Regional Sales Manager- Valencia, CA
Company Profile: Precision Castparts Corp. (PCC) is a leading worldwide, diversified manufacturer of complex metal components and products. It serves the aerospace, power, and general industrial markets. PCC is the market leader in manufacturing large, complex structural investment castings, airfoil castings, and forged components used in jet aircraft engines and industrial gas turbines. The Company is also a leading producer of highly engineered, critical fasteners for aerospace and other general industrial markets, manufactures extruded seamless pipe, fittings, forgings, and clad products for power generation and oil & gas applications, and supplies metal alloys and other materials to the casting and forging industries. PCC is a high-quality business with dominant positions in most segments of the markets in which it serves. Headquartered in Portland, Oregon, this over 10-billion-dollar company employs more than 29,500 people worldwide. PCC has over 160 plants and has a presence in twenty-six states in the US and in over a dozen countries. PCC is relentless in its dedication to being a high-quality, low-cost and on-time producer, delivering the highest value to its customers and shareholders while continually pursuing strategic, profitable growth. Effective early February 2016, Berkshire Hathaway, led by chairman and CEO Warren E. Buffet, acquired Precision Castparts Corp.
Business Profile: AVK Industrial Products, a Precision Castparts Company, manufactures superior mechanical inserts, studs, compression limiters, installation tools and military standard bolts. AVK produces blind installed threaded fasteners for transportation and general industrial markets worldwide. We use state of the art high-speed cold forming equipment to produce blind installed threaded inserts and studs. We feature product lines of both unified (INCH) and metric fasteners along with numerous special designs that meet customer application requirements. All aspects of our business are controlled and certified to the exacting requirements of ISO 9001:2015, IATF 16949:2016 and ISO 14001:2015 international standards. Housed in an 80,000 square-foot facility in the Valencia Industrial Center, AVK has been manufacturing high quality products for over 25 years.
Position Summary: Using expertise and knowledge of Company products, oversees and acts as point of contact for all customer sales activities within a major region of sales territories, maintaining profit margins and sales/shipments and profit forecasts. Solicits sales contracts to manufacture industrial fastening products. Facilitates and troubleshoots problem solving activities associated with coordinating and developing product designs. Provides timely input for revising, monitoring, and coordinating master schedule with manufacturing operations, engineering, and quality and customer to ensure timely shipments or an acceptable recovery schedule. Coordinates any supply chain issues with customers ensuring that material cost increases, outside processing adverse cost variances, etc. are communicated and implemented as soon as practical. Assists outside distributors in promoting Company product lines. The Regional Sales Manager will cover the Western side of the United States.
Primary Duties & Responsibilities:
• Oversees and acts as point of contact for all customer sales activities with a major customer account of Company. Maintains profits margins, augments annual sales plan, and sales/shipments and profits forecasts. Provides technical assistance and project management to service customers and meet their needs.
• Coordinates customer requirements with Product Managers, Engineering, Quality, Production Control and Manufacturing. Coordinates efforts of outside field sales personnel to obtain new business objectives and/or build existing business with major customers. Assists product managers with contracts administration ensuring best company position balancing terms and conditions dealing with profitability, costs of all kinds, and deliveries.
• Prepares price quotations or bids based on knowledge of design cycle, gross margins targets, material and labor costs and manufacturing schedules and processes. Performs various standard pricing activities to support product managers. Solicits sales contracts to manufacture industrial fastening products demonstrating broad understanding of customer and market requirements, contracts administration, and competitive forces of product markets.
• Performs and prepares all necessary status reports, administrative duties to status and support customer needs, coordination of scheduling, supply chain management, engineering, quality, and manufacturing support operations to meet customers’ needs and ensure that Company meets sales contracts, purchase order agreements, and other sales order processing requirements.
• Identifies new product opportunities, sales, or service improvements, and determines the ways and applies the means to improve the Customer Value Proposition. Presents the company image in its best light and is proactive in improving relationships with employees and other persons critical to establishing and maintaining as effective as possible long -term relationship with customers. Coordinates with customer on a proactive basis. Investigates and resolves customer issues with quality, delivery, cost, or any other customer issue that surfaces. Establishes strong working relationship with key decision makers in procurement, engineering, etc., functions of customer to ensure customer requirements are met.
• Enters customer data and other sales data for current and new customers into AVK systems. Provides management with market information to help forecast new and repeat business. Provides key customer information for short- and long-range planning for units of sales and pricing strategies.
• Develops and maintains relationships with customers to provide the highest level of satisfaction. Drives the customer needs down through the Company and its’ many functions.
Supervisory Responsibilities:
• The Regional Sales Manager will provide application support to AVK Sales Representative network and guidance but will not have direct reporting relationship or sales authority over the team.
Required Skills:
• The candidate should have a natural or intuitive mechanical aptitude. This understanding will be helpful when reviewing with Design or Mechanical Engineers at the customer level, new assembly applications. An understanding of Hand installations tools, Pneumatic installations tools and Pneumatic-Hydraulic installation tools and the connection with a fastener; thus, enabling the candidate to discuss the “Full Fastening System” with the customer and the benefits of the system will enable new business closure.
Experience & Education:
- Bachelor's degree (B. A.) from four-year college or university; or five to seven years of automotive / fasteners or component distribution experience and/or training; or equivalent combination of education and experience.
- Good understanding of fastening systems (Installation tools and fastener interface), as well as, automotive and industrial “Body-in-White” and mechanical application assembly knowledge is required.
The requirements listed above are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform functions.
