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.
Are you ready to make your mark?
If you are interested in joining our growing sales team here at Woodward Prestwick as a Sales Manager, then we have an exciting opportunity for you!
Our Sales Managers are responsible for managing and developing business relationships with our Maintenance, Repair and Overhaul customers based in Europe, Middle East and Asia. They serve as the main customer interface, work to satisfy customer requirements and increase business to existing or new accounts.
What’s In It For You
At Woodward, we view our employees as members and are dedicated to creating a positive, inclusive, and collaborative environment. We value each member’s contributions and foster a culture of respect, growth, and continuous improvement. Our Total Reward package is designed to support both your personal and professional well-being:
What You Will Be Doing
Identify and develop 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 (e.g. standard terms and conditions) of contract.
What We Are Looking For
We are looking for a proactive individual who is detail-oriented and ready to contribute to our dynamic team.
Ideal candidates should have:
Product Knowledge - Aware of the performance and functional specifications relevant to Woodward 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 - understanding of the uses and operation of Woodward products 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 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 product cost estimate; Aware of standard terms & conditions; Understands the market forces that affect the long term stability and attractiveness of a given market segment.
Sales & 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.
Experience:
2 years experience in an aerospace commercial role, relevant product knowledge or in a related industry.
Demonstrated ability to interface with customers.
Candidate would ideally be based in Prestwick, Scotland working in a hybrid basis however this is open to discussion. This role involves regular travel to customers and other Woodward sites internationally.