Sales Manager II/III - Commercial OEM

Woodward is committed to creating a great workplace for all team members. Our company and its members are committed to acting with integrity, being respectful and accountable to one another, and staying humble and driven, while maintaining the highest professional and ethical standards.

We are steadfastly committed to attracting the best talent across our communities creating a rewarding workplace. Together we are fulfilling our purpose to design and deliver energy control solutions our partners count on to power a clean future.

Woodward supports our members’ wellbeing and regularly benchmarks with other companies in our industry to offer an extensive Total Reward package for this position. Salary will be determined by the applicant's education, experience, knowledge, skills, and abilities, as well as internal equity and alignment with market data.

LEVEL II

Estimated annual base pay: $114,000 (minimum) - $148,000 (midpoint) - $182,000 (maximum)

LEVEL III

Estimated annual base pay: $132,000 (minimum) - $171,000 (midpoint) - $211,000(maximum)

• All members included in annual cash bonus opportunity.

• 401(k) match (4.5%)

• Annual Woodward stock contribution (5%)

• Tuition reimbursement and Training/Professional Development opportunities for all members

• 12 paid holidays

• Industry leading medical, dental, and vision Insurance upon date of hire

• Vacation / Sick Time / Vacation Buy-up / Short Term Disability / Bereavement leave.

• Paid parental leave.

• Adoption Assistance

• Employee Assistance Program, including mental health benefits.

• Member Life & AD&D / Long Term Disability / Member Optional Life

• Member referral bonus

• Spouse / Child Optional Life / Optional AD&D / Healthcare and Dependent Care Flexible Spending

• Voluntary benefits, including:

• Home / Auto Insurance discounts

• Whole Life Insurance / Critical Illness Insurance / Legal Assistance / Military Leave

Objective (Summary)

• The Sales Manager II and Sales Manager III role is to lead sales engagement with Woodward’s strategic Tier 1 accounts and Engine OEM accounts.  The strategic member will collaborate with external and internal stakeholders to optimize this key customer relationship for Woodward.  Strong communication and coordination between Woodward Sales, Marketing, Program Management, Engineering, and Senior Leadership will enable Woodward to optimize strategic outcomes and drive customer satisfaction.

LEVEL II

Key Responsibilities

• Strategic Sales Planning: Responsible for the design, development and execution of customer strategies.  Identifies, cultivates, maintains, and documents strategies that optimize alignment between customer needs and key internal business needs for new and existing customers.

• Business Development: Cultivates new business opportunities, identifies critical elements of new business proposals based on voice of customer feedback, and supports the execution of the proposal review process and submittal to customer.  Leads commercial negotiation and negotiation strategy for strategic proposals.

• Sales Management & Execution: Develops the negotiation strategy for initial and renewal/extension contracts, agreements, terms and conditions in close collaboration with supporting functional groups.  Leads the internal approval process for renewal/extension of pricing agreements.

• Client Relationship Management: Cultivates and maintains strategic relationships inside the account and outside the account, meeting price, margin, and growth targets with assigned accounts. Documents the customer gameboard (risks, opportunities, current portfolio setting) and heatmaps (customer organizational understanding and targeted relationship development plans).

• Market Analysis: Responsible for forecasting revenue for profit plan (1 year + 24 months outlook), Long Range Plans (10 year) and quarterly forecast freeze.  Gathers, communicates and develops strategies to take action in response to market intelligence.  Provides guidance to forecasting team regarding customer programs based on market knowledge and voice of customer.

• Performance Monitoring: Analyzes sales performance data to identify areas for improvement and implements strategies to enhance sales effectiveness. Responsible for leading account reviews regarding customer relationship, SQRDC scorecards, forecast, margin maintenance, and identifies business risks.

Key Skills

• Sales Strategy Development: Designs and implements effective sales strategies aligned with organizational and customer goals and guides the teams working each element of the RFQ with the assumed customer proposal evaluation criteria and weighting factors best and worst-case market sustainability scenarios into business case modelling.

• Market Analysis: Analyzes market trends and competitor activities to inform and adjust sales tactics. Applies understanding of end user operations to identify how WWD products impact those operations; Assesses the impact each channel to market will have on the customer and WWD business case; Describes how OEMs' business strategies affect the industry

• Complex Problem Solving: Identifies and addresses multifaceted challenges within sales operations.

• Product Knowledge - Understands the impact of specifications on the features of Woodward products; understands product and platform planning and portfolio management; familiar with manufacturing processes used to produce Woodward products; able to qualitatively assess the cost impact of product features, development and certification approaches, and understand advantages/disadvantages of each product type.

• Customer Relationship Management: Builds and maintains strong relationships with key clients to drive sales growth.

• Negotiation Skills: Negotiates contracts and agreements to maximize profitability and achieve sales targets via data-driven solutions.

• Data Driven Decision Making: Utilizes sales data and analytics to inform strategic business decisions.

• Effective Communication: Clearly conveys complex and sensitive information to diverse stakeholders.

• Team Collaboration: Collaborates with cross functional teams to achieve shared sales objectives.

• Adaptability in Dynamic Environments: Adjusts sales strategies effectively in fast paced and changing market conditions.

LEVEL III

Key Responsibilities

• Team Leadership: Develop and coach Sales team members through complex sales challenges and the implementation of innovative solutions. Ensures negotiation strategy for initial and renewal/extension contracts, agreements, terms and conditions are aligned with business goals.

• Sales Strategy Development: Designs and implements comprehensive sales strategies to achieve revenue targets and expand market presence. Ensures design is executed with customer via internal and external stakeholders.  Identifies, cultivates, maintains, and documents these strategies to optimize alignment between customer needs and key internal business news for new and existing customers.

• Sales Management & Execution: Develops the negotiation strategy for complex LTA’s (Long Term Contract Agreements), initial and renewal/extension contracts, agreements, terms and conditions in close collaboration with supporting functional groups.  Leads the internal approval process for complex LTA/renewal/extension of pricing agreements.

• Client Relationship Management: Builds and maintains strong medium to high level relationships with key clients, ensuring high levels of customer satisfaction and retention. Responsible for well documented customer gameboards, heatmaps and customer engagement action plans.

• Market Analysis: Analyzes sales data and market trends to identify growth opportunities and inform strategic decision making. Responsible for forecasting revenue for profit plan, LRP and quarterly forecast freeze. Gathers, communicates and develops strategies to take action in response to market intelligence.

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