Global Sales Manager

Global Sales Manager - Military

Job Description Eaton Corporation's Aerospace Group in Irvine, CA has an opening for a Global Sales Manager - Military. The incumbent will be responsible for leading and managing a team of account managers to achieve growth in the Military segment through identification and capture of Military retrofit and upgrade programs. The GSM and team are responsible for representing the ?One Eaton? to our global Military customers while developing key customer relationships and working with the customer account managers to achieve customer specific goals. The account management team is responsible for the customer relationship, identifies new growth opportunities, and is responsible for intake in the assigned segment. The GSM will manage contracted representatives in Asia and EMEA to ensure growth goals are achieved. Specific Job Responsibilities include: A. Supports the Intake/Profit Plan process for the Aerospace Group by working with each division to establish intake goals based on market trends and customer knowledge. Ensure growth goals for the military aftermarket segment are achieved. B. Develops platform based campaign strategies to ensure that the new business pipeline is healthy and balanced across each Division. Leverages extended resources to identify and execute new business opportunities. Works with the Division teams to present value propositions to the customer. C. The GSM must interface closely with the Division Sales Managers throughout the business capture process and execute applicable elements of pro-launch and related capture tools. D. Participates on or leads new business capture teams as assigned. The RSM is responsible for working with the DSMs to develop new win capture strategies and value propositions. E. Establish strong customer relationships and identifies customer needs as they relate to new opportunities for the Aerospace Group. The GSM provides the ?price to win? for new capture programs. Develops coaches at the customer. F. Conducts necessary analysis of market trends/dynamics and how they impact intake performance. Proactively develops and executes action plans to ensure intake goals are achieved. G. Manages multiple Sales Rep organizations to ensure Eaton Platform Campaigns are deployed in covered territories. Supports the agents in developing key customer relationships. Negotiates new contracts with reps as required. H. Coordinates the resolution of momentum business issues raised by the customer resulting in increased customer satisfaction. I. Provides leadership to direct reports to ensure goal alignment, organizational and talent development, and overall execution of team initiatives. Preferred Criteria Include: ? Highly effective in a matrix management environment ? Strong Business Acumen ? must understand market and customer trends, customer needs and impact on future product development programs, new business case financials. ? Strong Customer interface skills. Ability to uncover customer needs and translate into winning capture strategies and value propositions. ? A proven leader with the ability to drive team performance, change, and organizational/talent development. ? Strong presentation and written communication skills Basic Qualifications (Including Educational Requirements) ? Bachelor?s Degree from an accredited institution required. ? Expert knowledge of Military Procurement Processes, including international. ? Extensive Knowledge of military upgrade and modification value proposition, as well as Overhaul and Repair projects. ? Must be legally authorized to work in the United States without company sponsorship.