Sr. Sales Engineer

Senior Sales Engineer

AIT is the world's largest provider of automation, factory integration and tooling solutions dedicated to the global aerospace, defense, and space launch vehicle industries. AIT offers a competitive compensation package (including free medical options for employees and their family), casual work environment and excellent growth opportunities.

Summary:

The Senior Sales Engineer is responsible for managing existing customer relationships and cultivating new business. The Sr. Sales Engineer is tasked with developing account management strategies, identifying business opportunities, maintaining AIT's CRM tool for their area of responsibility, conducting market research, gathering competitive intelligence, and liaising between our customers, the Business Development team, and other AIT departments, including but not limited to Program Management, Engineering and Operations. The Sr. Sales Engineer provides expert technical advice and commercial support to our customers and prospects throughout the entire customer engagement process. This role is responsible for forecasting booking activity, generating profitable revenue streams, monitoring the business activity, and ensuring that sales targets are met.

Duties and Responsibilities:

• Provide detailed and accurate sales forecasting
• Generate long-term strategies and potential outcomes of contracts across the organization
• Develop and implement plans and strategies for achieving the company's sales goals and objectives
• Travel for in-person meetings with customers and partners and to develop key relationships.
• Regularly monitor and report results against plan, taking remedial action when necessary
• Communicate to ensure stakeholders are informed on the progress toward goals and they are engaged in the achievement of these goals
• Grow AIT's business with current customers by establish long term relationships to develop custom solutions that meet their known needs and identify latent business opportunities
• Actively research, identify, develop, and win new business with new customers in existing or adjacent markets
• Undertake Bid/ No Bid assessments, to identify bid specific requirements and risks before progressing proposals
• Collaborate on the development of proposals for projects based on client needs and company capabilities and integrate the necessary stakeholders to assure success
• Successfully negotiate contracts with clients that are mutually beneficial to optimize profit, minimize risk and maximize cash flow
• Manage customer expectations and contribute to a high level of customer satisfaction
• Monitor customer and competitor activity providing feedback to the Executive Leadership Team and other company functions
• Assess market dynamics for future opportunities and competitive threats; developing strategies to address these proactively
• Plan and prepare presentations and promotional strategies
• Participate in trade shows and industry events as appropriate representing AIT as an industry leader and monitoring competition
• Secure customer feedback and analyze market conditions providing status reports to the Executive Leadership Team
• Help foster a culture of teamwork, shared success, and goal achievement
• Perform other duties as assigned

Education and Work Experience:

• Bachelor's Degree in Business, Finance, Computer Science, Engineering, or related field
• Minimum of ten years experience in sales/business development, engineering, program management, or technical marketing

Work Authorization/Security Clearance Requirements:

• This position may require a government security clearance; you must be a US Citizen for consideration.

Knowledge, Skills and Abilities:

List of needed knowledge, skills, and abilities to successfully accomplish the duties and responsibilities of the job.

• Ability to understand a range of technical issues and potential solutions.
• Break down a complex concept so that is easily understood by the target audience
• Can multitask and manage multiple large to small projects in a cross functional environment
• Comfortable working in foreign business environments; must have strong interpersonal skills
• Conceptualize long-term business goals and develop orderly processes to accomplish those goals
• Work in a high energy, high volume, rapidly changing environment
• Excellent time management skills and ability to plan and set priorities
• Give full attention to what other people are saying, taking time to understand the points being made, asking questions as appropriate, and not interrupting at inappropriate times
• Clear and effective communication skills in both written and spoken forms
• Respond and follow up to a customer's inquiry or problem in a timely and effective manner
• Work well under pressure and manage sensitive or controversial subjects with tact, kindness, and professionalism
• Maintain confidentiality while processing and handling confidential information with discretion
• Enable employees to grow and succeed through feedback, instruction, and encouragement
• Well-developed leadership skills, including a team orientation, flexibility, integrity, and creativity
• Proven negotiation skills and ability to explain products to an audience
• Excellent organizational and time management skills
• Understand the organization's strengths and weaknesses as compared to competitors. Has an in-depth understanding of competitive products and services within the marketplace
• Works collaboratively and build strategic relations with colleagues, coworkers, contractors, and customers
• Proficiency with Microsoft Office

Work Conditions:

Environment Type:

• Indoor. Office environment. Temperature controlled

Exposure Types:

• No adverse environmental conditions expected

Work Hours:

• Standard work schedule, overtime may be necessary for meeting deadlines, required travel, and emergent conditions
• Flexible work schedule

Travel Requirements:

• Regular travel to customer sites
• Travel to worldwide AIT locations
• This position may involve travel exceeding 50% of the time

Physical Demands:

The physical demands described here are representative of those that must be met by an employee to successfully perform the duties and responsibilities of this job.

• Light work that includes moving objects up to 20 pounds
• Picking, pinching, typing or otherwise working, primarily with fingers rather than with whole hand or arm as in handling
• Prolonged periods sitting at a desk and working on a computer
• Repeating motions that may include the wrists, hands and/or fingers

AIT Safety: AIT enforces a safety culture whereby all employees have the responsibility for continuously developing and maintaining a safe work environment. As appropriate, each employee is responsible for completing all training requirements. All employees that work in or enter the production environment are required to wear personal protective equipment.

AIT Quality: It is our policy to provide quality products and services that meet customer expectations and delivery requirements. Accordingly, each employee must conform to the AIT Quality Policy and carry out job activities in compliance with applicable AIT Quality System documents and customer contracts. Each employee must read and understand his/her Quality Management and Customer Satisfaction responsibilities.

AIT Procedure Compliance: Each employee must read, understand, and implement the general and specific operational, safety, quality, and environmental requirements of all plans, procedures, and policies pertaining to his/her job.

Security Clearance Statement: This position may require a government security clearance; you must be a US Citizen for consideration.

ITAR Requirements: To conform to U.S. Government commercial space technology export regulations, including the International Traffic in Arms Regulations (ITAR), 8 U.S.C. 1324b(a)(3), applicants for employment at AIT must be a U.S. citizen or national, lawfully admitted for permanent residence into the U.S. (i.e. current green card holder), or lawfully admitted as a refugee or granted asylum under 8 U.S.C. 1157-1158.

Equal Employment Opportunity: AIT is proud to be an Equal Opportunity Employer and is committed to attracting, retaining, and developing a highly qualified, diverse, and dedicated work force. AIT hires and promotes people based on their qualifications, performance, and