National Sales Manager

GTC Machining has grown from a very humble beginning to a major supplier of machining and engineering services throughout the Defense, Aerospace, Medical Devices, and Commercial market segments.  Our mission is to engage customers and empower makers to deliver precision.

Reports To: Chief Revenue Officer

Direct Reports: Sales and Service Team

Purpose and Scope:  The National Sales Manager is responsible for current and future sales and customer service for GTC Machining, LLC – to include current markets, new markets, and all related products. Responsible for managing the Sales team and providing clear communication to support customer satisfaction.

Responsibilities:

Plan, develop, and implement strategy for sales and business development:

• Maintain and grow existing customer accounts
• Spearhead business development initiatives that are consistent with the company’s overall strategy and meet financial targets
• Work closely with PHX Chief Revenue Officer to manage major and critical developing accounts and coordinate the management of all accounts
• Participate in the development and administration of new project proposals
• Responsible for the collection, analysis, and reporting of sales related data and KPIs in an on-going effort to increase overall sales productivity and improve decision making
• Manage a robust gross margin review process to ensure targets are met or exceeded
• Establish and implement short and long-range goals, specifically those tied to sales strategy and budgeting for specific fiscal periods
• Lead the sales input into the company’s Sales Inventory Operational Planning (SIOP) process by providing accurate demand forecasts, aligning sales strategy with operational planning, and driving cross-functional collaboration for decision making
• Understand, manage, and identify opportunities to reduce applicable costs
• Performs other related duties as assigned or requested

Plan, implement, and manage customer support functions to provide exceptional customer service:

• Direct and coordinate company sales, service, and marketing functions
• Provide exceptional customer service to customers through personal account management and standardized communication and service processes within the department 
• Select, manage, and develop direct reporting staff in accordance with company policy and department Standard Work Instructions
• Manage, provide guidance, and delegate the following responsibilities within the Sales team (including, but not limited to):
  • Data Entry accuracy and timeliness (i.e., quotes, customer orders, shipping documents, invoices, credits, etc.)
  • Customer related document management (i.e., customer specifications and drawings, customer maintenance, customer purchase orders, customer pricing and associated price lists, customer cross reference, etc.)
  • Customer order related freight management including ordering and coordinating
  • Cross-functional account management (i.e., AR invoicing issues, fulfillment and delivery communications, quality corrective actions, etc.)
• Coach and evaluate current team members with a consistent cadence
• Review, analyze, and support root cause corrective action (RCCA) efforts associated with any issues and exceptions impacting customer satisfaction (ex: OTD). Lead communication strategy to the customer for any exceptions
• Ownership of customer pricing updates in systems
• Proactively review and communicate status of customer open order reports and shipment reports.
• Evaluate changes in stocking quantities based on customer demand and/or forecasts and work with functional groups to update downstream
• Facilitate and communicate schedule priority changes both internally and externally
• Develop extensive product and market knowledge to support customers and train the Inside Sales team.
• Maintain, update & create standard work instructions (SWI) where appropriate
• Coordinate training of new hires in accordance with training documents and Standard Work Instructions

Plan, implement, and support operational improvements:

• Contribute to the evaluation and development of operational strategy and performance in conjunction with the executive team
• Remain informed of all CI initiatives, champion continuous improvement efforts, and drive departmental improvements
• Compile, understand, and improve relevant Sales, Inventory, and Operational Planning (SIOP) reports as it relates to shipments and backlog
• Provide input to the company’s growth and vision by updating, maintaining, and executing to the Sales and Business Development section of the company’s Business Plan and action items of the company’s One Page Strategic Plan
• Participates in continuous improvement efforts by participating in the company’s Hoshin Kanri process, strategic planning initiatives, periodically leading A3 project teams, and driving departmental improvements
• Maintains an organized, clean, and safe work area using 6S guidelines and participates in audits as required

Operate within Company Parameters:

• Communicate and liaise with other functional managers and executives to understand all necessary needs for business development, and to ensure they are fully informed of sales objectives, purposes, and achievements.
• Ensure activities meet with and integrate with organizational requirements for quality management, health and safety, legal stipulations, environmental policies, and general duty of care
• Execute all responsibilities according to lawful and ethical standards as established by company policies and procedures

Key Measures of Success:

• Gross Margin
• Gross Sales to Budget
• On Time Delivery
• Operating Cash Flow
• Quote Cycle Time
• Quote Win Rate

Qualifications:

• Bachelor’s degree or equivalent professional experience
• 7+ years of sales experience required, demonstrating fully developed sales skills (prospecting, qualifying, and closing new customers, while growing existing customers) with a track record of meeting or exceeding sales targets on a consistent basis
• 5+ years of sales management experience required to include responsibility for business development strategy 
• Knowledge of machining processes preferred (precision machining, assembly, and fabrication), ideally in a medical and/or defense related industry
• Above average computer skills, including data analysis from Excel, CRM, and ERP systems
• Lean manufacturing and quality system experience required (ISO 9001:2015, ISO 13485, and AS9100D preferred)
• Understanding of relevant operational finance topics with experience budgeting, forecasting, and managing P&L
• Excellent written and verbal communication skills
• Ability to travel frequently (50%+) and manage time and territory requirements

GTC Machining, LLC offers a drug-free workplace along with a competitive salary and benefits package. We are an equal opportunity employer (EEO), dedicated to a policy of nondiscrimination in employment on any basis including race, creed, color, age, sex, religion, sexual orientation, gender identity, or national origin and in compliance with ADAAA