Job description

Mission-Driven. Honor-Bound. Fairbanks Morse Defense. What’s your calling? For the men and women of Fairbanks Morse Defense it’s the rapid and effective support of the fleets that entrust us to design, develop, and deliver the best naval power technology on the planet. We’re one of the nation’s leading marine defense contractors because of the highly trained and dedicated teams that provide reliable power systems, parts, and aftermarket services to the U.S. Navy, Coast Guard, Military Sealift Command, and Canadian Coast Guard. When you join Fairbanks Morse Defense, you join a legacy of commitment that spans 150 years. Fairbanks Morse Defense offers competitive benefits with a wide range of training and development opportunities. Our world-class teams are dedicated to helping every individual achieve their full potential. Discover what it’s like to be a part of the Fairbanks Morse Defense team here: https://www.fairbanksmorsedefense.com/careers

Summary

The Inside Sales Representative role requires the ability to support multiple assigned customer accounts and coordinate with a cross-functional team to provide rapid responses, expert advice, and delivery performance to maintain the highest level of equipment reliability from the initial inquiry through delivery of components. It requires the individual to develop and maintain a broad knowledge of Fairbanks Morse Defense products and systems to drive growth through effective processes to achieve volume and margin targets. Typically works with the more complex customers and may perform complex duties within established guidelines. Works independently; performing a full range of responsibilities within the job function; analyzes problems/issues of diverse scope and determines solutions. This role will provide assistance/support to other Component Sales team members. Works with Segment Directors and internal technical experts to support/lead opportunity generation.

Principle Duties and Responsibilities

• Manage daily business for assigned customers including but not limited to:
• Manage assigned customers’ quotes and/or orders to ensure they are processed to customer expectations
• Strengthen relationships with assigned customers by managing customer satisfaction process
• Coordinate cross-functional collaboration (Engineering, Finance, Supply Chain, Finance, Manufacturing, Quality) to ensure customer expectations and internal targets are fulfilled
• Provide necessary information to assigned customers including pricing, marketing materials, delivery and terms and conditions of sale
• Represent company capabilities including products, services, value proposition with assigned customers, trade associations, industry groups, and workshops
• Take lead role in customer-related activities, including assisting in the coordination of customer visits, at both customer site and factory visits
• Recommend pricing strategies to meet business objectives
• Provide support to contract administration throughout the quotation and/or order fulfillment phases
• Support Segment leaders to develop strategies and programs with goal of increasing sales through direct customers and/or channel partners
• Support Segment leaders with the overall Customer Relationship Management (CRM) process and tools in Oracle as they pertain to the assigned customers/channel partners
• Collect and analyze customer data as required to meet objectives
• Support and/or manage the RMA (Return Materials Authorization) Process (customer repair and returns)
• Monitor and follow-up on awards to competitors, as necessary

Qualifications and Educational Requirements

• Minimum of 2-year degree in technical or business field, or equivalent experience required
• Five years of inside sales and/or supporting customer account growth experience required, and preferably within manufacturing industry
• High degree of written and verbal communication, ability to handle multiple assignments simultaneously
• Service minded and proactive day-to-day with the ability to work independently, and support both internal and external customers and teams
• Demonstrated growth within assigned customer base
• High level of interpersonal skills in a customer service environment
• Collaborate with internal departments to facilitate customer need fulfillment
• Must be customer focused, pro-active and driven to succeed
• Experience using CRM and ERP systems required, SalesForce and Oracle desired
• Strong MS Office skills including Word, Excel, and Outlook
• Maintain updated knowledge of company products and services
• Familiarity with export shipping and letters of credit desired
• Excellent technical aptitude, analytical and detail desired
• Experience negotiating and interpreting contracts preferred
• Knowledge of government, export, and nuclear regulations preferred
• Basic understanding of diesel engines preferred
• Travel up to 10%, domestic (service centers and customer sites)
• This position includes access or potential access to export-controlled data. Therefore, you will need to qualify as a U.S. Person, which is defined as a U.S. Citizen, a U.S. Permanent Resident or a political asylee in compliance with International Traffic in Arms Regulations (ITAR) or the Export Administration Regulations (EAR). Acceptable proof of this status includes a US Passport, Permanent Resident Card, US birth Certificate or Naturalization Certificate. Maintenance, including renewal, of licensing authorization is a condition of employment. Government authorization may be a suitable alternative after review on a case-by-case basis.

This specification is intended to indicate the kinds of tasks and levels of work difficulty required of positions given this title and shall not be construed as declaring what the specific duties and responsibilities of any particular position shall be. It is not intended to limit or in any way modify the right of any supervisor to assign, direct, and control the work of employees under his/her supervision. Ability to competently perform all the essential duties of the position, with or without reasonable accommodation, demonstrated commitment to effective customer service delivery, and the ability to work productively as a member of a team or work group are basic requirements of all positions at Fairbanks Morse Defense.

Fairbanks Morse Defense offers a competitive benefits package including but not limited to, medical, dental, vision, life, and disability insurances, and 401k retirement plan with employer match. In addition, we offer paid time off, paid holidays, paid parental leave, and tuition reimbursement.

Equal Opportunity Employer/Veterans/Disabled

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