Job Title:  Division Vice President - Business Development, Sales & Marketing

Position Summary:

Abaco is seeking a highly strategic Vice President of Business Development, Sales & Marketing to manage the vision and results for OEM business development, sales, aftermarket sales, marketing, outside sales reps and distributors.  This position requires a strong results-oriented leader for this multi-site, global business unit.  This position reports directly to the Division Vice President and Business Unit Manager. 

Essential Duties and Responsibilities:

• Drive Growth:  The Vice President of Business Development, Sales & Marketing will develop and implement a strategy and action plan to achieve the company’s desired growth rate.  This will include:
  1. Customer Plan:  Analyze and evaluate current customers to prioritize which customers have the greatest potential for deeper penetration and increased flow of orders.  Deprioritize legacy customers that may not represent future growth opportunity.
  2. Adjacency and Core Market Strategy: Establish plan for penetrating strategic adjacent and core markets through targeted campaigns and pursuit plans.
• Organizational Development:  Ensure that the entire business development, sales & marketing organization has the capability to scale for growth.  This will include:
  1. Evaluating the business development, sales and marketing team, ensuring that each person has the capability and scalability to contribute to the company growth plan. 
  2. Mentoring/coaching managers and individual contributors.
  3. Implementing a fast-paced, proactive work style to ensure that each salesperson relentlessly pursues new orders and closes pursuits efficiently.
  4. Establish standard work and best practices to enhance business development and sales operations, pursuit tracking and management of CRM tools.
• Business Development: Drive the development process to:
  1. Develop the opportunity pipeline through analysis of end user and customer budgets, research and development and long-term procurement plans, and outreach to senior government and industry leaders.
  2. Qualify fit of Abaco products (current and future) through understanding of end-user and customer requirements, funding profiles, and program / platform schedule milestones.
  3. Develop and execute plans to capture identified pursuits.
• Direct Sales Performance:  Delivering results that include:
  1. Managing and executing per the opportunity pipeline.
  2. Ensuring that clear tactical sales plans are in place and that each person demonstrates accountability, engages key functions to achieve sales targets, and has strong ability to close.
  3. Ensuring that each person is utilizing CRM systems to properly plan, document and track their leads, calls and results. 
  4. Developing plans to meet budgeted price increases annually.
  5. Achieving linearity (level loading of order delivery dates with manufacturing capability) and utilization of SIOP to integrate sales with other functions.
  6. Seeking adjacent market opportunities to increase sales.
• Rep/Distributor Sales Performance:  Evaluate and drive the rep and distributor network and agreements now in place to ensure optimum performance of this sales channel.  This will include strategic rep replacements as needed, and strategic expansion of the rep network to achieve greater market penetration.  Establish global strategy for distributor and rep growth to ensure capture of global opportunity that exists due to global installed base.
• Culture:  Drive the AMETEK culture throughout all levels of the organization, with a focus on a hunter-mentality and quality, on-time products.  Lead by example with a team-oriented, metrics-driven, results-oriented mentality. Establish data-driven expectations for self and team, ensure clear communications, align business rhythms to meet reporting requirements.  
• Product Development: Collaborate with customers, engineering department and senior management to drive a technology roadmap and multi-generational product plan that is highly responsive to customer needs and VOC and achieves a competitive advantage to increase market share.  This role requires the successful candidate to be highly influential in setting direction for new investment in technology, bid/no bid decisions, and leveraging current capabilities. 
• Marketing:  Position Abaco as a premier supplier for the aerospace & defense, industrial, energy, medical, communications and other critical sectors OEM market; utilizing branding, trade shows, conferences, press releases, white papers, datasheets, social media, website, and other digital marketing tools.  Leverage market analysis to drive campaign strategy and prioritize business decisions.  Seek to improve value proposition and enhance ability to communicate that value to achieve greater customer penetration and higher pricing opportunities.
• Customer Satisfaction:  Accountability to drive VOC metrics and enhance customer experience.
• Strategic Plan:  Develop and periodically update a comprehensive and focused strategic plan to achieve growth and improve performance, and establish tactical action plans, engaging the cross functional team to implement and execute this plan.  Accountability for establishing objectives, priority, and delivering results from these efforts.
• Financial Management:  Support financial reporting, including forecasts, budgets, quarterly reports, and manage to the approved budget.  Set pricing strategy and execute against plan.  Establish and administer incentive plan for Sales team.   Align sales goals with budgets and drive incentive programs to meet and achieve sales targets.  Prepare and deliver key corporate planning deliverables on time. 

Education:

• BA/BS required with Engineering Degree preferred. Master’s Degree a plus.

Experience:

• Must have a passion and background in the aerospace and defense industry, selling components into major OEM and aftermarket accounts.
• 10-15 years’ experience leading strategic business development, sales initiatives and tactical execution in an aerospace and defense electronics environment.
• Proven leadership ability to influence, develop, and empower employees to achieve objectives with a team approach.
• Outstanding verbal, written, and presentation communication skills with ability to effectively communicate appropriate messaging to all levels (internally and externally), including corporate and customer executive teams.
• Creative business development and sales visionary to drive profitable growth through strategic price increases, new product sales, and geographic and market expansion.
• Able to lead and coach team on complex sales negotiations and use of problem-solving techniques.
• Effective at knowing what to measure to track progress, know how to design effective and efficient business development and sales processes.
• Demonstrated ability to manage a geographically dispersed staff, set goals and objectives to meet Business Unit goals, as well as the proven ability to mentor subordinates.
• Computer skills to include Salesforce, Word, Excel, PowerPoint, Outlook, etc.
• Local candidates to Huntsville, AL or willingness to fully relocate to the Huntsville area.

Qualifications:

• Excellent communication, presentation, leadership and interpersonal skills.
• Well-developed problem-solving skills; solid organizational skills and ability to be self-directed.
• Requires a hands-on individual with the ability to see the big picture.
• Ability to work well under pressure, multitask, prioritize and meet deadlines.
• Confident and effective in dealing with different levels of management up to executive leaders.
• Experience working in a fast-paced environment and able to juggle multiple tasks simultaneously.
• Ability to work in a lean and always evolving environment and easily adapt to changes.
• Strong problem-solving skills.
• Data-driven decision making.
• Unquestioned integrity and personal values
• Timely decision maker, able to prioritize critical tasks that add the highest value.
• Ability to work well under pressure, multi-task and meet deadlines.
• Committed life-long learner.

Direct Reports

• 5-7 direct reports