Sales Manager - Power Management Solutions

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.

Total Base Pay Range: 132,000.00 - 165,000.00 - 198,000.00 USD Annual

• 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, including floating 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

Are you ready to make your mark? If you're a Sales Manager, we have an exciting opportunity for you! The primary responsibility of this position is to serve as main customer interface, satisfy customer requirements and increase business to existing or new accounts, with a focus on customers in the Power Generation segment that could benefit from Woodward's Power Management solutions.

What You Will Be Doing:

• Identifies and develops new strategic business opportunities with existing and/or new customers.
• Identifies, maintains and documents strategic relationships inside the account and outside the account; meeting price, margin and growth targets with assigned accounts.
• Provides input regarding customer needs to the demand forecasting process.
• Leads account reviews (internal and external) regarding customer relationship management, SQDRC scorecards, forecast, margin maintenance, identify and mitigate potential business risks.
• Develops the negotiation strategy for initial and renewal/extension contracts, agreements, terms and conditions in close collaboration with Contract Operations Managers.
• Supports PMO to ensure successful execution of new product introduction programs.
• Responsible for negotiating business agreement/terms sheet; working closely with Contracts Administration on remaining terms (eg - standard terms and conditions) of contract.

What We're Looking For:

• Product Knowledge - Understands the impact of specifications on the features of the right products for the Power Management market; Understands product and platform planning and portfolio management; Familiar with the manufacturing processes used to produce Power Management products; Able to qualitatively assess the cost impact of product design features, development and certification approaches; Able to identify product configuration changes that impact product certification.
• Market Knowledge - 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; Applies understanding of industry maintenance as to how it affects cost of ownership to maintain WW products; Understands WWD's competitive advantages and disadvantages for each product type.
• Strategy Development - Identifies industry trends that create new opportunities for Legacy products; Develops new business offerings, value stories and engagement plans that convince customers to place orders for adjacent products.
• Proposal Development - Guide the teams working each element of the RFQ with the assumed customer proposal evaluation criteria and weighting; Determine the appropriate target "price to win" based on customer input, industry insights and competitive assessments; Able to perform a complete SWOT analysis; Aware of the basic terms and conditions found in industry contracts; Factors best and worst case market sustainability scenarios into business case modelling.
• Sales Fundamentals - Builds relationships adequate to identify and gain access to key decision makers and stakeholders; Identifies sales leads with real needs from market trends and data; Assesses the impact each channel to market will have on the customer and WWD business case; Guides customer to recognize and articulate their needs; Demonstrates the efficiency and low risk associated with how WWD's product delivers attractive solutions; Utilizes cross-functional team to rapidly refine the strategy; Balances the use of customer relationship (trust & respect) + offer value proposition to win the award; Outlines the sequence and presentation of WWD negotiation responses; Maintains a plan to connect or separate negotiations with open issues; Plans the sequence of questions to ask and material to be presented. Closes with clear action plans and follow up.
• Marketing Fundamentals - Articulately presents the value provided by features and capabilities of WWD product/service to customers; Able to estimate customer spend with WWD versus with other suppliers; Projects future product / service demand with known differences between historical and projected Market Indicators; Maintains frequent contact with sources of market intelligence to ensure each type of information can be readily obtained; Routinely finds compliant and creative ways to gather competitor attributes.

Education:

• US - Bachelor's Degree in Arts/Sciences (BA/BS)

Experience:

• 5+ years experience in commercial role
• Extensive knowledge of Power Management products, demonstrated ability to effectively influence customers, required
• 5+ years experience in related industry, required

Application window is anticipated to close 30 days from original posting date.

This information is provided in compliance with the Colorado Equal Pay for Equal Work Act and is the company's good faith and reasonable estimate of the compensation range and benefits offered for this position. The compensation offered to the successful applicant may vary based on factors including experience, skills, education, location, and other job-related reasons.

This position requires use of information which is subject to the International Traffic in Arms Regulations (ITAR) and/or the Export Administration Regulations (EAR). All applicants must be U.S. Persons within the meaning of the ITAR and EAR, or eligible to obtain all required authorizations from the U.S. Department of State and/or the U.S. Department of Commerce. The ITAR defines a U.S. Person as a U.S. citizen or national, lawful permanent resident (i.e., 'Green Card holder'), or a protected person (e.g., asylee, or refugee).

Woodward is an Equal Opportunity Employerand does not discriminate in hiring or employment on the basis of race, color, religion, sex (including sexual orientation and gender identity), national origin, age, disability, protected veteran status, or any other category protected under federal, state, or local laws.

EO/AA/M/F/Disabled/Protected Veterans