000 (minimum) - $148,000 (midpoint) - $182,000 (maximum)

LEVEL III

Estimated annual base pay: $132,000 (minimum) - $171,000 (midpoint) - $211,000(maximum)

• All members included in annual cash bonus opportunity.
• 401(k) match (4.5%)
• Annual Woodward stock contribution (5%)
• Tuition reimbursement and Training/Professional Development opportunities for all members
• 12 paid holidays
• Industry leading medical, dental, and vision Insurance upon date of hire
• Vacation / Sick Time / Vacation Buy-up / Short Term Disability / Bereavement leave.
• Paid parental leave.
• Adoption Assistance
• Employee Assistance Program, including mental health benefits.
• Member Life & AD&D / Long Term Disability / Member Optional Life
• Member referral bonus
• Spouse / Child Optional Life / Optional AD&D / Healthcare and Dependent Care Flexible Spending
• Voluntary benefits, including:
• Home / Auto Insurance discounts
• Whole Life Insurance / Critical Illness Insurance / Legal Assistance / Military Leave

Objective (Summary):

• The Sales Manager II and Sales Manager III role is to lead sales engagement with Woodward's strategic Tier 1 accounts and Engine OEM accounts. The strategic member will collaborate with external and internal stakeholders to optimize this key customer relationship for Woodward. Strong communication and coordination between Woodward Sales, Marketing, Program Management, Engineering, and Senior Leadership will enable Woodward to optimize strategic outcomes and drive customer satisfaction.

LEVEL II

Key Responsibilities:

• Strategic Sales Planning: Responsible for the design, development and execution of customer strategies. Identifies, cultivates, maintains, and documents strategies that optimize alignment between customer needs and key internal business needs for new and existing customers.
• Business Development: Cultivates new business opportunities, identifies critical elements of new business proposals based on voice of customer feedback, and supports the execution of the proposal review process and submittal to customer. Leads commercial negotiation and negotiation strategy for strategic proposals.
• Sales Management & Execution: Develops the negotiation strategy for initial and renewal/extension contracts, agreements, terms and conditions in close collaboration with supporting functional groups. Leads the internal approval process for renewal/extension of pricing agreements.
• Client Relationship Management: Cultivates and maintains strategic relationships inside the account and outside the account, meeting price, margin, and growth targets with assigned accounts. Documents the customer gameboard (risks, opportunities, current portfolio setting) and heatmaps (customer organizational understanding and targeted relationship development plans).
• Market Analysis: Responsible for forecasting revenue for profit plan (1 year + 24 months outlook), Long Range Plans (10 year) and quarterly forecast freeze. Gathers, communicates and develops strategies to take action in response to market intelligence. Provides guidance to forecasting team regarding customer programs based on market knowledge and voice of customer.
• Performance Monitoring: Analyzes sales performance data to identify areas for improvement and implements strategies to enhance sales effectiveness. Responsible for leading account reviews regarding customer relationship, SQRDC scorecards, forecast, margin maintenance, and identifies business risks.

Key Skills:

• Sales Strategy Development: Designs and implements effective sales strategies aligned with organizational and customer goals and guides the teams working each element of the RFQ with the assumed customer proposal evaluation criteria and weighting factors best and worst-case market sustainability scenarios into business case modelling.
• Market Analysis: Analyzes market trends and competitor activities to inform and adjust sales tactics. Applies understanding of end user operations to identify how WWD products impact those operations; Assesses the impact each channel to market will have on the customer and WWD business case; Describes how OEMs' business strategies affect the industry
• Complex Problem Solving: Identifies and addresses multifaceted challenges within sales operations.
• Product Knowledge - Understands the impact of specifications on the features of Woodward products; understands product and platform planning and portfolio management; familiar with manufacturing processes used to produce Woodward products; able to qualitatively assess the cost impact of product features, development and certification approaches, and understand advantages/disadvantages of each product type.
• Customer Relationship Management: Builds and maintains strong relationships with key clients to drive sales growth.
• Negotiation Skills: Negotiates contracts and agreements to maximize profitability and achieve sales targets via data-driven solutions.
• Data Driven Decision Making: Utilizes sales data and analytics to inform strategic business decisions.
• Effective Communication: Clearly conveys complex and sensitive information to diverse stakeholders.
• Team Collaboration: Collaborates with cross functional teams to achieve shared sales objectives.
• Adaptability in Dynamic Environments: Adjusts sales strategies effectively in fast paced and changing market conditions.

LEVEL III

Key Responsibilities:

• Team Leadership: Develop and coach Sales team members through complex sales challenges and the implementation of innovative solutions. Ensures negotiation strategy for initial and renewal/extension contracts, agreements, terms and conditions are aligned with business goals.
• Sales Strategy Development: Designs and implements comprehensive sales strategies to achieve revenue targets and expand market presence. Ensures design is executed with customer via internal and external stakeholders. Identifies, cultivates, maintains, and documents these strategies to optimize alignment between customer needs and key internal business news for new and existing customers.
• Sales Management & Execution: Develops the negotiation strategy for complex LTA's (Long Term Contract Agreements), initial and renewal/extension contracts, agreements, terms and conditions in close collaboration with supporting functional groups. Leads the internal approval process for complex LTA/renewal/extension of pricing agreements.
• Client Relationship Management: Builds and maintains strong medium to high level relationships with key clients, ensuring high levels of customer satisfaction and retention. Responsible for well documented customer gameboards, heatmaps and customer engagement action plans.
• Market Analysis: Analyzes sales data and market trends to identify growth opportunities and inform strategic decision making. Responsible for forecasting revenue for profit plan, LRP and quarterly forecast freeze. Gathers, communicates and develops strategies to take action in response to market intelligence.
• Performance Monitoring: Analyzes sales performance data to identify areas for improvement and implements strategies to enhance sales effectiveness. Responsible for leading account reviews regarding customer relationship, SQRDC scorecards, forecast, margin maintenance, and identifies business risks.

Key Skills:

• Team Leadership: Ability to lead and guide functional teams or projects, enhancing team performance and collaboration.
• Strategic Sales Planning: Expertise in developing and executing comprehensive sales strategies aligned with business objectives. Identifies industry trends that create new opportunities for Legacy products; Develops new business offerings, value stories and engagement plans that convince customers to place orders for adjacent products.
• Advanced Negotiation: Proficient in negotiating high value contracts and partnerships to drive revenue growth.
• Data Analytics: Skilled in leveraging sales data and analytics tools to inform decision making and strategy.
• Complex Problem Solving: Adept at addressing and resolving intricate sales challenges with innovative solutions.
• Customer Relationship Management: Expertise in cultivating and maintaining strong relationships with key clients and stakeholders.
• Effective Communication: Capable of clearly articulating complex concepts and influencing diverse audiences.
• Project Management: Competent in overseeing sales projects from initiation to completion, ensuring successful outcomes.
• Business Acumen: Strong understanding of market dynamics and business operations to inform strategic sales initiatives.
• Change Management: Skilled in implementing and managing changes within sales processes to enhance efficiency and effectiveness.
• Team Collaboration: Leads and collaborates with cross-functional teams to achieve shared sales objectives.

Successful candidates typically have:

Sales Manager II:

• Previous aerospace sales experience (3+ years) with manufacturing, build-to-specification companies
• Bachelor's degree in engineering and/or business management
• Has experience leading new business opportunities that resulted in award
• Demonstrated experience with creating strategy for, and negotiating, contract renewals

Sales Manager III:

• Previous aerospace sales experience (5+ years) with manufacturing, build-to-specification companies
• Bachelor's degree in engineering and/or business management
• Has experience leading new business opportunities that resulted in award
• Demonstrated experience with creating strategy for, and negotiating, complex long-term agreements

Application window is anticipated to close 30 days from original posting date.

This information is provided in compliance with the Colorado Equal Pay for Equal Work Act and is the company's good faith and reasonable estimate of the compensation range and benefits offered for this position. The compensation offered to the successful applicant may vary based on factors including experience, skills, education, location, and other job-related reasons.

This position requires use of information which is subject to the International Traffic in Arms Regulations (ITAR) and/or the Export Administration Regulations (EAR). All applicants must be U.S. Persons within the meaning of the ITAR and EAR, or eligible to obtain all required authorizations from the U.S. Department of State and/or the U.S. Department of Commerce. The ITAR defines a U.S. Person as a U.S. citizen or national, lawful permanent resident (i.e., 'Green Card holder'), or a protected person (e.g., asylee, or refugee).

Woodward is an equal opportunity employer and does not discriminate in hiring or employment on the basis of race, color, religion, sex (including sexual orientation and gender identity), national origin, age, disability, protected veteran status, or any other category protected under federal, state, or local laws.

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