Key Customer Manager - Boeing North America
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POST DATE 9/8/2016
END DATE 11/12/2016
JOB DESCRIPTIONDescription/Job Summary
The Role of the Key Customer Manager (KCM) - Boeing is to support the sales and long term brand development of Desoutter Industrial Tools at The Boeing Company, a key customer for the North American Customer Center of Chicago Pneumatic.
The Key Customer Manager is responsible for the global business development for growth and profitability by ensuring the implementation of a solid strategic plan to include the administration of the contract with Boeing, the sales growth at all Boeing facilities,
the addition of products to the Boeing D 6 Document, and the coordination of Desoutter activities with Boeing facilities globally. The strategic plan must ensure a high level of customer satisfaction through delivering excellent customer service and maintain/maximize
revenue by providing technical consultancy and support in product as well as developing long term relationships with the Boeing personnel on various high levels.
Drive the Desoutter business with Boeing.
Devise and implement a Boeing business plan which is aligned with Desoutter Global Aerospace Strategy.
Map and identify key stakeholders within Boeing to include:BR&T (Boeing Research & Technology)Hole Quality Teams, Engineering, PTR (Power Tool Repair) , and Purchasing
Clearly communicate to all account team members (BLM Desoutter North America, BM Aerospace, ASC Engineers, RSMs, ASMs) the Boeing Strategy and the plans to follow up.
Adopt a proactive approach to look for opportunities to ensure lock in and set up the local organization to drive incremental business, highlighting selling opportunities for Desoutter products and service to the sales team.
Train the Aerospace Team and the Customer Center on the relative Boeing specifics
Develop and maintain strong relationships with the Key Boeing personnel and Influencers, ensuring business/technical solutions are understood and valued by the Boeing organization.
Document Boeing values, expectations, and requirements then make sure the strategic business plan takes them in consideration.
Ensure high level of customer satisfaction through effective support with our service organization.
Manage available resources (Customer Center Team)
Provide business/ technical expertise on Boeing specifics to the global aerospace account team
Develop awareness and share information on current and upcoming Boeing programs, i.e., 777x final production and component flow through suppliers.
Represent Desoutter at the Boeing facilities on all levels (Technical, Purchasing, Service) as a global solution provider.
Build a long term commitment from Boeing by focusing on the breadth of product from Desoutter to include advanced drilling products from Desoutter s Seti Tec line, and then layer on an equally successful penetration of advanced fastening equipment from the
Desoutter product range.
Lead the process and drive the results of Boeing testing and certification procedures that achieve the addition of products to the Boeing D 6 Document, which gives Boeing global facilities worldwide the green light to purchase specific tools.
Utilize company reporting and market information to analyze the performance of Boeing sales results for Desoutter and put in place an action plan to deliver annual targets for Sales, NIS and Margin.
Map and understand market shares by targeted plants across the Desoutter product range
Analyze competitors activity
Identify new markets or tooling opportunities for Desoutter to pursue
Knowledge, Skills & Experience
Proven record of developing effective business relationships with Key Customers
Experience working in the aerospace business field
Understand customer requirements and can create a product road map for Desoutter for sales into the Boeing Company.
Understand / Interpret customer trends and drive required action to North American and Global Desoutter teams.
Proven technical competence regarding industrial tools and their functionality , pricing and value
A strong knowledge of industrial advanced fastening tools, torque testing and theory, along with a knowledge of fastening methods and tooling used in the aerospace industry.
Experience making top level management presentations with the ability to convince decision makers
Exceptional communication skills, both written and spoken. Very flexible approach to work, demonstrated Influencing skills, excellent organization skills plus good business acumen.
Experience of working in a global Matrix organization
Able to influence internal team members to act and accomplish tasks and goals related to overall success the business with Boeing.
Must be able to analyze situation accurately, grasping the complexities and identifying the key issues and applying judgment.
Able to identify and qualify new sales opportunities
Is fully able to work and act independently and achieve a continually high level of performance.
Ability to develop strong Customer relationships through a collaborative, consultative, reliable and empathetic approach.
Strong team player
Excellent presentation skills with a confidence that engages the audience, able to deliver key messages and demonstrate products via Desoutter s range of media.
Ability to plan and prioritize, being self- disciplined with good time management skills.
Committed to providing excellent customer support and demonstrates tenacity when dealing with complex customer situations.
Committed to providing to Desoutter the return of investment through the achievement of tangible results.
Is a competitor and self-motivated
4 year Bachelor s degree a must.An emphasis in Engineering or Aerospace related study preferred.A Master s degree in a relevant field of study, Business or Engineering, is also a plus, but not mandatory
Professional relevant qualifications desirable.
Direct report to Business Manager Aerospace, North America
Functional report to Business Line Manager, Desoutter North America
Is considered a part of the Desoutter management team for North America
Internal most frequent relationship : BM Aerospace, Aerospace Engineers, Project Team, Customer Service
External most frequent relationship: Customers Contacts withinBoeing
Has a leadership role in the administration of the Aerospace Excellence Center in Kent, Washington
The majority of the work is conducted in the Seattle area. However, travel to other Boeing sites in North America is required.Travel to Desoutter s North American HQ in Rock Hill, SC, also occurs periodically throughout the year.Desoutter s global HQ is
in Nantes, France.Global travel also is an occasional requirement.
This position is located in Seattle Washington.
The Desoutter Aerospace Excellence Center is located in Kent, Washington, from which the KCM can work from.