Sr Director Power and Propulsion Systems

Mission-Driven. Honor-Bound. Fairbanks Morse Defense. What’s your calling? For the men and women of Fairbanks Morse Defense it’s the rapid and effective support of the fleets that entrust us to design, develop, and deliver the best naval power technology on the planet. We’re one of the nation’s leading marine defense contractors because of the highly trained and dedicated teams that provide reliable power systems, parts, and aftermarket services to the U.S. Navy, Coast Guard, Military Sealift Command, and Canadian Coast Guard. When you join Fairbanks Morse Defense, you join a legacy of commitment that spans 150 years. Fairbanks Morse Defense offers competitive benefits with a wide range of training and development opportunities. Our world-class teams are dedicated to helping every individual achieve their full potential. Discover what it’s like to be a part of the Fairbanks Morse Defense team here: https://www.fairbanksmorsedefense.com/careers

Summary

The Director of Power and Propulsion will work closely with both Government and Commercial customers, as well as all Fairbanks Morse Defense Business Units, to identify and drive business growth opportunities. This role is responsible for shaping and executing the business strategy, fostering strong customer relationships, gathering market intelligence, and managing bids within the Power and Propulsion sector. The primary focus is on delivering comprehensive solutions involving diesel engines and propulsion equipment, including original equipment, aftermarket services, and system offerings. Additionally, this position will collaborate with other Fairbanks Morse Defense Business Units to support broader sales and market growth initiatives.

Principle Duties and Responsibilities

• Developing and maintaining deep and strategic customer relationships with major shipbuilders, ship repair facilities, and government entities to understand their priorities and needs.
• Gathering actionable intelligence and providing business recommendations on new sales opportunities across all potential revenue streams: original equipment, aftermarket services, and propulsion system solutions.
• Driving revenue growth, improving profitability, and enhancing market share across all Power and Propulsion product and service offerings.
• Collaborating with Strategic Directors and Sales leadership to define Power and Propulsion strategies and execute sales plans aligned with business objectives.
• Managing bid processes, coordinating with internal stakeholders to prepare competitive proposals that align with customer requirements.
• Providing accurate and timely sales forecasts in alignment with annual, quarterly, and monthly business goals, and presenting status updates to senior leadership and relevant business units.
• Partnering with other Fairbanks Morse Defense entities to elevate the customer experience and ensure consistency in the branding and delivery of products and services.
• Becoming actively engaged in regional industry forums, organizations, and professional societies to promote the company’s Power and Propulsion offerings.

Qualifications and Educational Requirements

• Bachelor’s degree or equivalent experience in customer account management, engineering, or a related field.
• A minimum of 7+ years of experience in customer relationship management and selling complex, mission-critical power and propulsion equipment in a highly competitive market.
• Demonstrated ability to develop and secure long-term agreements with customers, delivering mutual business benefits.
• High energy, positive attitude, and a proactive approach to identifying new opportunities and positioning the company for success.
• Strong creative and analytical skills to research accounts, identify key players, generate interest, and convert leads into sales opportunities.
• Experience using customer relationship management (CRM) tools such as Salesforce to improve business communication and planning.
• Exceptional written, verbal, and interpersonal communication skills, with the ability to effectively engage with stakeholders across all levels of management, peers, and clients.
• Proficiency in Microsoft Office Suite, with a strong emphasis on Excel and data analysis.
• Excellent problem-solving, task prioritization, follow-up, and customer service skills.
• Ability and willingness to travel up to 50% to engage with customers and industry stakeholders.
• Knowledge and experience with Controlled Unclassified Information (CUI) and ITAR-restricted data handling.

This specification is intended to indicate the kinds of tasks and levels of work difficulty that will be required of positions that will be given this title and shall not be construed as declaring what the specific duties and responsibilities of any particular position shall be. It is not intended to limit or in any way modify the right of any supervisor to assign, direct, and control the work of employees under his/her supervision. Ability to competently perform all the essential duties of the position, with or without reasonable accommodation, demonstrated commitment to effective customer service delivery, and the ability to work productively as a member of a team or work group are basic requirements of all positions at Fairbanks Morse.

Fairbanks Morse Defense offers a competitive benefits package including but not limited to, medical, dental, vision, life, and disability insurances, and 401k retirement plan with employer match. In addition, we offer paid time off, paid holidays, paid parental leave, and tuition reimbursement.

Equal Opportunity Employer/Veterans/Disabled