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Senior Director Key Accounts

Company: Cyient
Location: East Hartford
Posted on: June 7, 2021

Job Description:

Cyient is a global engineering and technology solutions company. As a Design, Build, and Maintain partner for leading organizations worldwide, we take solution ownership across the value chain to help clients focus on their core, innovate, and stay ahead of the curve. We leverage digital technologies, advanced analytics capabilities, and our domain knowledge and technical expertise, to solve complex business problems.

With over 15,000 employees globally, we partner with clients to operate as part of their extended team in ways that best suit their organization's culture and requirements. Our industry focus includes aerospace and defence, healthcare, telecommunications, rail transportation, semiconductor, geospatial, industrial, and energy.

Job Description

Senior Director, Key Accounts- North America Transportation Organization

Cyient is a leading global provider of high level engineering, manufacturing, geospatial, network and operations management services to global industry leaders. We leverage the power of digital technology and advanced analytics capabilities, along with domain knowledge and technical expertise, to solve complex business problems. As a Design, Build and Maintain partner, we take solution ownership across the value chain to help our clients focus on their core, innovate, and stay ahead of the curve. Relationships lie at the heart of how we work. Our industry coverage spans aerospace and defense, medical, telecommunications, rail transportation, semiconductor, utilities, industrial, energy and natural resources.

Cyient Transportation Business Unit (BU) in North America is comprised of the Rail, Aerospace and Defense Markets. We are searching for an experienced Sales leader who strives for excellence, leads by trust, is energized by new challenges, innovation and continuous improvement, to enhance the capabilities of the organization. Reporting to the Vice President of Sales, Transportation, North America, he or she will operate with a high degree of autonomy, will manage a portfolio of customer accounts with a focus on building and growing these accounts, and will be responsible for capture of new business for growth to scale. The incumbent will act as the key interface for business capture and provide strategic and tactical guidance to the portfolio Account team, the supporting Cyient teams and to management. He or she will drive to achieve sales goals and growth targets that are directly impacted by our evolving market demands. The candidate must demonstrate a high propensity to lead, influence, direct and inspire the cross functionally in order to achieve account and company goals and growth targets. The candidate must have demonstrated leadership experience and have desire to grow his or her portfolio and team.

Candidates must have an established track record of hunting and capturing new business with new customers and in delivering a high-level of account ownership and leadership, business development performance, and of ensuring customer satisfaction to customers in the commercial and military aviation industry. The candidate must possess the strategic skills needed to identify and pursue profitable business opportunities, and breadth in capability to work with the Cyient teams to develop sales strategies and offerings for a wide range of value propositions including engineering services, digital solutions, product and system development and manufacturing services in the North American Aerospace and Defense industry. The target portfolio will include a set of complex customers' accounts including OEM/Tier 1's & systems companies. The Candidate must possess strong communication skills, priority management and ability to work both autonomously and collaboratively. He or She must have the ability to work with multi-disciplinary and multi-cultural teams spread over diverse geographic regions and time zones.

This role requires customer interaction at multiple disciplines and levels, as well as coordination & interaction at multiple levels within Cyient in North America and abroad. The ability to build a high performing account management team, and to equally build and maintain strong relationships at all levels of the customer enterprise - that lead to the continuous growth of business opportunity - is key.

This position may be located remotely, or optionally can be located at one of our US facilities in Florida, Connecticut, or Texas.

Essential Responsibilities Include:

  • Position Cyient to significantly grow the aerospace and defense business with specified existing customers, while winning new "Customer Logos" and expanding Cyient's presence in the North American market.
  • Development and leadership of a geographically dispersed team of Account Managers, inducing planning, coordination, coaching and performance management.
  • Responsible for defining the sales strategy, and execution, and obtaining Cyient Management buy-in and executing such strategy.
  • Development of target customer list, qualification process and analysis, and capture planning
  • Responsible for order, revenue and profit targets in a portfolio of accounts,
  • Develop business cases, proposal strategies and lead overall proposal activities for customers' Requests for Proposal.
  • Develop pro-active - unsolicited offers by identification of potential white space opportunities in the customer accounts.
  • Provide timely forecasts of revenue, business capture, sales and orders booking, status of pursuits and proposals
  • Develop and elaborate - and lead internal teams in influencing / understanding the customer RFP requirements, the competition, and providing a Win Strategy with a recommended Price to Win.
  • Responsible for contributing to overall Customer Satisfaction through provision of feedback & assurance of clear and consistent communication between the customer and the leadership team.
  • Generate, maintain, and present sales management artifacts and tools such as strategic sales plans, account plans, sales funnels, capture plans and order forecasts.
  • Able to develop an understanding of and ensure adherence to Cyient contractual policies and procedures, and to company Legal and Ethics policies.
  • Coach and support sales and BD managers as required, and participate in workshops, knowledge sharing and strategy sessions with Account Management, Business Development, Strategy, Marketing and Technical teams as requested.
  • Diligent use of Salesforce CRM to track and maintain account data.

Supervisory

  • Position currently has 3 direct reports

Skills and Knowledge

  • BA/BS in Business Administration, Finance, Marketing or Engineering; MBA a plus.
  • 10+ years technical sales experience - sales or marketing with an A/C OEM, Tier 1 or 2 systems, products and/or, professional engineering services company or EMS company in the aerospace market.
  • 5+ years' experience in leading and developing Sales teams.
  • Knowledge of domestic and international customer business environments with solid knowledge of the aviation industry and aerospace and defense is required
  • Skill in opportunity development and opportunity identification, strategic selling, pursuit and capture planning are essential.
  • Experience in the US defense market selling systems, products of services to US defense primes and their suppliers, as well as selling engineering services or solutions to Aircraft Manufactures.
  • Two or more of the following sales Experience sets: Engineering Services, complex product or system development, software Embedded or Verification services, Aftermarket Services and Solutions, EMS or other manufacturing services.
  • Experience selling digital solutions is a plus.
  • Transportation/Rail market experience is a Plus
  • Ability to elaborate and demonstrate a track record of success.
  • Demonstrated knowledge of sales and marketing principles and concepts,
  • Excellent written and oral communication as well as effective presentation skills.
  • Ability to present business plans and sales strategies to senior and executive management.
  • Strong contract experience, negotiation skills and customer relationship building skills are critical.
  • Strong drive and aptitude to learn new technologies and offerings.
  • Demonstrated leadership traits, with past cross functional leadership experience a plus.
  • Personal integrity, professionalism, goal-oriented, results-driven self-starter.
  • Experience with SalesforceTM is a plus
  • Requires ~50% or more travel.
  • U.S. Citizenship or U.S. Resident required

Skills & Experience

Account Management, Business Development, International marketing, Account Management, Sales, Customer Relationship Management, Strategic Customer Engagement, New Customer Hunt, New Sales

Cyient is an Equal Opportunity Employer.

Cyient recruits, employs, trains, compensates, and promotes regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender, gender identity or expression, veteran status, and other protected status as required by applicable law. We are proud to be a diverse and inclusive company where our people can focus their whole self on solving problems that matter.

Keywords: Cyient, East Hartford , Senior Director Key Accounts, Other , East Hartford, Connecticut

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