What you’ll do:

The position is responsible for discovering new business opportunities and growing sales for Eaton Aerospace in the commercial aftermarket & military (Aftermarket and OE) segment of the Asia Pacific region. This role would be accountable for the overall bookings and sales for the assigned territory and customers, improving overall customer satisfaction, as well as driving the performance of distributors/agents to achieve the desired business results.
1. Lead the team to accomplish all orders, sales and strategic goals for the assigned territory, in line with the regional and corporate objectives.
2. Increase ‘baseline’ business by increasing market share for repair business and sales of spare parts.
3. Increase predictive sales and identify ahead of customer need potential sales opportunities with effective use of market & sales data.
4. Providing timely forecasts and reports for the assigned territory.
5. Prepare and present comprehensive business reviews of assigned customers, identifying performance against goal/budget on regular basis, detailed forecast for the rest of the year with deep dive analysis.
6. Stay abreast of the commercial and military aerospace market in the Asia Pacific region.
7. Maintain competitive knowledge on peer companies and competitors to perform competitive analysis and develop competitive positioning papers and matrices. Able to formulate responses to competitive threats and develop new initiatives to grow the business.
8. Provide management presence and develop key customer relationships and continuously improve Eaton’s reputation within the market.
9. Provide frontline support to airlines, MRO’s, agents and distributors within the region to promote the capabilities of Eaton’s products and systems with a deep understanding of competitors’ products and key differences in performance, reliability and total value.
10. Active role in identifying RMU opportunities in the market, working with internal colleagues and achieving bookings/sales from the customers in a timely manner.
11. Support credit control functions with aged debt.
12. Able to serve as an escalation point for the team to resolve issues: this role requires strong internal collaboration with various internal stakeholders (e.g. Sales, Site PSM’s, RMU Teams, Customer Service Teams, Joint ventures in the region and other Eaton sites).
13. Develop the team’s capabilities and skillset to adapt to changing trends and business conditions.

Qualifications:

• Bachelor’s Degree; at least 8 years aerospace sales/customer support experience with at least 3 years in people management roles

Skills:

• Effective in a matrix management environment
• Strong Leadership skills – able to energize and motivate the team to excel in a complex environment, and to develop the long-term collective skillsets within the team.
• Strong Business Acumen – must understand market and customer trends, customer needs and impact on future product development programs, new business case financials.
• Strong customer interface skills - capable of developing and managing relationships with appropriate personnel.
• Ability to uncover customer needs and translate into winning capture strategies and value propositions.
• Effective and persuasive negotiation skills. Ability to close deals is a must.
• Excellent communications skills, verbal and written, with ability to make necessary status reports and presentations to Eaton management and customers
• Technical knowledge of electrical/mechanical aerospace components
• Broad understanding of the Aerospace product portfolio
• Knowledge of the aerospace market and specifically the aftermarket business
• Knowledge of the APAC Airlines & Military market and customer base