Sr. Director, Commercial Operations

The Senior Director of Commercial Operations is the senior-level commercial leader for our Newington and Enfield sites, responsible for critical customer relationships and the commercial organization for both locations, including proposal management, contracts, and cost estimating. This role manages customer strategies and pricing while supporting the development and implementation of commercial growth plans as outlined by the corporate Applied Aero & Defense Commercial leadership team. The Senior Director will also identify and support cross-selling opportunities across Applied Aerospace & Defense, enhancing the existing commercial sales framework and building upon best practices for the teams, which will include program managers, cost estimators, contract administrators, and proposal managers.

Key Responsibilities:

• Customer Relationship Management: Maintain the existing customer base across Newington and Enfield, addressing all relevant commercial issues as they arise, ensuring the customer experience is upheld at the highest levels.
• Coordination Across Functions: Coordinate with internal organizational functions from initial project approval to final quote review to position the business for effectively capturing renewal opportunities.
• Strategic Account Planning: Develop strategic account plans aimed at driving both top-line and bottom-line growth, establishing targets by account and site for the existing customer base.
• Financial Accountability: Ensure all potential follow-on business opportunities meet financial requirements; responsible for forecasting, planning, and achieving bookings objectives.
• Reporting and Data Management: Complete weekly and monthly reports and manage CRM data as required, maintaining a healthy pipeline of growth opportunities while ensuring data integrity and hygiene.
• Marketing Input: Provide input and recommendations on marketing promotional programs to enhance visibility and engagement.
• Global Consistency and Excellence: Support the drive for global consistency and excellence in customer-facing sales processes as defined by Applied Aero & Defense Commercial Leadership, sharing best practices across the organization.
• CRM Utilization: Leverage and support CRM reporting and dashboard capabilities to enhance visibility into pipeline potential and critical KPIs
• System Improvement: Improve existing tools and systems for tracking quote activity, developing proposals, and submitting them on time, while monitoring the pipeline of new business growth to ensure strategic plan goals are met.

Measures of Success:

• Improvement in share-of-wallet by customer (Revenue, EBITDA)
• Increase in long-term agreements and order backlog for Newington and Enfield (Revenue)

Education & Experience:

• Bachelor's degree or equivalent work experience in a related field with a thorough knowledge of customer applications.
• Minimum of 10-15 years of relevant experience in Commercial Operations within the Aerospace industry (emphasis on Defense and Space); a strong network within fixed-wing military and space is preferred.
• Strong analytical and financial modeling skills, capable of interpreting complex data and drawing actionable insights.
• Ability to operate in a lean, decentralized environment with strong influencing and persuading skills.
• Excellent communication and presentation skills, able to convey complex information clearly and concisely to internal clients, external customers, and executive team members.
• Proficiency in MS Office tools, particularly expert-level capabilities in PowerPoint and Excel

Key Competencies:

• Negotiation Skills: Experience negotiating large long-term agreements and contracts
• Contracts Experience: Understanding of key contractual clauses, liabilities, etc.
• Aerospace Knowledge: Familiarity with aerospace, particularly fixed-wing, defense, and space sectors.
• Financial Acumen: Strong understanding of financial principles and the ability to draw conclusions.
• Matrix Experience: Proven ability to lead by influence in a matrixed environment.
• Communication and Presentation Skills: Strong ability to effectively communicate and present ideas.
• Leadership Development: Experience in coaching, mentoring, and managing performance.

Personal Characteristics

• Approachable and welcoming with an unaffected presence.
• Sense of urgency with the ability to manage and deliver on tactical responsibilities.
• Collaborative yet decisive.
• Strong work ethic, and commitment to fostering a positive organizational culture.
• Exceptional communication and listening skills.
• Critical thinking and problem-solving abilities.
• Hands-on leader; able to inspire, coach, and mentor team members.
• High moral and ethical integrity.
• Strong business and financial acumen

This position is currently accepting applications.

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