Head of Engines

About B&H Worldwide

The Global Institute of Logistics has named B&H Worldwide as the world’s Best in Class Global Aerospace Logistics Company. As the benchmark independent freight forwarder in the global aerospace logistics space, our vision is to be the most respected, valued, passionate and entrusted leader in global aerospace logistics. We aim to provide our employees with a rewarding, safe and empowered environment that fosters high standards. Working at B&H Worldwide you will have the opportunity to grow your career supported by an award-winning team and industry

Our Mission

To support our customers with consistent, dependable, competitive and innovative logistics solutions which powers their business.

Our Vision

To be the most respected, valued, passionate and entrusted leader in global aerospace logistics.

Where to find more information about us: https://bhworldwide.com/

The Head of Engines is tasked with developing and achieving the company's ambitious business targets for its Engine Logistics Business, as well as driving a strong global market presence across OEM’s, Airlines, MRO’s, and our extensive partner network. Building on existing aero engine logistics business, the manager will further develop the customer base and company market share, reinforce B&H’s technical competence and ensure the Group's ability to service this demanding sector, ensuring that customer service and relationships are maintained to the highest standard.

Reporting to: Sales Director, USA

Location: Miami, USA

Main Roles and Accountabilities

• Develop New Business, globally for B&H Worldwide's - Aero Engine Logistics
• Cultivate a strong prospect list of new business to ensure continuity in Pipeline.
• Facilitate customer visits with Regional BDMs and be present at trade shows to represent the B&H Engine Product.
• Accurately forecast global sales revenue & manage pipeline through regular sales reviews and CRM.
• Engage with relevant stakeholders in B&H to ensure original commercial solutions are presented to customers to maintain B&H’s position as a thought leader.

Market Intelligence

• Conduct ongoing marketing research into the engine sector to:
• Develop market intelligence of key parties who influence purchasing and decision making for engine and engine stand transport and storage
• Develop market share analysis for the company and its competitors
• Analyse key market participants and geography’s
• Create a marketing database of worldwide supply chain decision makers
• Understand market pricing and refine pricing strategy

RFP / RFQ Development & Management

• Assess quote requests to ensure the opportunity represents a realistic chance to win new / additional business within existing or new aerospace customers.
• Collaborate with Regional Sales Managers in new enquiries to ensure correct resources are allocated to the project.
• Enforce fair global pricing from B&H Offices for Engine movements.
• Mentor Global CS Teams to collate pricing and guide on margin expectations.
• Develop supporting documentation for the tender response, which may include technical operations information, transition plans, pricing models, etc.
• Refine the Group’s approach to engine RFPs.
• Double the group Engine & Stand business within 18 months

Account Management

• Mentor regions to maximise the existing customer base, leveraging all opportunities to increase volume through these relationships.
• Ensure account management plan embraces customer’s own strategy and aspirations.
• Analysis of KPI and financial data to ensure contractual performance is met during the agreed timeframes with the customer on a regular basis.
• Develop corrective actions plans with operations where KPI performance is below contractual target.
• Manage contractual pricing and commercial matters with Engine customers, which includes the formal sign off procedures internal to B&H.
• Attend External QBRs for Engine Customers when required.

Global CS Team Upskill

• Mentor Global CS teams to increase conversion rates, profitability & knowledge on Engine solutions.
• Mentor internal resources to ensure all requests are answered within agreed deadlines and appropriate format.
• Act as “go to” person for all advice and guidance in preparation of Engine quotes & proposals.
• Ensure all margins are accurate and within the company guidelines based on the opportunity.
• Ensure appropriate team members are involved for complex and significant opportunities.

Marketing & Brand Awareness

• Responsible for thought leadership via several channels – online, events or B&H hosted seminars.
• Collaborate with Global CS Team and Marketing to refine strategy for the B&H Engine & Stand Product.
• Collaborate with Marketing team to generate collateral to be used during the sales process.
• Increase internal commercial awareness in B&H on Engine logistics.
• Identify new sales channels and customers within the aerospace vertical and actively contribute to the development of B&H customer solution offering.
• Investigate and propose new opportunities for consideration within the aerospace vertical.
• Develop presentations to convey B&H worldwide credentials and capabilities to customers and internal stakeholders.
• Be highly competent in presenting B&H Worldwide vision, credentials, and capabilities to all relevant audiences.

The Market & Competition

• Collaborate with the Network team to develop a strong network of contacts in overseas offices to ensure we are maintaining our position as the market leader.
• Identify and evaluate industry trends, competitor activity and market forces, reporting and recommending appropriate action for B&H Worldwide.

Your Experience

• Extensive and proven solution sales experience in a customer-facing, targeted environment, gained within the aerospace logistics industry, with evidence of leading high performing teams, developing and converting business and commercial opportunities.
• Have the ability to close sales deals.
• Customer focussed with excellent attention to detail, commercially minded with ability to design and implement customer solutions in aerospace logistics.
• Strong analytical skills with the ability to review complex data to generate business solutions which satisfy both customer and company objectives.
• Excellent people-management experience, track record of getting excellent results through the development of the Customer Solutions team.
• Must be eligible to work in the US without sponsorship from an employer now or in the future

What We Offer:

• Competitive salary and commission / bonus structure focused on exceeding profit targets.
• 401k with company match.
• Health insurance, including dental and vision plans.
• Paid vacation and holidays and an additional day for your birthday.
• Employee Assistance Programme.
• Opportunity to grow expertise through ongoing coaching, training and development sessions.
• Be the B&H Worldwide ambassador at local and global industry events, providing you with the opportunity develop and grow new and existing customer relationships and secure deals.

B&H Worldwide are an equal opportunity employer. We are committed to creating an inclusive and diverse environment for all team members. If you do require any reasonable adjustments or support during the application process, please contact [email protected].