Sales Representative

18908

This position is a key link between the customer & Wyman-Gordon. The Account Representative acts as the single point of contact for our customers. Responsibilities include meeting Sales Department objectives, coordinating necessary commercial efforts internally, and ensuring customer expectations are met. It is a position with high visibility within the plant, close coordination with all departments, and requires a thorough understanding of our customers’ needs and requirements.

MAJOR TASKS PERFORMED BY THIS POSITION

1a. • Review and input incoming Purchase Orders, Contracts, & Requests for Quotations.

• Customer Care (CSR) – Communicates both verbally & in writing with customers on progress of part schedules, pre-production schedules, and further business opportunities.

• Maintain price & schedule integrity.

1b. PHYSICAL ACTIVITIES/CAPABILITIES REQUIRED TO PERFORM THE ESSENTIAL FUNCTIONS.

While the duties of this job, the employee is regularly required to stand, walk, sit, climb, and kneel. The employee must have the ability to occasionally lift and/or move up to 50 lbs. He/she must also have good vision for reviewing documents and computer screens. Must have good oral and written communication skills. Periodic off-site travel required.



1c. INCIDENTAL FUNCTIONS.

Will be required to perform routine administrative and managerial functions.

DECISION MAKING AUTHORITY

• Balance customer demand with WGH operations scheduling requirements

• Makes recommendations to management on RFQ’s received (go/no go bid) based on Customer requirements versus WGH capabilities

PRINCIPAL ACCOUNTABILITIES

• Responsible to maintain and achieve quarterly & annual sales goals.

• Invoicing assigned customers consistent with agreed contractual terms and conditions.

• Manage new part introductions through initial design process by coordinating new part inputs into the system, internal design review meetings, part pre-release status, and subsequent discussions with the customer related to the design process.

• Forecasting assigned customers demand on a quarterly basis.



COMPETENCIES

Decision Making (Business/Management Skills)

Identifying and understanding issues, problems, and opportunities; comparing data from different sources to draw conclusions; using effective approaches for choosing a course of action or developing appropriate solutions; taking action that is consistent with available facts, constraints, and probable consequences.

• Identifies issues, problems, and opportunities - Recognizes issues, problems, or opportunities and determines whether action is needed.

• Gathers information – Identifies the need for and collects information to better understand issues, problems, and opportunities.

• Interprets information - Integrates information from a variety of sources; detects trends, associations, and cause-effect relationships.

Generates alternatives - Creates relevant options for addressing problems/opportunities and achieving desired outcomes.

• Chooses appropriate action - Formulates clear decision criteria; evaluates options by considering implications and consequences; chooses an effective option.

• Commits to action - Makes decisions within a reasonable time.

• Involves others - Includes others in the decision-making process as warranted to obtain good information, make the most appropriate decisions, and ensure buy-in and understanding of the resulting decisions.

Business Knowledge (Business/Management Skills)

• Understanding and utilizing economic, financial and industry data to accurately diagnose business strengths and weaknesses, identify key issues, and develop strategies and plans.

• Understands relevant market segments - Recognizes the factors that impact the various market segments and identifies opportunities for sales growth.

• Analyzes market - Identifies current conditions and trends in the market.

• Collects competitive intelligence - Gathers information from and about local competitors to identify potential sales opportunities.

• Networks - Communicates with customers, vendors, competitors, and associations to learn more about the industry and growth opportunities.

• Aligns to leverage market opportunities - Establishes the profile of each assigned customer to maximize the available market opportunity

• Continuously learns - Seeks out additional opportunities to learn more about the industry and local market opportunities.

Leading and Influencing Others (Leadership Skills)

Actively provides leadership to individuals and groups to help them move toward action and improvement.

• Possesses “Credibility” - Has earned personal credibility through successful performance, professionalism, integrity, and interpersonal relationships with others. Clearly recognized as a “go-to” person in the organization.

• Identifies opportunities - Seeks situations that require attention, improvement and formal (or informal) leadership.

• Asserts self in leadership role - Readily assumes a leadership position with individuals, situations, or projects that require action and/or improvement.

• Exhibits teamwork - Listens to and involves others in decisions. Models teamwork through own behavior; is quick to give recognition and praise to others.

• Facilitates agreement - Uses appropriate influence strategies (such as demonstrating benefits) to gain genuine agreement; persists by using different approaches as needed to gain commitment.



Mobilizing Resources (Leadership Skills)

Managing staff and resources consistent with organizational goals. Proactively negotiating and accessing resources outside of one's immediate domain when necessary.

• Prioritizes - Identifies more and less critical activities consistent with organizational goals.

• Develops and considers alternatives - Generates, and encourages others to generate, options to address issues and utilize available resource; evaluates/selects alternatives considering business priorities, available resources, and the availability of additional resources.

• Deploys resources - Prioritizes and utilizes resources consistent with organizational goals; negotiates and accesses additional resources (including those that are outside of immediate domain of control) when necessary for critical tasks.



Coaching and Developing Others (Leadership Skills)

Providing feedback, instruction, and development guidance to help others excel in their current or future job responsibilities; planning and supporting the development of individual skills and abilities.

• Clarifies performance - Seeks information and opinions about an individual's current performance as well as long-term development needs.

• Provides timely feedback - Gives timely, specific, and appropriate feedback about performance, development needs, and development progress; reinforces efforts and progress.

• Conveys performance expectations and implications - Communicates high expectations; links performance improvement and skill development to relevant personal and business goals; checks for understanding of and commitment to performance and development goals as well as follow up activities.

• Evaluates skill gaps - Diagnoses gaps in knowledge, experience, skills, and behavior that underlie current and future performance; continually modifies evaluation based on new information.

• Guides development - Provides guidance and positive models to help others develop; seeks suggestions for improving performance; collaboratively creates development plans that include activities targeted to specific goals; leverages environmental supports and removes development barriers; advocates for individual to higher levels of management to create development opportunities.

• Fosters developmental relationships - Helps people feel valued and included in coaching and development discussions by expressing confidence in their ability to excel, maintaining their self-esteem, empathizing, involving them, and disclosing own position.



POSITION REQUIREMENTS

REQUIRED FORMAL EDUCATION:

• Min. Associate Degree

REQUIRED KNOWLEDGE & EXERIENCE:

• Communication, analytical and personal skills.

• Experience with Microsoft Office

PERSONAL ATTRIBUTES:

• Decision making skills.

• Strong analytical skills.

• Strong presentation skills, and well versed in training others in a production environment.

• Strong data query and analysis skills

• Communication skills, both verbal and written.

• Experience in technical writing.

PREFERRED QUALIFICATIONS

• Ability to review prints & specifications.

• Five year min. of sales or customer service in the Aerospace market.

• Preference of a BS degree

SYSTEM ACCESS

Oracle