Government and Defense Aviation OEM Sales Manager 2

We are seeking a full-time Government and DefenseAviation OEM Sales Manager 2 onsite at Garmin's U.S. headquarters in the Greater Kansas City area. In this role, you will be responsible for developing growth of Garmin's aviation product lines to the government and defense markets globally, managing strategic relationships, maintaining a significant funnel of high quality sales opportunities and advocating the customers' objectives and requirements to internal stakeholders.

Essential Functions

• Demonstrate advanced knowledge of the government and defense industry and Garmin aviation products
• Identify, assess, and develop strategic partnerships with key defense integrators with the ability to integrate Garmin's product and expand Garmin's market share
• Demonstrate the ability to build strong working relationships with key points-of-contact, key stakeholders, and program offices within both the U.S. and international militaries
• Initiate and cultivate successful customer relationships, maximize partnership potential, and drive to consistently exceed customer expectations
• Build and present product presentations demonstrating advanced knowledge of Garmin products and showing a high level of comfort presenting in front of customers, including c-level executives and military officers
• Demonstrate ability to effectively develop persuasive, well-organized, and informative proposals/business case analysis in response to customer proposal requests; execution will be completed with minimal oversight and support from management or the team
• Work with the internal team to drive customer contract negotiations effectively across cross-functional teams with minimal oversight and guidance
• Develop, review and revise OEM forecasts showing a good level of knowledge about each of your customers' production forecast/average optional take rates for each model
• Demonstrate ability to prepare a margin analysis and business case analysis and be able to present the proposal to management
• Manage a variety of OEM accounts from multiple aviation market segments, where the more complex ones require multiple detailed/complex RFI/RFPs responses, contracts and administrative assignments
• Demonstrate the ability to build strong working relationships with key points-of-contact and key management representatives at each of your customers as the primary commercial representative for Garmin
• Demonstrate ability to proactively provide timely, detailed and actionable trip notes after customer visits with a good level of detail and submit weekly reports with the appropriate detail/on time
• Able to travel, coordinate, and represent Garmin at industry and professional meetings, trade shows and conferences and complete timely and succinct trip and status reports
• Participate in trade shows to demonstrate products and articulate competitive benefits of Garmin products and systems
• Identify and develop opportunities for our product lines with both new and current Original Equipment Manufacturer (OEM) customers
• Identify opportunities for expanding our product line to serve OEM market needs
• Contribute customer, market, and product knowledge to internal cross-functional teams
• Act as a customer advocate within the organization for your customers as appropriate
• Maintain frequent contact with customers, visit customers on a regular basis, and plan/organize sales and coordination meetings
• Develop strategic plans for each of your customers, focused on annual/long-term growth
• Assist peers in proposal generation and identifying strategic opportunities

• Master's Degree AND a minimum of 3 years relevant experience OR Bachelor's Degree and a minimum of 5 years relevant experience
• Private Pilot, aviation technical background, or proficiently demonstrate the ability sell the added benefits of Garmin aviation products to customers
• Must be a fair negotiator focused on mutual success
• Demonstrated proficiency solving problems through analysis and best practices
• Demonstrated strong and effective verbal, written, and interpersonal communication skills and effective presentation skills/public speaking ability
• Demonstrated proficiency using Word, PowerPoint, Excel and Outlook
• Must be positive, detail oriented, accurate, organized, team oriented and a driven problem solver, multi-tasker, and self-starter with the ability to prioritize and work quickly/proactively in a fast paced, deadline-driven environment
• Flexibility to travel (50% of time or greater)

• Experience as a commissions/warrant officer
• Experience in working with military branch program offices
• Experience in managing and executing military programs
• Ability to acquire and maintain a security clearance
• Experience with U.S. government procurement and acquisitions requirements and processes
• Fixed Wing and Rotary Wing Pilot Certification

This position is eligible for Garmin's benefit program. Details can be found here: Garmin Benefits