Director, Component Sales & Service Project Estimation

Mission-Driven. Honor-Bound. Fairbanks Morse Defense. What’s your calling? For the men and women of Fairbanks Morse Defense it’s the rapid and effective support of the fleets that entrust us to design, develop, and deliver the best naval power technology on the planet. We’re one of the nation’s leading marine defense contractors because of the highly trained and dedicated teams that provide reliable power systems, parts, and aftermarket services to the U.S. Navy, Coast Guard, Military Sealift Command, and Canadian Coast Guard. When you join Fairbanks Morse Defense, you join a legacy of commitment that spans 150 years. Fairbanks Morse Defense offers competitive benefits with a wide range of training and development opportunities. Our world-class teams are dedicated to helping every individual achieve their full potential. Discover what it’s like to be a part of the Fairbanks Morse Defense team here: https://www.fairbanksmorsedefense.com/careers

Director, Component Sales & Service Project Estimation

Summary

This role will manage all aspects of component sales from proposal through delivery and resolution of customer issues.  The primary focus of the role is to ensure the performance of both our cross-functional component sales and delivery team and our service project estimator team exceed our customers’ expectations.  The scope of the role covers all Fairbanks Morse products across all business units. Direct reports to this role are our Component Sales Manager and our Project Estimator Manager.

Principle Duties and Responsibilities

• Build strong relationships with all Fairbanks Morse Services customers.
• Proactively manage all component sales activities to drive continuous improvements in quotation efficiency, quotation lead-times, and reduce quote backlog. 
• Actively engage with Fairbanks Morse operational business units to understand delivery performance of sales orders, identify priority orders, and proactively coordinate and manage deliveries with customers.
• Coach and develop direct reports to take greater complete contract ownership through implementing project management principles.
• Develop tools to facilitate the component sales team to be a valued asset and trusted customer partner.  Success will include our ability to identify and provide guidance to our customers on the correct parts and kits to purchase to simplify repair activities including upselling techniques.
• Work with our pricing team, ensure price lists are maintained and deliver required margins.
• Collaborate with Strategic Directors, and Regional Account Managers to support their Business Segment strategies and sales plans to meet business goals.  Actively participate in Demand forecasting for SIOP.
• Lead team and build playbook for integrating component sales activities for all new business acquisitions.
• For all new programs, ensure ERP tools, team members and suppliers are ready to provide quotations and component deliveries prior to first customer RFQs.
• Provide periodically to the organization and senior leadership up-to-date Executive reports and forecasting aligned with annual, quarterly, and monthly sales goals.
• Work with Channel Partner Account Manager to develop close relationships with 3^rd party groups in support of DLA / NAVICP sales.  Create metrics and management review process to maximize potential sales and margin.

Qualifications and Educational Requirements

• Bachelor’s degree in Business or related field required; Master’s degree preferred
• 12+ years of experience developing strong customer relationships and delivering complex mission critical equipment and services in a competitive environment.
• Minimum of five years of leadership/management experience
• High energy and positive attitude.
• Excellent Commercial and Business acumen coupled with practical negotiating skills and conflict resolution is essential.
• Knowledge of government, export and nuclear regulations
• Ability and willingness to travel to accomplish business objectives. Travel up to 15% (domestic and international).
• Experience leading and inspiring a cross-function matrixed team based across multiple sites.
• Experience developing and securing long-term agreements with customers that deliver mutual business benefits.
• Demonstrated analytical, written, and verbal communication skills.
• Expertise in Microsoft Office Suite, Salesforce, and multiple ERP systems.
• This position requires interaction with both internal and external customers, so the ability to communicate effectively across all levels of management, peers, and clients is an absolute and essential requirement. 
• Excellent problem-solving, task prioritization, follow-up, and customer service skills required.
• This position requires access or potential access to Unclassified Naval Nuclear Propulsion Information, which is Not Releasable to Foreign Nationals (NOFORN). Therefore, to meet NOFORN requirement, you will have to provide proof of US Citizenship and attest you do not have dual citizenship. Acceptable proof of US Citizenship is a US Passport, US Birth Certificate or Naturalization Certificate.

This specification is intended to indicate the kinds of tasks and levels of work difficulty that will be required of positions that will be given this title and shall not be construed as declaring what the specific duties and responsibilities of any particular position shall be. It is not intended to limit or in any way modify the right of any supervisor to assign, direct, and control the work of employees under his/her supervision. Ability to competently perform all the essential duties of the position, with or without reasonable accommodation, demonstrated commitment to effective customer service delivery, and the ability to work productively as a member of a team or work group are basic requirements of all positions at Fairbanks Morse Defense.

Fairbanks Morse Defense offers a competitive benefits package including but not limited to, medical, dental, vision, life, and disability insurances, and 401k retirement plan with employer match.  In addition, we offer paid time off, paid holidays, paid parental leave, and tuition reimbursement. 

Equal Opportunity Employer/Veterans/Disabled