Kaman Corporation

  • Applications Engineering Manager

    Location : Location US-NY-Rochester
    Requisition ID
    Kaman Distribution
    Shift 1
    # of Openings
    Posted Date
    4 months ago(9/20/2018 11:49 AM)
    Additional Locations
  • Overview


    We have an exciting opportunity for an experienced Application Engineering Manager to join our team and provide business development leadership partnering with sales to interface directly with key customers to cultivate significant new business opportunities for conversion into new business sales.  Provides technical sales expertise where needed to fill gaps.  Able to develop and articulate clear value propositions for customers.  Lead a distributed team of technical application engineers that quotes upwards of $25M+ annually in project and engineered solution business.  Partner with platform sales and marketing teams to define and execute business growth strategies for the business by providing:

    • Highly technical in multiple electrical controls and automation applications and industries
    • Strong commercial and project management skills
    • Demonstrated technical team leadership experience
    • Strong bias for partnering and cross-functional teamwork

    Essential Duties and Responsibilities

    • Work directly with Kaman Automation Inc.’s Sales Management and Account Managers as required to qualify, propose, present and close ESG sales opportunities.
    • Work directly with the Director of the Engineered Solutions Group (ESG) as a member of the ESG Leadership Team to establish and realize long term strategy and continuous improvement for the business unit
    • Lead “Synergy” Business Development from other business unit/group sales teams to facilitate sales of Kaman Automation’s Engineered and Value-Added solutions across all locations and regions
    • Provide ESG Sales and Business Development for all locations and regions as required to attain sales goal(s)
    • Direct large opportunity sales strategy and sales presentation for ESG opportunities
    • Manage sales contracts and negotiate terms and conditions
    • Lead the Applications Engineering Group in the development of ESG estimates and proposals
    • Lead and or support customer specific business development strategies as required to achieve YOY ESG sales growth targets
    • Work directly with engineering and manufacturing management to ensure ESG proposals align with corporate capabilities
    • Work directly with ESG project and materials managers to ensure efficient handoff and launch of new ESG projects to the engineering, manufacturing and finance teams
    • Establish project specific component supplier pricing agreements to ensure best possible competitive position for ESG proposals
    • Develop ESG proposal standards that include appropriate attention to project risk and commercial terms and conditions
    • Provide technical direction and project management support as necessary to ensure success
    • Develop and deliver capabilities and opportunity specific presentations in support of sales and account managers
    • Support account managers as required to resolve conflict situations
    • Leader of CRM development process for ESG sales opportunities
    • Establish & maintain a positive relationship with customers, account managers, engineering & manufacturing personnel, vendors, and factory representatives
    • Provide appropriate leadership to drive “Customer First” mentality throughout the organization



    Education:  Bachelor’s degree in Engineering or related field of study is required.  MBA preferred.



    • At least four to five years of successful commercial experience in industrial automation or related field
    • Demonstration of suitable previous technical team leadership experience
    • Solid technical experience with understanding and/or hands-on experience in value-add solutions engineering.
    • Prefer experience in design and build of high-mix low-volume solutions


    • Excellent written and verbal communication skills
    • Solid organization skills including attention to detail and multi-tasking skills.
    • Manage multiple projects at the same time.
    • Ability to build and develop teams to execute solution projects.
    • Superior negotiation and problem solving skills.
    • Excellent client facing and internal communication skills.
    • Strong working knowledge of Microsoft Office applications.

    Physical/Environmental Demands:

    • Must be able to stand, walk, talk, hear and sit for a majority of the time.
    • Use of hands and arms to touch, lift, reach, type, etc.
    • Lifting and/or exerting up to 10 lbs. of weight/force occasionally.


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