Sales Engineer bei Knight Aerospace Medical Systems LLC

Description

Position Summary: The Sales Engineer is responsible for driving growth in the Company’s share of United States government, major OEM and international customer contracts within aerospace and logistics sectors. The position requires a strong understanding of USG and international operations, effective interaction with governments’ representatives, and the ability to translate customer needs into successful solutions while assisting in the product management of core Knight Aerospace Material Handling and Ground Support Equipment products.   A critical component of this role is the ability to leverage or integrate Air Transportation Subject Matter Expertise to ensure solutions are operationally relevant and technically sound, especially concerning cargo aircraft systems and logistics support.  The position drives positive results relative to product management to include effective market research and analysis, roadmap development, testing/certifications, new product introduction processes. The Company's products primarily consist of systems used for the transportation of personnel and equipment in cargo aircraft, directly supporting commercial and military mission objectives.

Duties and Responsibilities:

1. Business Growth:?Identify and pursue direct and indirect business opportunities through governments’ channels and strategic partnerships with major OEMs (e.g., Lockheed Martin, Boeing, Standard Aero, Airbus). 

2. Product Management. Plan, build, and implement product management processes for existing and new products to include market research, common configuration, customer/prospect engagement, product development, and a clear new product introduction process (NPI). 

3. Proposal Management:?Lead the development and submission of competitive proposals, ensuring clear articulation of solutions and compliance with relevant military specifications (MIL-SPECs).?Incorporate Air Transportation SME input to validate operational feasibility and technical accuracy of proposed solutions. 

4. CRM Management:?Maintain accurate business development and sales data within the Company’s CRM system. 

5. Market Research:?Conduct thorough market research and analysis of DoD logistics and aerospace requirements to support Marketing Campaigns, proposals and contract development.?Assist outside marketing consultants in developing product messaging that differentiates Knight products and services from others in the market.

6. Communicate effectively (internally and externally) the value of our products and services to the market. Utilize Air Transportation SME insights to identify key trends and emerging needs within the cargo aircraft and logistics domain. 

7. Contract Strategy:?Develop and execute contract strategies, including pricing discussions, timeline management, and deliverable definition.?Leverage Air Transportation SME knowledge to ensure contract terms align with operational realities and technical requirements. 

8. Contract Drafting & Compliance:?Draft and review contractual provisions, ensuring compliance with FAR and DFARS regulations. 

9. Contract Negotiation:?Serve as a subject matter expert during contract negotiations, advocating for the Company’s interests while meeting client needs.?Utilize Air Transportation SME expertise to address technical and operational questions during negotiations. 

10. Relationship Management:?Maintain effective communication with business partners and government clients, ensuring timely information exchange and issue resolution. 

11. Opportunity Quoting:?Prepare quotes for smaller opportunities and related equipment. 

12. Marketing Support:?Contribute to website and social media updates, highlighting the Company’s capabilities and achievements.?Use market research and critical data analysis to determine effective product pricing.  Ensure marketing materials accurately represent the Company’s expertise in air transportation solutions, potentially with SME contribution. 

13. Conference Coordination:?Coordinate travel and logistics for industry conferences and events.?Facilitate SME participation in relevant conferences and events to enhance the Company’s technical credibility. 

14. Measure and optimize the buyer journey as it relates to product feature adoption and usage.

15. Assist the CRO in managing the marketing budget and outside consultant approval processes.

Requirements

General Expectations:

1. Works collaboratively with other managers of the company to promote good teamwork and a work environment which is productive and positive to execute the company’s goals.

2. Meticulous and precise diligence in all aspects of product planning and execution. 

3. Ability to create, communicate, and execute effective product plans.

4. Excellent verbal and written communication skills. Strong presentation presence. 

5. A high degree of initiative and intelligence to gather and analyze data to generate results.

6. Demonstrates ability to adapt to dynamic markets to include US and international government engagements with an appreciation of the contract and procurement process.

Qualifications:

1. Bachelor’s degree in Engineering or related program.

2. 10 years+ military, aerospace, aviation experience. 

3. Computer skills using Microsoft Office Suite and CRM platforms.

4. Aerospace, aeromedical, emergency management, or biomedical experience a plus.

5. Firsthand or general knowledge of cargo handling vehicles, ground support equipment, cargo aircraft and operations in the cargo aircraft 

6. Experience dealing with third party sales resources, especially international sales agents.

Skills:

1. Knowledge of federal government contracting requirements and processes.  

2. Familiarity with legal/licensing concepts such as Intellectual Property, Limitations of Liability, Indemnification, Warranties, etc.  

3. Demonstrates negotiation skills and superior organizational skills.  

4. Proven analytical and written and verbal communication skills.  

5. Ability to be proactive, prioritize and maintain deadlines in a service-oriented and sales driven environment.  

6. Speed and accuracy are essential requirements for this position.  

7. Works well in a “team” environment.  

8. Able to obtain DoD clearance. 

Work Environment Requirements:

1. Estimated international and domestic travel: 25%.

2. Office environment is typical for day-to-day operations.