POSITION SUMMARY
At Embraer we are in the forefront providing state-of-the-art solutions to our end-users Globally. Embraer is based out of Brazil, and our US Commercial and Defense entities are growing rapidly in the US. Embraer Defense and Security USA serves as the voice of the customer managing collaboration between Embraer Defense & Security USA, other Embraer business areas, and Embraer partners in the US. This sales manager will manage, coordinate, monitor and control sales activities and campaigns related to company military aircraft and programs in the United States, Canada, and FMS.
JOB RESPONSIBLITIES
- Manages local marketing activities for products and services for the company to United States government agencies or private firms doing government business.
- Directs the development of short- and long-term objectives for the company and makes recommendations to senior management.
- Monitors defense acquisition activities among all branches of US Armed Services.
- Monitors and analyzes developing defense acquisition trends and programs that could result in opportunities for aircraft sales.
- Develops procurement strategies, conduct briefings and presentations, leads formal proposal efforts and secures contracts.
- Advises senior management on status or action required in connection with existing and potential sales programs.
- Attends meetings on behalf of the company with government officials and United States prime contractors.
- Maintains key marketing contacts with civilian and military personnel. Develops new business opportunities for military company products and services.
- Develops and maintains customer relationship.
- Supports studies and activities related to marketing and sales analysis, as well as makes the interface with sales team in other units.
- Prepares and manages target program. Participates in the preparation of department budget and controls area/program budgets.
- Complies with company and department norms, policies, directives, and procedures.
- Guarantees reliability and quality of information.
- Maintains necessary internal and external contacts.
- Suggests improvements to processes and procedures.
- Honors and protects confidential and proprietary documents and information.
ESSENTIAL KNOWLEDGE, SKILLS AND ABILITIES
Education:
- Desirable BA degree in Aeronautical Engineering or in Marketing or Business Administration or Economics.
Experience:
- Strong experience (>15 years) in management of military aircraft sales activities preferably acquired in a large aviation/aeronautical industry.
- Extensive knowledge of the military acquisition process
- U.S. citizen; Military experience
- Experience in working with or for U.S. primes and OEMs
- Current or previous Top Secret clearance status
Knowledge, Skills & Abilities:
- Strategy Development: Develop and execute a comprehensive growth strategy for the Embraer Defense market segment in alignment with organizational objectives.
- Team Leadership: Lead and mentor a diverse matrixed team to ensure alignment with strategic priorities, talent development, and drive high performance.
- Opportunity Management: Oversee the management of US & Canada opportunity pipeline, ensuring timely and effective capture of new business opportunities.
- Customer Engagement: Develop and execute customer engagement plans to build strong relationships, understand customer needs, and position Embraer Defense effectively.
- New Business Capture: Lead the new business capture process, from opportunity identification to proposal submission, ensuring alignment with customer requirements and organizational capabilities.
- Decision Making: Lead capture decision-making processes and participate in strategic initiatives, providing strategic insights and recommendations based on market analysis and opportunity assessment.
- Advanced knowledge in defense aviation and mission systems for Embraer and competitors’ military products and services, sales & marketing techniques focused on military products and services, commercial proposals techniques, negotiation/presentation techniques.
- Language proficiency in English and Portuguese (desirable).
- Planning (Target Program process management), finance fundamentals (budget & analysis), employment law (sexual harassment, disability, discrimination, labor laws, etc.), business vision & competitiveness.
- Lotus notes, Microsoft office (Word, Excel, Power Point, and Access), ENS system, company policies and procedures.
- Planning and analysis capabilities, business player, adaptable and resilient, exhibits self-control, responsible, organized self-starter, good communicator, assertive, helpful and a team player.
- Ability to effectively communicate. Builds and maintains interpersonal relationships. Teambuilding, problem solving and time management skills. Must be flexible and able to multi-task. Focuses on customer’s needs.
Working Conditions / Environment/ Special Requirements
- Ability to work in a safe professional manner adhering to all regulatory requirements including, OSHA, EPA, State and Federal regulations.
- Travel requirements: 51 - 75
- Job Location located in Melbourne, FL. Possibility for remote work depending on proximity to customers and Key Decision Makers
GENERAL COMMITMENT FOR ALL EMPLOYEES
- Commitment to company values and complies with department norms, policies, directives, and procedures.
- Incorporates Lean and P3E processes and concepts into daily activities.
- Strive for continuous improvement to processes and procedures.
- Honors and protects confidential and proprietary documents and information.
- Satisfies work schedule requirements.
- The job description is not designed to cover or contain a comprehensive listing of all activities, duties or responsibilities that are required by the employee. Performs other duties as assigned.
