Job Title: Director of Military Sales

Location: Tulsa Region or Greater Oklahoma Area

Position Summary: 

AMETEK MRO is seeking a strategic Director of Military Sales with a proven track record of success in the OEM and aftermarket Aerospace and Defense industry. The ideal candidate will have extensive experience and success developing and executing direct sales strategies to Military end users, Third party integrators, OEM Primes as well as other adjacent Military markets in support of the transport, cargo and fighter jet platforms.  The ideal candidate will have experience in the formation of strategic end users, OEM and third-party partnerships.  The preferred Candidate will have extensive industry relationships, experience developing detailed proposals and bid packages that provide competitive, value-based solutions to the customer. AMETEK MRO seeks a candidate with the capability to acquire the appropriate technical data from the Customer as needed, build and submit the packages (SARS) as well as manage multiple web portals to mine for opportunities to build an appropriate Sales Funnel by year 1. Familiarity and FAR/DFAR acquisition requirements is expected. The Director of Military sales will grow profitable sales Year on Year, increase the customer base, market share, overall profitability and align internal departments to achieve success.  The position will report to the Vice President of Sales. 

Essential Duties & Responsbilites: 

• Create a military sales strategy for the Midwest businesses, considering the current core competencies and overall financial goals in concert with the Leadership team. 

• Take a hands-on approach to increasing sales, including improving credibility with customers by building trust, rapport and confidence with the targeted customer set. 

• Leverage knowledge of the 3rd party component MRO industry, to include but not limited to Maintenance depots, integrators, the DLA and OEMS, to achieve short-term and long-term goals.   

• Liaise with AMETEK MRO’s Engineering, Operations, Sales, Customer Service and Quality to develop and bring to market, value added propositions that grow sales and develop new customers. 

• Lead the AMETEK Midwest MRO organization to achieve annual orders and revenue objectives required to support the financial budget as related to the Military growth objectives. 

• Work with the Vice President of Sales to develop sales strategies that capture OEM and or MRO business from key customers to leverage AMETEK’s nose to tail capability and global presence. 

• Develop and manage proposals that may be firm fixed, time and materials or manufacturing plays that meet the top line and bottom-line objectives. 

• Working with the Vice President of Sales to develop strategic plans and forecasts that meet the targeted growth objectives through share gain or New Product development initiatives with targeted customer types. 

• Provide market feedback to Midwest business on new product development, market pricing, and general market trends in addition to competitor analysis. 

• Using Industry trade shows, conferences, and social media, position AMETEK as a tier I provider of nose to tail MRO and component manufacturing solutions to the targeted Military customers. 

• Manage relations with outside reps, consultants and industry experts to optimize coverage and growth of strategic accounts.  

• Support financial reporting including forecasting, budgets, and quarterly reporting requirements. 

• Uses equipment and materials properly. 

• Reports potentially unsafe conditions. 

• Other duties as assigned. 

Education: 

• College degree is required, Bachelor of Science in Engineering or Business preferred. 

• MBA preferred or advanced degree a plus   

Experience: 

• Minimum 7-10 years’ experience in the aerospace industry with direct experience growing Military markets. 

• Demonstrable track record of improving sales year on year in the Military Markets.   

• Knowledge and understanding of technical sales with aircraft system applications required. 

• Requires at least 7 years in a regulated industry, such as aerospace and defense, with knowledge of FAA certification preferred.  

• Prefer knowledge and use of Six Sigma tools.  

• Ability to define problems, collect data, establish facts, and draw valid conclusions.  

• Ability to interpret an extensive variety of technical instructions in mathematical or diagram form and deal with several abstract and concrete variables. 

• Extensive experience with developing project plans, coordinating projects, communicating changes and progress, completing projects on time and budget, managing project team activities. 

• Advanced written and oral communications skills. 

• Experience presenting to corporate executive team a must. 

Qualifications: 

• Proven leadership ability to influence, develop, and empower employees to achieve objectives with a team approach. 

• Superior written and verbal communications, decision making, problem-solving, and organizational skills are essential. 

• Accomplished sales leader with a proven track record of achieving targeted sales growth and account profitability with 7-10 years airline/ aerospace sales experience. 

• Creative sales visionary to drive profitable growth through strategic price increases, new product sales, and geographic expansion. 

• Timely decision maker, able to prioritize critical tasks that add the highest value. 

• Unquestioned integrity and personal values. 

• Demonstrated ability to lead and coach teams on complex sales negotiations and use of problem-solving techniques.  

• Capacity to measure to track progress, know how to design effective and efficient sales processes. 

• Demonstrated ability to manage staff, set goals and objectives to meet Business Unit goals, as well as the proven ability to mentor subordinates as needed. 

Direct Reports:

• None

Typical Working Conditions:

• Work will be conducted mostly indoors in an office type environment.   

• Exposure to heat or cold will mostly be limited to when walking from one building to another or if bay doors have been opened to allow for shipping and receiving activities. The use of PPE such as safety glasses and safety toed shoes are required in designated working areas. 

Essential Physical Tasks:

• Must be performed with or without reasonable accommodation. 
• While performing the duties of this job, the employee is regularly required to walk and talk or hear. The employee frequently is required to stand; use hands to handle or feel; and reach with hands and arms.  The employee is regularly required to sit. The employee may regularly lift and/or move up to 50 pounds and occasionally lift and/or move up to 50 pounds including the use of pneumatic and manual lifting devices.  Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception, and ability to adjust focus. 

Other: 

• Travel: 30-40% or as needed. 

• Location:  It is preferred the candidate office in Tulsa, Oklahoma with the ability to travel to customers regionally, nationally or internationally as needed. If off site, we would anticipate quarterly visits to the Tulsa and Wichita facilities for progress reviews. 

• Due to contracts with the United States Government, the candidate must be either a US Citizen or Green card holder \

BUSINESS UNIT: DRAKE AIR 

Drake Air is a leading FAA/EASA/CAAC/AS9110C/AS9100D/NADCAP certified repair station specializing in the maintenance, repair and overhaul of Heat Transfer Components (Heat Exchangers, Pre-Coolers, Oil Coolers, Fuel Heaters and Accessory items) for all types of commercial, regional, general aviation, military and rotor wing aircraft. Innovation has been a cornerstone to Drake Air's success, as best reflected in our core replacement program called Nu-Matrix™. With Nu-Matrix the old core matrix is replaced using an FAA approved process, restoring the unit back to zero time and in full compliance with the Original Equipment Manufacturers specifications. Nu-Matrix has proven to provide customer's the same performance, reliability and service life of an OEM new unit for much less than the cost of a new part replacement. Drake Air’s highly skilled engineering and technical departments consistently provide repair alternatives that provide our customers excellent value and significant cost savings. 

Acquired by AMETEK in 2008, Drake Air is a unit within AMETEK MRO’s Aerospace and Defense Division, a recognized global provider of third-party MRO services to commercial, regional and general aviation customers as well as military, helicopter and business jet markets. 

Website: www.drakeair.com 

BUSINESS UNIT: SOUTHERN AEROPARTS 

Southern Aeroparts (SAI) is FAA/EASA/CAAC/AS9110C/AS9100D certified repair station providing a broad range of maintenance, repair and overhaul services for commercial aircraft components. These services include electromechanical, pneumatic and hydraulic capabilities for all types of electric motors, cargo drives and actuators; fan reverser, flight control and landing gear actuation components; and pneumatic motors and valves. Additionally, SAI maintains a repair rather than replace mentality. Utilizing our full, in-house engineering and manufacturing capabilities and upon customer acceptance, SAI uses FAA/PMA approved parts and DER repairs. This approach allows SAI to continuously provide the cost-effective repairs to our customer base. 

Located in Tulsa, OK, Southern Aeroparts maintains a repair rather than replace mentality. Utilizing full, in-house engineering and manufacturing capabilities, SAI is able to continuously provide innovative, cost-effective repairs. 

Acquired by AMETEK in 2006, Southern Aeroparts is a unit within AMETEK MRO’s Aerospace and Defense Division, a recognized global provider of third-party MRO services to commercial, regional and general aviation customers as well as military, helicopter and business jet markets. 

Website: www.southernaeroparts.com 

BUSINESS UNIT: B&S AIRCRAFT 

AMETEK MRO B&S Aircraft Parts and Accessories, a Class I, II and III repair station with an Unlimited Rating from the FAA, is a recognized industry leader in starter generators, inverters, fuel systems, boost pumps and much more. B&S supports the business and general aviation markets, the US Military, commercial air carriers as well as rotor wing operators.  Additionally, B&S has been chosen as the authorized repair center for a number of leading aircraft manufacturers such as Hawker Beechcraft, Cessna Aircraft and Pilatus. 

Acquired by AMETEK in 2007, B&S Aircraft is a unit within AMETEK MRO’s Aerospace and Defense Division, a recognized global provider of third-party MRO services to commercial, regional and general aviation customers as well as military, helicopter and business jet markets. 

Website: www.bsaircraft.com