Customer Business Director

About the role

Hexcel is the industry leader in the manufacturing of advanced composite materials, including carbon fiber, woven reinforcements, resins, prepregs, honeycombs and engineered core. We are seeking a Customer Business Team Director to drive strategic business development in Hexcel's Commercial Growth business.

Responsibilities

• Build strategic relationships at the customer’s executive level.
• Regularly connect to foster open communication and alignment of mutual goals and ensure CBT is developing positive customer relations at the appropriate levels with customer’s organization.
• By example, ensure internal and external communications reflect how different departments and functional groups need to interact to support customer needs.
• Set and communicate sales and growth strategies for assigned business segments (with new and existing customers), establish negotiation strategy for the team and set priorities and budget allocations accordingly.
• Work with team to build a pursuit pipeline and drive hunter philosophy for new business.
• Analyze customer activity and forward-looking opportunities: adjust account load within team and recommend resource adjustments.
• Identify potential higher level (multi market segments, multiple customer sites, global, etc.) Long Term Agreement (LTA) opportunities that leverage Hexcel technologies across multiple businesses, locations and/ or product lines.
• Participate as needed in contract negotiations primarily in large, complex, multi-site, multi-product contracts.
• Directly lead the most complex and strategically critical customer LTA’s.
• Support team by removing barriers and driving action plans through the organization.
• Delegate actions and empower team members in alignment with skill sets, experience and capabilities.
• Coach and develop members of the team.
• Provide timely feedback to team.
• Drive forecast and customer demand knowledge and accountability.
• Develop a bench and upward opportunity for the team.
• Manage and review progress and drive improvements.
• Create an environment that embraces change and adopts innovation for improvements to the sales process.

Qualifications

• Bachelor’s degree in business, aerospace, chemical or mechanical engineering from a four-year college or university is required and 10+ years’ experience in sales in a technical field and a network in the aerospace composite materials community.
• Ability to effectively communicate to all levels of the organization and to adapt the message to audience.
• Sound technical understanding of composite materials; sales or related experience a must.
• Strong communications, interpersonal, planning, organizational, negotiation, and decision-making skills.
• Comprehensive business proposal writing experience preferred.
• Ability to develop and lead negotiation strategies.
• Aerospace market and composite materials experience preferred.
• Must possess strong problem-solving and analytical skills.
• Advanced IT application skills (MS Office, ERP/MRP experience) including MS Word, Excel (advanced), PowerPoint, Teams and Experience using CRM software with a preference of Microsoft Dynamics 365.
• Self-starter, motivated, hardworking, works well in team environment with a passion for seeking new opportunities and a results-oriented approach.
• Ability to travel 50% of the time - domestic (mostly) and international.