Director Of Strategic Commercial Programs

CTS Engines provides maintenance, repair, overhaul, and testing services to owners and operators of early-stage commercial jet engines worldwide and specializes in the overhaul of the CF6-80C2, CF6-80A, CF6-50, and the PW2000, through its world-class engine service center in Ft. Lauderdale, and engine test facility in Jupiter, Florida. CTS is searching for a Director of Strategic Commercial Programs to assume responsibility for development of strategic pricing, terms and conditions for power-by-hour and time and material agreements that exceed industry competition. Extensive strategic sourcing experience leading large engine maintenance request for pricing/proposal activities is required. Strong negotiation skills with a collaborative style that results in the best outcome for the customer and CTS. Analytical thought process and advanced financial modeling experience with engine heavy maintenance is needed. Advanced technical knowledge of engine as it relates to commercial offerings will be necessary to excel in this role. The Director will collaborate with internal technology departments in the continued development of IT portal solutions to improve customer interaction. Program management skills are essential with focus on process improvements for invoicing, deal support activities, pricing, and contract metrics to drive continuous improvements to CTS commercial proposals. The candidate will collaborate with Supply Chain to develop long term material solutions to align inventory with forecasted shop visits.

JOB RESPONSIBLITIES

• Create and monitor contractual metrics for customer programs to ensure continuous internal improvements on shop performance.
• Collaborate with Supply Chain to develop long-term material strategies based on contractual obligations and present justifications to leadership for CAPEX requirements.
• Create complex financial analysis to support business justifications to gain internal and private equity partner buy in of engine maintenance proposals.
• Provide regular market analysis regarding industry trends that affect shop visit cost and material purchase cost, using information to drive continuous improvements into existing and future contracts.
• Create and/or implement process and IT solutions to increase efficiencies and accuracy in invoicing, RFP proposals, and pricing databases.
• Contract negotiations with large revenue long term agreements with a strong understanding of legal, technical, and commercial contract language.
• Continually assess P&L on a per engine basis, adjusting future proposals as required.
• Lead RFP proposal events for engine maintenance services, collaborating with internal stakeholders to bring the best terms, conditions, and pricing to the Air fleet.

ESSENTIAL KNOWLEDGE, SKILLS, AND ABILITIES

Education:

• Bachelor’s degree in Business Administration, Finance, Engineering, Supply Chain or Aeronautics required and MBA a plus.

Qualifications and Experience:

• Complex heavy engine maintenance contract negotiations with experience managing power-by-hour, time and material and firm fixed price contracts.
• Strong negotiation skills, both commercial and technical.
• Advanced financial modeling skills, both from a cost and revenue perspective. Ability to financially quantify risk within financial analysis.
• Experience identifying gaps in needed IT tools and bringing solutions to Sr. Leaders.
• Experience in communicating, mediating, negotiating, and reaching successful resolution with customers and internal departments.
• Supply chain interaction to create and facilitate processes to improve planning for long lead time repairs and material purchases, linked directly to forecasts.
• Strong technical knowledge of aircraft engines and related MRO processes.
• Successful utilization of technology in the development and management of financial modeling and invoicing.
• Achievement of increasing levels of responsibility in an Engine MRO or similar environment.
• This position requires a highly motivated Director with at least seven years of experience at an engine MRO, airline, OEM, or engine leasing company in a strategic commercial or contractual role.

Knowledge, Skills & Abilities:

• A self-starter and independent thinker with a high level of motivation and determination to succeed and exudes this attitude on the department and company.
• This position requires a strong communicator, both written and oral, and influencer with the ability to project their personality, be outgoing and motivated with customers and internal operations.
• The candidate must a creative thinker, able to apply experience to develop new and flexible proposals to win customers.
• Possesses business acumen, understanding the relationship of our processes to cost and profitability.
• Advanced computer skills including Excel, Word, and Power Point.
• Progressive knowledge in Aerospace / Aviation, preferably in engine management, and production related technology and management. Innovator, possessing the intellect and confidence to define original concepts and develop leading edge solutions to complex problems.