• Director, Business Development

    Location US-PA-North Wales
    Posted Date 1 week ago(12/5/2018 9:29 PM)
    Requisition Number
    16164
    # of Positions Remaining
    1
    Position Type
    Full time
    Experience (Years)
    10
    Category
    Business Development - All
    Security Clearance Required?
    Unspecified
    Shift
    1
    Relocation
    Some
  • Overview

    Triumph Group designs, engineers, manufactures, repairs and overhauls a broad portfolio of aviation and industrial components, accessories, subassemblies, systems, and aircraft structures. We partner with original equipment manufacturers (OEMs) and operators of commercial, regional, business and military aircraft worldwide, to provide products and services that solve their hardest problems. So, whatever the part, component or complexity of assembly, Triumph Group is committed to quality, service and meeting the specialized needs of each customer.
     
    Triumph Integrated Systems (TIS) provides a full range of integrated solutions for aircraft manufactures around the globe. We partner with key manufacturers to produce crucial components, systems and subsystems required to help maintain a competitive and technological advantage. We provide design, development and support of internally designed components, subsystems and systems, as well as production of complex assemblies using external designs. 

    Triumph Mechanical Solutions, an Operating Company within the TIS business unit, is an international leader in the design and manufacture of mechanical and electro-mechanical control systems for fixed wing and rotary commercial and military aircraft, naval vessels, military vehicles, nuclear power stations and industrial plants. 

     

    Founded in 1943, originally Teleflex Aerospace the business now spans five locations across the US and Europe. 

    The product portfolio for Triumph Mechanical Solutions includes throttle quadrants, helicopter collectives, landing gear, flap and spoiler cockpit lever controls, nose wheel steering modules, actuation devices, complex mechanisms, push/pull controls, remote mechanical valve actuators and detector drive systems.  Since delivering the first push-pull controls in 1943, Triumph Mechanical Solutions has pioneered the specialized practice of designing, testing and manufacturing the most accurate and reliable mechanical and electro-mechanical control systems.

     

    The Mechanical Solutions business and their ~400 employees deliver over $135M in annual revenue to the Triumph Integrated Systems business unit.  The business has five domestic and international locations and has a strong track record of solid performance with a highly skilled and seasoned team. With strong strategic leadership, Triumph Mechanical solutions is positioned nicely for short and long-term growth.

    Responsibilities

    Responsible for the strategic and tactical business development for Mechanical Solutions Op-Co. Works directly with customer’s purchasing, engineering, and management teams to identify customers’ needs and opportunities – then leads company’s solution development.  Acquires market competitive intelligence and responsible for developing Win strategies.  Participates in establishing and responsible for achieving sales objectives, as well as, determining potential of product acceptance in new market segments or adjacent markets.  In summary, this position is responsible for opportunity identification and qualification, capture, and new business contract closure leading to top line revenue growth consistent with TIS-MS profitability objectives.

     
    Responsibilities:

    • Prospects and develops strong customer relationships identifying new opportunities for sales growth at both existing and potential new customers that meet strategic objectives.
    • Leads and participates in gated capture and review process for new business opportunities.
    • Develops and executes strategic and tactical sales plans and campaigns.
    • Is a key member of the MS leadership teams. Will be expected to regularly interface with the staff and support the efforts of MS Op-Co’s leadership to grow their businesses.
    • Provides technical interface between customer and company engineering, manufacturing and program management representatives
    • Leads the development and OTD of customer proposals.
    • Collaborates with other TGI Business Development personnel and leadership to promote cross-selling opportunities and wins.
    • Participates in the Annual Strategic Review (ASR) and Annual Operating Plan (AOP) process for assigned product lines.
    • Responsible for maintaining and ensuring accuracy of Microsoft Dynamics (MSD) opportunities database. Also, responsible for ensuring a healthy pipeline of opportunities.
    • Prepares, presents and conducts technical sales briefings for customer and company representatives.
    • Prepares sales forecasts and participates in the preparation of business/product development plans.
    • Interfaces with and may participate in I&T teams and activities.
    • Investigates new applications or improvements to products with customers.
    • Responsible for assisting in the resolution of customer complaints and in general helping to promote good customer relationships.
    • Analyzes existing and anticipated customer requirements and promotes consideration of company products and services to fill such requirements.
    • Participates in initial contract review and negotiation consistent with TGI and TAS policies and guidelines.
    • Responsible for OpCo and site marketing materials and input to TIS and TGI materials including brochures, newsletters, pamphlets, websites, tradeshow materials, advertising, other electronic media, Power Points, etc.
    • Participates in, and may help coordinate, TIS’ participation in tradeshows.
    • Supports site activities related to community affairs, government advocacy, economic development, and institutions of higher learning and research.
    • Develop multi-level relationships within customer organization across all disciplines and facilitate introductions of company executives and company technical representatives.
    • Provide Market/Customer intelligence to the company Presidents and technical representatives.
    • Develop and present Key Capture Strategies to the Senior Leadership Team.
    • Leads BD Manager in support of the TIS-MS goals.
    • Provides coaching, training and performance management of the BD Manager.

    Qualifications

    • BS Degree in Engineering with MBA, or another technical Master's degree a plus.
    • Extensive (10 or more years) business development, sales and marketing experience representing aerospace manufacturing organizations and highly technical products.
    • Broad knowledge of mechanical controls, capture planning and execution, program management, manufacturing technologies and aerospace.
    • In-depth knowledge of aerospace business; financial modeling; negotiation tactics and a proven track record in Aviation sales and customer support.
    • Contacts at working and executive levels of OEMs, Tier I, Tier 2 customers and others in the industry.
    • Strong interpersonal with the ability to influence and persuade to achieve desired outcomes.
    • Ability to work with a diverse group of people in manufacturing, engineering, finance, contracts, QA, and management with demonstrated success in team environment and matrixed organizations. 
    • Strong analytical, problem-solving and negotiation skills.
    • Excellent oral, written, and presentation communication skills.
    • Ability and willingness to travel.
    • Strong time management planning, and prioritizing, with a demonstrated ability to execute against multiple projects and excel in a fast-paced, results-oriented work environment

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