MRO Sales Manager

Description

Hartzell Propeller LLC

Hartzell Propeller LLC is a world class engineering and manufacturing company offering the broadest range of propeller systems in the aviation industry. We design, develop, test, manufacture, and support constant-speed aluminum and composite propeller systems for all categories of aircraft, ranging from general aviation to military applications.

The company traces its history to 1914, where a relationship between Orville Wright and Robert Hartzell led to the manufacture of the first Hartzell propeller in 1917. The company was founded on the principle of "Built on Honor" – a clear and abiding value in our business.

Description:

Hartzell is seeking an experienced and dynamic MRO (Maintenance, Repair, and Overhaul) Sales Manager to join our growing aviation team. The MRO Sales Manager will play a pivotal role in expanding our business by driving product maintenance and repair business to our company-owned shops. This position is responsible for identifying, acquiring, and directing sales of used serviceable materials (USM), as well as managing large aircraft fleet sales and services. 

Additionally, the MRO Sales Manager will identify government contract opportunities, attend trade shows, and nurture client relationships to ensure the growth and success of the business. The candidate must be prepared to travel approximately 25-35%, both domestically and internationally.

Key Deliverables:

1) Business Development & Strategy

• Identify and pursue new business opportunities to expand the MRO and USM sales pipeline.
• Develop and implement strategies to drive product maintenance and repair business to Hartzell owned shops.
• Collaborate with internal teams to create tailored sales and marketing strategies to meet customer needs.

2) USM Sales

• Monitor, acquire, and direct sales of used serviceable materials (USM) to company-owned shops.
• Build and maintain strong relationships with key stakeholders to facilitate USM sales and ensure smooth delivery of services.
• Track industry trends and competitor activity to adjust strategies accordingly.

3) Aircraft Fleet Sales & Service

• Identify, win, and maintain large aircraft fleet sales and service accounts.
• Develop customized proposals for large fleet customers, ensuring competitive pricing and service offerings.
• Ensure the quality and timely delivery of services to large fleet clients, establishing long-term business relationships.

4) Government Contract Opportunities

• Research, identify, and pursue government contract opportunities for MRO services.
• Work closely with the legal and contracts teams to ensure compliance with government regulations and requirements.
• Build relationships with key decision-makers in government procurement to increase contract wins.

5) Trade Shows & Conferences

• Represent the company at industry trade shows, conferences, and networking events.
• Nurture existing relationships with current clients and identify new business opportunities by attending and actively participating in industry events.
• Provide market intelligence gained from trade shows to leadership teams for strategic planning.

6) Client Relationship Management

• Develop and maintain strong relationships with key clients, fleet managers, and government procurement officials.
• Act as the primary point of contact for clients, ensuring customer satisfaction and service excellence.
• Resolve client issues promptly and effectively, strengthening trust and long-term partnerships.

7) Market Intelligence & Reporting

• Monitor the competitive landscape and market trends, reporting findings to leadership.
• Provide regular sales forecasts, pipeline updates, and performance reports.
• Collaborate with internal teams to refine sales processes and enhance customer service offerings.

First Year Success Factors 

1) Maintain and strengthen existing customer relationships, rapport, and goodwill.

2) Establish a network with government decision-makers and procurement officials to lay the groundwork for future contract wins.

3) Successfully implement and execute sales and marketing strategies tailored to customer needs, resulting in increased product/service uptake.

4) Create and deliver customized proposals for large fleet customers, ensuring competitive pricing and service offerings, aiming for successful conversion.

5) Foster strong collaboration with internal teams (e.g., marketing, legal, operations) to align strategies and ensure a seamless service experience.

6) Technical understanding of highly engineered propeller systems.

7) Exhibit clear understanding of the products and market positions of all Hartzell Aviation companies.

8) Exhibits clear understanding of other Hartzell Aviation company products and market position.

Requirements

Education/Experience

Bachelor Degree is required preferably in a technical field. A minimum of 5 years of sales experience required – technical sales preferred. Strong knowledge of MRO operations, aircraft maintenance, repair, and overhaul services a plus.

Technical Competencies

1) Ability to sell highly engineered manufactured products and services.

2) Demonstrated project management skills.

3) Financial skills with exposure to margins, pricing and product costs.

4) Demonstrated mechanical aptitude. 

5) Negotiation Skills.

6) Basic computer skills; (Microsoft Office, Outlook, keyboarding skills, MRP/ERP/PDM helpful).

7) Excellent verbal and written communication skills

Behavioral Characteristics 

1) Customer Focus - Makes customers and their needs a primary focus of one’s actions; develops and sustains productive customer relationships

2) Builds Strategic Working Relationships – Develops and uses collaborative relationships both internally and externally to facilitate the accomplishment of work goals.

3) Sales Ability/Persuasiveness – Uses appropriate interpersonal styles and communication methods to gain acceptance of a product, service, or idea from prospects, clients and Mayday leadership team.

4) Continuous Learning – Actively identifies new areas for learning; regularly creates and takes advantage of learning opportunities; uses newly gained knowledge and skill on the job and learns through their application.

5) Initiates Action – Takes prompt action to accomplish objectives; acts to achieve goals beyond what is required; is proactive.

6) Energy - Consistently maintains high levels of activity or productivity; sustains long working hours when necessary; operates with vigor. Effectiveness and determination over extended periods of time.

Salary Expectations

Competitive compensation & benefits package