Senior Director of Business

Crane Aerospace and Electronics has an exciting opportunity for a Sr. Director of Business over our Landing Systems segment at our Burbank, CA location.

About Crane:

Crane Aerospace & Electronics supplies critical systems and components to the aerospace and defense markets. You’ll find Crane Aerospace & Electronics in some of the toughest environments: from engines to landing gear; from satellites to medical implants and from missiles to unmanned aerial systems (UAS).

Every 1.2 seconds, product built at our Crane Aerospace & Electronics Burbank facility is stopping aircraft – delivering passengers and military personnel safely to their destination. Home to our Landing & Cabin Systems team, Crane A&E’s brake control systems and premium cabin actuation solutions are flying on tens of thousands of aircraft throughout the world. You’ll join a business with a long track record of engineering excellence, set in the wonderful town of Burbank filled with great community atmosphere, schools, weather and no shortage of entertainment.

Start the next chapter of your career with Crane Aerospace & Electronics!

Job Summary:

The Director of Business has primary responsibility for managing the customer business relationship with commercial and military Original Equipment Manufacturer (OEM) customers to achieve business financial objectives while mitigating Crane Aerospace & Electronics risk and liability.

The Sr. Director of Business is responsible for the overall P&L performance in their assigned product line and as such is involved in new product proposals, customer commercial strategies and managing the critical/key activities with all of Crane Aerospace & Electronics OEM customers.

This position works with peer groups to ensure that the needs of the customer are being met, flow down of customer requirements is timely and accurate, and the Voice of the Customer is communicated and drives the internal organization’s behavior. The Director of Business is positioned as the central leader for ensuring cross functional alignment and execution to ensure long term profitable growth of the product line.

Sr. Director of Business has responsibility for a core, large product line (i.e. Sensing, Landing, Fluid) with annual sales of >$150M.

Essential Functions:

• Ability to lead large multilevel direct reporting teams, including CAM, CSA, and Aftermarket functions as assigned by the General Manager.

• Comprehensive command of business priorities, financials, and customer relationships such that they can represent the overall Solution as the General Manager’s delegate as needed and assigned.

• Leadership role responsible of assigned product line, inclusive of pricing, sales/backlog, cost, and strategic initiatives

• Matrixed leadership for operations, supply chain, program management, and engineering to ensure quality, delivery, customer satisfaction, profitability, support for the sales channel, sales and product training and competitive analysis

• Direct management of Customer Account Management and Business Development Management as assigned by General Manager for the solution

• Primary escalation path for customer issues and responsible for driving cross functional resolution

• Support business analytics including Annual Operating Plan and Strategic Planning Process, Strategy Deployment, and other initiatives as assigned by General Manager

• Successful negotiation of major business agreements, LTAs, contractual disputes, pricing agreements and major contract changes

• Initiate contract requirements flow-down, ensuring that contract requirements are known and communicated to the appropriate functional groups; Monitor contract performance to ensure compliance

• Manage customer demand and drive comprehensive forecast inputs to ensure successful SIOP and long-range planning of financial performance and operational capacity

• Coordinates with the Demand Management and Forecasting group to understand specific customer or market segment trends and drive cross-product line alignment of market understanding

• Maintain responsibility for tracking and recovering all customer claims as well as Crane assertions for out-of-scope requests by customer; Facilitate efficient communication and mediate customer disputes

• Contribute positively as a team member with the Business Development team and Finance to develop and execute acceptable business cases and winning strategies for new business

• Act effectively as a customer champion and advocate; Understand and communicate current and future customer needs and expectations; Establish and maintain strong and trusted relationships at all levels within the customer organization

• Analyze competitive environments, develop customer strategies, work with peer group to ensure maximum business growth on new and existing platforms

• Develop product roadmaps, market analysis and marketing tools, and financial modeling in support of product pricing and business case assessment

• Any other task assigned by supervisor or management to support business needs

Minimum Qualifications:

• Experience: 10+ years of experience in business management, program management, sales & marketing or strategic partnering in an Aerospace environment or equivalent experience in the Aerospace Industry.

• Knowledge: Experience in International Business and strong aerospace industry knowledge aligned to the product line being supported. Knowledge of financial reporting methods, cost accounting principles, and business analytics. Strong knowledge of price build up process, pricing strategies, and a track record of successful pricing negotiations. Knowledge of Aerospace and Defense contract terms and conditions, including successful contract negotiations

• Skills/Abilities:

• Excellent project management skills, including the proven ability to lead and manage cross-functional teams in a matrixed environment

• Outstanding professional presentation, written and verbal communication skills

• Excellent customer decorum and ability to forge effective relationships with key stakeholders

• Proficient in statistics with the ability to identify and react to trends

• Demonstrated ability to drive financial performance;

• Demonstrated experience in leading and developing diverse teams and proven ability to manage through influence

• Proven business process management skills including planning, organizational, budgeting, and time management skills

• Proven ability to make timely and sound decisions; able to make decisions under conditions of uncertainty

• Strong knowledge of price build up process, pricing strategies, and a track record of successful pricing negotiations

• Knowledge of aerospace and defense contract terms and conditions, including successful contract negotiations

• Deep knowledge of aerospace and defense industry and market trends.

• Education/Certification: BS Degree in Business, Engineering, or related field required with a Master of Business Administration or equivalent strongly preferred.

• Eligibility Requirement: This position may require access to Controlled Data or Information. Where the position requires such access only US Persons will be considered. As a US Department of Defense contractor, we are bound by International Traffic in Arms Regulations (ITAR).

Working Conditions:

• Standard office environment

• Work requires substantial visual concentration on detail

• Working conditions are normal for a manufacturing environment

• Manufacturing operations may require the use of safety equipment to include but not limited to: eye safety glasses, gowning, masks, hearing protectors, heel/wrist straps and any other required PPE

• May be exposed to unusual environmental conditions such as loud noises, cold temperatures, confined spaces, dust or fumes

• Requires approximately 30% domestic and international travel to support customers meetings, Crane Aerospace & Electronics site visits, conferences, seminars and trade shows

Standing: 10% *percentage is approximate and may vary depending on work task

Sitting: 90% *percentage is approximate and may vary depending on work task

Lifting (in pounds): up to 10 pounds

Pushing (in pounds):   up to 10 pounds

Mental/Visual: use of computer

Workspace (line, cube, etc): cubicle/desk

Top Benefits:

As a team member at Crane Aerospace and Electronics, you’ll enjoy:

Benefits: Health care, dental, vision, life and disability insurance starting the first day of the month

Time Off: 15 days of paid time off that start accruing your first day at Crane and 12 paid holidays per year.

401k Retirement Plan: 401k plan with company match

Education Reimbursement: eligible after 6 months of employment

You can see a list of our benefits at https://www.craneae.com/company/careers or visit our website at www.CraneAE.com for more information on our company and great opportunities.

We are committed to operational excellence and world class processes.  We employ Lean manufacturing techniques to optimize manufacturing efficiency and accuracy on all product lines. Our products are known for their technical strength, proven reliability and overall value.

In our efforts to maintain a safe and drug-free workplace, Crane Aerospace & Electronics requires that candidates complete a satisfactory background check.  FAA sensitive positions require employees to participate in a random drug test pool.

#LI-MD1 #CAE

Salary range: $211,800 - $270,500. Several factors contribute to actual salary, including experience in a similar role or performing comparable job responsibilities, skills, training, and other qualifications. Some roles may be eligible for participation in performance-based bonus programs. 

This description has been designed to indicate the general nature and level of work being performed by employees within this classification. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities, and qualifications required of employees assigned to this job.

Crane Company. is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment and will not be discriminated against on the basis of race, color, religion, gender, sexual orientation, general identity, national origin, disability or veteran status.