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Job Title
Sr. Director Global Commercial - DefenseDEW Engineering and Development ULC, a wholly owned subsidiary of CoorsTek, Inc., is a multi-divisional defense and aerospace company headquartered in Ottawa, Ontario that designs and manufactures innovative products for domestic and international clients. DEW provides a wide range of services and products to military and commercial customers including design, test and evaluation; prototyping and development, manufacturing and through life support. DEW offers opportunities for growth, an attractive salary with comprehensive benefit package and an environment that promotes personal and professional success.
DEW is seeking a senior commercial leader responsible for identifying, developing, and executing growth strategies for all DEW Engineering's markets, with accountability for strategic customer relationships, business development, market expansion, commercial leadership, and end-to-end capture management and ownership of priority opportunities.
Role & Responsibilities:
- Oversee all business development and business growth opportunities, including ownership of the capture management process for strategic pursuits.
- Develop and execute a North American growth strategy to meet and exceed revenue and profitability goals, including account-specific plans, while leveraging knowledge of EMEA and other global markets and balancing near-term revenue generation with long-term strategic account development.
- Play the lead role in successfully closing business deals and delivering measurable bookings, revenue, margin, and pipeline growth.
- Identify new opportunities and markets and work with company leaders to develop strategic insights for market penetration strategies, expanding into new customers, programs, geographies, applications, and market segments.
- Develop and maintain a strong awareness of global market conditions, trends, and customer needs to shape sales strategy for existing and new customers, with a strong understanding of Aerospace & Defense program lifecycles, customer requirements, procurement processes, supply chains, and market dynamics.
- Drive new product development and growth activities including:
- investigate, develop and define key customer/market requirements
- act as technical liaison with customer teams,
- communicate total business needs to the broader DEW organization, including project management, engineering and manufacturing teams
- Match customer needs with the best fit DEW capabilities, or create new capabilities by driving data supported internal decision making on long-term growth investments including capital equipment and R&D programs
- Lead or support contract and commercial negotiations as needed.
- Create a collaborative partnership across Company commercial, engineering, and manufacturing teams to deliver customer solutions, support localization strategies, and drive profitable growth, with clear ownership, decision points, and accountability for strategic pursuits.
- Raise demand for DEW products and solutions through proactive selling and education of customers through proposals and other forums.
- Through strategic marketing, effectively differentiate DEW from its competitors, by understanding of our competitive advantage and pro-actively telling our story.
- Build a positive company reputation throughout the market via activities such as trade shows, advertising, strategic partnering and participation with industry organizations.
- Build and lead a high-performing commercial organization that extends beyond the commercial function as needed and replicates successful growth practices through disciplined processes, team capability, and shared customer relationships rather than relying solely on the leader’s personal network.
- Conduct bid/no-bid assessments and establish capture plans, win themes, competitive assessments, action plans, and executive reviews for priority pursuits.
- Lead teams preparing and writing complex proposals to institutional and commercial customers, ensuring proposal strategy and content align with the approved capture plan and customer requirements.
- Monitor customer procurement rules, policies and practices
- May provide guidance to other colleagues.
Education and Experience:
- Bachelor’s degree in engineering or equivalent required, with advanced degrees in business leadership or engineering preferred.
- 10+ years of progressive leadership experience in technical sales, business development, strategic account management, or commercial leadership, with demonstrated success planning and executing complex commercial opportunities, developing growth strategies, building executive-level customer relationships, and leading capture management for complex, high-value pursuits within defense, aerospace, advanced manufacturing, advanced materials, or related industries. Demonstrated track record of materially growing an Aerospace & Defense business - not simply managing an existing book of business - and converting strategic relationships into long-term contracts and revenue.
- Strong contacts within the Canadian and global defense industry, including government and prime contractors, with established relationships among senior executives and decision-makers across major Aerospace & Defense OEMs, primes, Tier 1/Tier 2 suppliers, and government/defense customers.
- Strong negotiation skills.
- Strong executive presence and credibility with customers, partners, industry leaders, and internal stakeholders.
Functional/Technical Knowledge, Skills & Abilities:
- Manufacturing background.
- Strong financial acumen.
- Ability to manage through uncertain environments while identifying new business opportunities and maintaining disciplined pipeline forecasting, prioritization, and follow-through.
- Maybe required to travel to customer locations to promote new products, resolve customer problems and to represent the Company at trade shows and conferences.
- Must be proficient in working with diverse variety of people from different cultures and backgrounds, exhibit strong interpersonal and organizational skills, great attention to detail.
- Excellent listening, verbal and written communication skills in English, with French language skills desirable
Working Conditions & Physical Requirements:
- This position works primarily in an office environment and occasionally works in a production environment which can be noisy/dusty and may require adherence to applicable safety protocols and use of personal protective equipment (PPE).
- Responsibilities involve extended periods of computer-based work, typically performed while seated.
Role Specific Details:
- Language: Fluent in English and French preferred
- Location: Ottawa, Canada (preferred) or Golden, Colorado
- Travel: Frequent travel, up to 50%, throughout Canada, the United States, Europe, and other customer locations
- Compensation: CAD 147,000 - 230,000. This range is for the Ottawa, Canada area and ranges may vary based on region.
- Annual Target Bonus: 40%
DEW strives to create a respectful, accessible and inclusive work environment. Upon individual request, DEW will endeavor to remove any barrier to the hiring process to accommodate those candidates with disabilities. Should any applicant require accommodation through the application, interview or selection processes, please contact DEW’s Human Resources department at 613-736-5100.
Target Hiring Range
: USD 0.00 - USD 0.00
Actual compensation is commensurate with experience, skills and education. CoorsTek strives to give all qualified applicants equal opportunity and to make selection decisions on job related factors. Do not provide any information on the application which will indicate your race, color, religion, national origin, sex, age, disability, sexual orientation, gender identity, pregnancy, genetic information, veteran status, or any other status protected by law or regulation.
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