Technical Sales Representative - Industrial Materials

Market Segment Manager - Aerospace & Defense - Specialty Materials

Our client is a global distributor of a wide variety of specialty materials used by Original Equipment Manufacturers and Contract Manufacturers, including industrial adhesives, coatings, lubricants, resins, tapes, specialty chemicals, thermal management materials and others. They are in need of an experienced commercial professional to serve as their Market Segment Manager for the Aerospace & Defense industries. The successful candidate will bring relevant commercial experience from the Aerospace & Defense market segment and will lead initiatives to continue the growth and profitability strategy for this key market segment. This is a fully remote, home office based role located in the United States near a major international airport. 

Responsibilities

• Provide direct marketing and product line support to the North American sales team for existing accounts while helping to identify potential new customers within the Aerospace & Defense market and related sub-segments. 
• Effectively position the product line to align with sales strategies and tactics that develop and close opportunities in the sales pipeline. 
• Actively participate in trade industry and government associations and share learnings and insights with the sales organization. 
• Establish and maintain effective working relationships with suppliers to become their preferred distributor channel partner. 
• Work closely with suppliers to employ strategies to increase market share by learning supplier specifications, value propositions and differential advantages. 
• Deliver budgeted growth and overall revenue targets for the segment and create the profitability strategy using pricing mechanisms and product positioning. 
• Create and implement a strategic business plan that will expand the market segment customer base, strategic suppliers and position the company as the leading distributor in the Aerospace & Defense market segment. 
• Identify emerging markets and market changes and changes in the regulatory environment that will impact the business plan. 
• Review all customer contracts for the segment to assess risk and opportunities. 
• Review supplier performance and identify potential new suppliers to fill in product gaps or integrate new technology. 
• Provide the sales team with technical and application support as needed. 
• Collaborate with marketing to develop effective sales collateral. 
• Make joint customer visits with sales to support new projects or formulations. 
• Coordinate supplier training programs for the sales team. 
• Collaborate effectively across all internal functions including sales, marketing, operations and senior leadership. 

Requirements

• Bachelor's degree in Business, STEM or related discipline. 
• At least 10 years of commercial experience in chemicals, material science or or other technologies used by OEMs in the Aerospace & Defense segment. 
• At least 5 years experience in marketing, product management or business development for the market segment. 
• Deep understanding of key customers in the A & D market and the drivers affecting their business. 
• Track record of success in delivering commercial objectives.
• A network of contacts in the  A & D market to include customers, industry associations and regulatory bodies is highly desirable. 
• Excellent oral and written communication skills and expertise in using relevant tools such as Microsoft suite, CRM, ERP and AI. 
• Ability to make effective presentations to senior leadership, including C-suite. 
• Ability to travel as required, internationally on occasion, to visit customers, suppliers and attend industry events. 

Compensation package is strong, including competitive base salary and attractive annual incentive plan plus full benefits. 

Interested candidates must be legally authorized to work in the United States. Future Visa sponsorship is not available.