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Sales Director, Automotive more...
Location:Farmington (Farmington Hills), MI
Company:Howmet Aerospace
First posted:February 11, 2020


Arconic Fastening Systems is looking for a Sales Director for our Automotive segment.  This position will be based in Detroit, MI.

Arconic (NYSE: ARNC) creates breakthrough products that shape industries. Working in close partnership with our customers, we solve complex engineering challenges to transform the way we fly, drive, build and power. Through the ingenuity of our people and cutting-edge advanced manufacturing techniques, we deliver these products at a quality and efficiency that ensure customer success and shareholder value.  Arconic Fastening Systems, a business unit of Arconic, holds the number one global position in aerospace fastening systems, and we're the North American leader in commercial transportation fasteners.  Our high-tech, multi-material fastening systems are found nose to tail on aircraft and aero engines.  Our products are also critical components of industrial gas turbines, automobiles, commercial transportation vehicles, and construction and industrial equipment.  Headquartered in Torrance, CA; AFS employs over 6,000 people in 11 countries at 31 locations.

Key Responsibilities:

  • Maintains positive and proactive relationships with key decision-makers at all major accounts, ensuring that AFS products are selected and specified by customers to the maximum possible extent.
  • Act as interface between Research & Development and customers to support identification of new applications for current products and of new products to meet customer needs. Develops strategies to maximize the effectiveness and profitability of new product launches.
  • Develops and implements advertising and sales promotion programs which maintain and improve the Company's image as a world-class supplier of premier fasteners and which generate significant incremental sales.
  • Analyzes future business levels and provides sales projections which support development of accurate strategic and tactical plans. Acts as key internal consultant to senior management on sales and marketing issues.
  • Ensure accurate sales reports/forecasts are submitted in a timely fashion.
  • Maintains full compliance with Company policies and procedures, and conducts all activities in accordance with Company Standards of Business Conduct

Team Management/Leadership Responsibilities

  • Selects, develops, and leads a skilled and motivated team of sales and customer service professionals with excellent product and application knowledge to ensure that the company receives excellent representation in the marketplace.
  • Directs the activities of assigned human resources with regard to recommendations for hire, disciplinary action, promotions, transfers and salary adjustments in full compliance with company policies and government regulations.
  • Leads, trains and coaches team in multi product selling in order to achieve sales strategy and financial targets.
  • Manage team in the achievement of the sales targets, ensuring priorities have been appropriately defined and action plans developed.
    • Proactively performance manages team members. Identity areas for improvement and implement plans to support continual individual development. Ensure that performance reviews are conducted on a regular basis.

Basic Skills


  • Communicates effectively across functions, departments and external customers.
  • Proactively encourages individual, departmental and interdepartmental communication flows.
  • Liaises and presents information to senior management.
  • Makes persuasive spoken and written cases for a course of action.

Team Skills

  • Motivates and encourages cooperation between team members.
  • Gains willing cooperation from the team by stimulating and sustaining interest in projects and tasks.
  • Emphasizes the importance of reaching work objectives.
  • Builds strong relationships with other departments and customers.

Personal Attributes

  • Demonstrates an unwavering commitment to Arconic values and standards.
  • Sensitive to the personal needs/motives of others and responds appropriately.
  • Is approachable, demonstrates a confident/assertive manner and aware of own strengths and weaknesses.
  • Persuades effectively and diplomatically and is seen as fair.
  • Generates and is open to new ideas and innovative solutions to business problems.
  • Is organized, thinks logically and understands complex issues quickly.
  • Shows drive and focuses on objectives while remaining calm under pressure.
  • Responds positively to challenges, delegates as appropriate, takes ownership and accepts responsibility.

Technical Knowledge

  • Mechanical and design orientation
  • Demonstrates professional knowledge and commercial awareness.
  • Continuously improves systems and procedures.
  • Good knowledge of the business processes and requirements of other departments.
  • Literate in regard to enterprise business systems (e.g., Oracle) and competent in the use of MS office.
  • Imparts knowledge to others and trains when appropriate.

Problem Solving

  • Demonstrates strong formal and intuitive problem-solving techniques/skills.
  • Analyses information and evaluates alternatives prior to a decision.
  • Critically examines information for accuracy and quality.
  • Follow up and checks for inadequate/insufficient data.
  • Ensures compliance with legislation, including Health and Safety.

Decision Making and Planning

  • Decides on a course of action after thorough research and evaluation and within time constraints.
  • Makes decisions using own initiative and also involves others in the decision making process when appropriate.
  • Displays confidence in making decisions and maintaining commitment to and ownership of decisions.
  • Sets departmental and individual goals and objectives and creates short and long term plans.
  • Sets priorities for the allocation of people and resources and monitors to ensure goals are met.
  • Revises plans to account for changes in business circumstances.

Managing Others and Leadership

  • Demonstrates strong people management skills with the ability to motivate team members
  • Positively and publicly encourages staff to achieve targets and provides a supportive working environment.
  • Creates confidence among team members and supports them in reach their potential.
  • Demonstrates leadership, empowers staff and is aware of the day-to-day situations in their team.
  • Displays a direct, open approach to management.
  • Demonstrates leadership and leads by example.
  • Directs the implementation of agreed policy and pursues best practice.


Basic Qualifications:

  • Bachelor's Degree from an accredited Institution
  • Minimum 7 years of commercial experience to the automotive industry
  • Employees must be legally authorized to work in the United States.  Verification of employment eligibility will be required at the time of hire.  Visa sponsorship is not available for this position.
  • This position is subject to the International Traffic in Arms Regulations (ITAR) which requires U.S. person status.  ITAR defines U.S. person as an U.S. Citizen, U.S. Permanent Resident (i.e. 'Green Card Holder'), Political Asylee, or Refugee.

Preferred Qualifications:

  • Prefer the Bachelors' Degree is in Marketing, Business, or Engineering, from an accredited institution
  • Strongly prefer sales experience, selling designed engineered products into the big three automotive OEM's (Ford, Chrysler, GM)
  • Ability to introduce programs and product in a business development environment
  • Experience in a Business Development role to the Auto industry (Tier 1), bringing engineered products to market from design to engineering to closed sales
  • Technical sales experience in the Industrial Fastener industry is a plus
  • Experience managing a sales team within a large complex organization

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