Division Commercial Director

Job Description

Eaton’s Aerospace Group, has an opening for a Director of Commercial Management in support of its Fluid and Electrical Distribution Division (FED), located in Fort Worth, TX. This business is approximately $1.1B in annual sales of conveyance, ducting, sealing, sensing, interconnect and power conversion products for the aerospace industry.

This role leads FED’s Commercial Management team which includes Contracts, Pricing and Customer Service teams through the entire product life cycles for both the commercial and defense aerospace markets. The role reports to the Senior Vice President and General Manager of the FED division and functionally to the Director of Contracts for the Industrial Sector.

The division has 18 facilities globally which includes; 10 in the US, 2 in Mexico, 1 in the UK, 2 in France, 1 in Germany, 1 in India, and 1 in Indonesia in addition to a Joint Venture in Shanghai.

 

  • Leads and manages the Commercial functions (New Product Development (NPD) Contracts, OE/Aftermarket Contracts, Pricing, Customer Accounts, Continuous Improvement & Customer Service) across the division and is a key member of the Division Leadership Team. 

  • Responsible for the Commercial teams supporting NPD and OE businesses in addition to the teams supporting the Aftermarket business.

  • Drives a customer centric culture across the division sites for the Commercial functions that supports the NPD and OE customers and the Aftermarket Division.

  • Responsible for the overall customer experience during the OE & AM portions of the product life cycle, including maintaining positive customer interactions, proactively insuring contractual compliance and performance, developing improved organizational capability, and bringing the Voice of the Customer (VOC) to the division.  This position will also play a critical role in advancing the journey toward establishing a World Class Customer Support and Services organization.

  • Partners with the Division Sales & Marketing Director, Division Program Management Director, Division Engineering Director, Division Operations Director, General Manger’s, Group Aftermarket Director and Division SVP/GM by providing analysis of business/contractual issues to support decision making and facilitate risk mitigation planning and execution.

  • Provides expert guidance to the Commercial functions on complex systems, subsystems, and components for the NPD and OE business. Provides Market Intelligence and program support to meet and exceed our customers’ performance and service expectations for NPD and OE business.

  • Leads, organizes and participates in regular business reviews for new and momentum business, including pricing, Statement of Work (SOW) verification, Specification verification, and terms and conditions verification.

  • Builds organizational capability by focusing on optimizing the organization in support of the strategic objectives, and supporting career development conversations.

  • Leads the negotiation of agreements and management/mitigation of significant claims and disputes to provide maximum benefit to the Division.  Integrates closely with Corporate legal.

  • Sets the strategy and drives the development of market pricing strategies, pricing policies and pricing procedures for all Division Customer Service locations. Provides pricing guidance/support for the Aftermarket Division, Sale & Marketing and Program Management functions.

  • Builds & maintains customer relationships through effective communication, service standards and using Voice of the Customer to ensure customer expectations are met or exceeded. Defines customer performance metrics and analyzes data to drive performance improvement and productivity throughout the Commercial functions.

  • Leads team that verifies initial customer orders reflect Eaton commitments to the customer as reflected in the proposal and any subsequent negotiations.  Flows the requirements of the contract to responsible departments within and outside of the Company.

  • Provide intake/demand information & guidance to support Steps 1 & 2 of SIOP and accurate demand forecasting.

Qualifications

Basic Qualifications:

  • Bachelor’s degree from an accredited institution required

  • Minimum of 5 years of demonstrated experience managing and developing teams 

  • Minimum of 3 years of contract negotiations experience in the Aerospace industry

 

Preferred Qualifications:

  • MBA preferred; NCMA/IACCM (or equivalent) certification preferred 

  • Experience managing multi-site and international teams preferred.

  • 10 years of experience dealing with aerospace and/or defense customers within the contracts, pricing and customer service functions

  • Strong leadership and coaching skills.  The ability to build and sustain a high-performance team and to communicate and develop a sense of urgency and commitment to meet team goals. 

  • Exceptional commercial and negotiating skills

  • Strong continuous processes improvement skills

  • Sound team building and leadership skills

  • Business Acumen:  The degree to which one aligns tasks with the business/market environment and the division’s strategy to meet division goals.  Cross functional/diversified business vision

  • Knowledge of FAR, DFAR and international contracting requirements

  • Market and customer knowledge and a desire to improve customer relationships.

 

Position Criteria

  • Must be willing to travel up to 50% of the time including international travel

  • Able to drive change within the organization and gain support

  • Strong business acumen with the ability to convey challenging messages to executive staff and proposing robust actions addressing the challenge

  • It is essential to be a creative thinker and strong communicator, with the ability to calmly influence people about their feelings toward personal or controversial subjects and effectively obtain stakeholder buy in. 

  • Timeliness and accurate response to critical issues  

  • Must be capable of initiating and providing recommendations for Group and Sector Senior Leadership Team’s review and approval that will achieve desired customer outcomes.

  • Must be agile & able to work in a matrix, virtual environment

  • Customer centric focused


We make what matters work. Everywhere you look—from the technology and machinery that surrounds us, to the critical services and infrastructure that we depend on every day—you’ll find one thing in common. It all relies on power. That’s why Eaton is dedicated to improving people’s lives and the environment with power management technologies that are more reliable, efficient, safe and sustainable. Because this is what matters. We are confident we can deliver on this promise because of the attributes that our employees embody. We’re ethical, passionate, accountable, efficient, transparent and we’re committed to learning. These values enable us to tackle some of the toughest challenges on the planet, never losing sight of what matters.

Job: Sales

Region: North America – US/Puerto Rico
Organization: AER FED Fluid Electrical Distribution

Job Level: Director
Schedule: Full-time
Is remote work (i.e. working from home or another Eaton facility) allowed for this position?: No
Does this position offer relocation?: Relocation from within United States and / or Puerto Rico
Travel: Yes, 50 % of the Time