Sales Director - Aerospace & Defense

Summary

Celestica is dedicated to delivering end-to-end product lifecycle solutions to drive our customers’ success. Our growing Aerospace and Defense organization focuses on applying Celestica's advanced capabilities, knowledgeable people and innovative tools to enable companies in the A&D industry with highly complex, mission critical applications to improve their competitive advantage. 

At Celestica, our people make the difference…..

We are looking for a Sales Director who is passionate and results-oriented to be part of our global A&D organization. If you are a highly motivated individual who can align unique insights to key customer priorities and can engage customers by deliberately linking their business priorities to our value propositions, then we want you on our team. 

Job Overview:

As the Sales Director, you will be responsible for targeting new customer engagements across various submarkets in the Aerospace and Defense space, with a particular focus on helping Celestica grow its Germany Aerospace and Defense business through strategic customer development, market expansion, and long-term account penetration. You will also position Celestica’s Engineering Services capabilities as a key differentiator to support early customer engagement, product development, and co-creation of innovative solutions.

Detailed Description

The incumbent is accountable to:

• Develop strong and long-lasting insight-based relationships with our customers and identify mobilizers.  The incumbent will act as the primary sales interface for several accounts on a regional basis.  More specifically:

• Investigates potential new opportunities within the account 

• Identify, develop new accounts in North American region 

• Gains competitive intelligence and always ties insights back to our unique strengths in the market 

• Creates opportunities to provide a unique and contrarian perspective during commercial conversations and is able to reframe the way customers view their business 

• Have deep knowledge of customer’s business current macro and microeconomic trends, industry trends and potential new business opportunities 

• Engages the customer by deliberately tying their business priorities to our value proposition 

• Manages the overall customer relationship process while supporting business development in the planning and execution of the account strategies, tactics and selling propositions.

• Acts as the Customer advocate to ensure that the organization remains customer-focused. 

• Acts as the main focal point to understand customers needs and requests, manages them and delivers business proposals and RFQ responses to customers.

• Maintains a minimum revenue accountability (a personal sales quota) 

• Establishes value before ROI/financial terms.  Is able to qualify and quantify the impact of maintaining the status quo or pursuing competitor’s solutions.

Knowledge/Skills/Competencies

• Strong communication, interpersonal, relationship management and professional sales skills 

• Have the ability to work on, and close, multiple prospects simultaneously 

• Experience in high complex service selling within the Aerospace and Defense market segment

• Understanding of technical and process fundamentals related to electronics and electromechanical products used in the A&D industry and associated compliance standards (AS9100, ITAR, DFAR, FAA)

• Understanding of the A&D Product Development Process from Concept to Qualification

• Proven track record of developing business with new clients / developing new markets led by a technical background (either in manufacturing or engineering)

• Fostering and building relationships with existing clients as required 

• Strong strategic planning and execution skills 

• Ability to understand Profit and Loss modeling and sales impacts to improving customer financials 

• Value based consultative solution selling, business judgment, negotiation and decision-making skills. 

• Experience working and selling with senior level executives. 

• Experience working directly with customer Engineering, SCM and Manufacturing Teams in the co development of products, supply chain architecture and manufacturing process development. 

• Exceptional ability to work with others as part of a cross-functional team. 

• Experience working with vast remote cross-functional teams in large matrix organizations. 

• Demonstrated ability to have successfully carried a sales, revenue or operational quota gains. 

• Minimum of 5 years of experience in business development and client relations specifically related to medical products (strong network into the A&D industry is required)       

• Education: 

  • Bachelor’s degree in related field, or consideration of an equivalent combination of education and experience. 

• Business Travel is required 25-50%

Notes

This job description is not intended to be an exhaustive list of all duties and responsibilities of the position. Employees are held accountable for all duties of the job. Job duties and the % of time identified for any function are subject to change at any time.