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Defense Aftermarket Manager in Warren, MA at Circor

Date Posted: 3/6/2018

Job Snapshot

Job Description


BUSINESS: CIRCOR Naval Solutions





Position Summary

Management of CIRCOR Naval Solutions Aftermarket Sales and Services for the following brands: IMO Pumps, Warren Pumps, Portland Valves products applied in the US Defense Aftermarket.

Principal Activities

  • CIRCOR Defense Aftermarket Sales/Marketing


    • Reports to the Vice President, Defense Sales
    • Manages the Defense Group Aftermarket Inside & Field Sales personnel.
    • Assists Defense Group Management with business forecasting, meeting bookings and sales goals, organically growing the Defense Aftermarket bookings and sales and maximizing revenue.
    • Acts as the “Voice of the Customer” for the Defense Aftermarket customers including OEM’s, the Defense Logistics Agency, MSC, Naval Shipyards and Private Repair Shipyards
    • Must be willing to develop:
      • Technical expertise of CIRCOR Naval Solutions products and the applications these the products are used in.
      • A good understanding of the Navy market solicitation process including Navy and MCMO Shipyards.
      • An essential understanding of FAR and DFARS regulations.
      • Expertise in commonly used concepts, practices and procedures in the Navy market.
    • Domestic travel required. International travel possible.
    • Must be able to represent the company at trade shows and association meetings as required.
    • Must be able to act as Project Manager for Defense Aftermarket related assignments. Provide technical leadership to manage projects as required.
    • Propose changes in processes, materials, and/or services, which would improve the competitive position of the Defense Aftermarket Group.   Work with Naval engineers and Port Engineers on product improvements and modifications.
    • Review and negotiate terms and conditions of sales or service contracts.
    • Conduct training seminars, as required, for Defense Aftermarket personnel on topics relevant to:
      • FAR and DFAR compliance.
      • CIRCOR internal Codes of Conduct and employee rules and regulations
      • CIRCOR pricing strategies (gross margin targets, current pricing rates, etc.


  • Customer Resources Management


    • Establish and maintain win/win relationships with the existing Defense Aftermarket customer base.
    • Develop relationships with new Defense Aftermarket customers as opportunities arise.
    • Identify, prioritize, and develop sales opportunities as required to meet the Defense Aftermarket yearly and strategic growth goals.
    • Direct the Defense Aftermarket Group’s preparation and submittal of priced quotations to customers based upon the customers’ requests for quotation/proposal.
    • Direct the follow-up and processing of customer contracts/orders.
    • Work with the VP, Defense Sales to determine CIRCOR offerings that successfully satisfy customer needs and also meet the Defense Group goals.
      • Review and understand technical issues with customer and with CDS as required.
      • Design, verify and present solutions, including advanced product concepts, future directions and third party complementary products where appropriate.
    • Act as an advocate for CIRCOR Naval Solutions with the customers.
    • Participate in the implementation and utilization of the CBS tools.
    • Provide customer training/instruction if required.
    • Must be a US Citizen to meet US Defense requirements.

Job Requirements


Knowledge Skills & Abilities

  • Exceptional leadership and “people skills” required
  • Experience in Navy/Marine environment with knowledge of naval ship systems
  • Proven and successful track record of working as a responsible member of a sales/marketing team.
  • Must have above average customer relations and communication skills.
  • Experience in leading a successful technical response to customer requirements.
  • Successful completion of winning sales engagements with large customers. Five to seven years related experience.

Education & Experience

  • Bachelor's degree in Business or Engineering from an accredited 4-year university
  • Five to seven years related experience.


CIRCOR is an EEO Employer of Females/Minorities/Veterans/Individuals with Disabilities



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