Essential Functions

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Identifies and develops new business opportunities with existing and new customers.

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Develops and manages basic account plans (current business level, key contacts, areas of opportunity).

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Develops and maintains multi-level customer relationships; responsible for meeting price, margin and growth targets with assigned accounts.

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Provides input regarding customer needs to the demand forecasting process.

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Accountable for forecasting revenue for profit plan, LRP and quarterly forecast freeze.

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Accountable to overcome shortfalls to revenue forecast.

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Leads account reviews (internal and external) regarding customer relationship management, SQDRC scorecards, forecast, margin maintenance, creates awareness of potential business risks.

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Leads cross-functional teams through development and approval of proposals, including presentation to customer.

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Establishes proposal pricing strategies and cost targets.

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Supports the negotiation strategy for initial and renewal/extension contracts, agreements, terms and conditions in close collaboration with Contract Operations Managers.

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Supports PMO to ensure successful execution of new product introduction programs.

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Responsible for negotiating business agreement/terms sheet; working closely with Contracts Administration on remaining terms (eg - standard terms and conditions) of contract.

Other Functions

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Attends industry conferences and tradeshows.

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May identify and hand-off potential sales opportunities with other Woodward business units.

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Supports the escalation as appropriate, of account receivable issues within customers.

Knowledge/Skills/Abilities

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Product Knowledge - Aware of the performance and functional specifications relevant to WWD products; Aware of product and platform planning and portfolio management; Basic understanding of common manufacturing and repair processes - such as casting, machining, special finishes, inspection and test; Ability to identify the product design features, development and certification approaches that impact cost; Understands the importance of product change control and configuration management.

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Market Knowledge - Maintains basic understanding of the uses and operation of Woodward product; Aware of the OEMs in the industry and the products they currently produce and produced in the past; Aware of the Maintenance, Repair & Overhaul providers, the tasks performed and contract structures in the industry; Knows which industry platforms and applications are supplied by competitors vs. WWD.

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Strategy Development - Aware of what drove historical or what will drive demand for Legacy and/or new NPI products; Identifies industry trends that motivate customers to procure adjacent products from WWD.

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Proposal Development - Knows which WWD functional department is best suited to review and respond to each element of the customer RFQ; Allocate portions of the target price to each part of the WWD product cost estimate; Understands the elements of the SWOT analysis; Aware of WWD's standard terms & conditions; Understands the market forces that affect the long term stability and attractiveness of a given market segment.

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Sales Fundamentals - Can explain the mission and responsibilities of each function on the customer's organization chart; Identifies the type of customers and applications that fit WWD fields of play; Describes the scope, deliverables and risks expected from each channel to market; Describes a customer’s implicit and explicit needs; Connects customer needs to possible solutions; Anticipates and addresses customer deal tactics. Summarizes possible WWD responses to current and potential negotiation requests and considerations by the customer; Creates a clear business reason and clear objective for each sales call.

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Marketing Fundamentals - Identifies the product features and performance that drive value for the customer; Defines total amount customer currently spends on a given product/service for legacy, existing or similar programs; Explains the connection between historical demand levels and Market Indicators; Can describe the attributes of a competitor necessary to understand their relative strengths and weaknesses.

Education or Formal Training

Bachelor's Degree in Arts/Sciences (BA/BS)

Technical or business discipline, preferred

Equivalent experience and Knowledge, Skills and Abilities, required

Experience

2-5 years

Extensive Woodward product knowledge and demonstrated ability to interface with customers, required

2 Years experience in dealing with Fertilizers, Refineries, Cement, Sugar & Chemical plants

Travel Requirements

Travel to customer site as needed.