MRO Sales Manager-Strategic Accounts at Hartzell Propeller – Piqua, Ohio

Hartzell Propeller Inc. is a world class engineering and manufacturing company offering the broadest range of propeller systems in the aviation industry. We design, develop, test, manufacture, and support constant-speed aluminum and composite propeller systems for all categories of aircraft, ranging from general aviation to military applications.

The company traces its history to 1914, where a relationship between Orville Wright and Robert Hartzell led to the manufacture of the first Hartzell propeller in 1917. The company was founded on the principle of "Built on Honor" – a clear and abiding value in our business.

Description:

Hartzell is seeking an experienced and commercially driven MRO Sales Manager – Strategic Accounts to support the continued expansion of its company-owned MRO network. This role is focused on large fleet operators, key strategic customers, government programs, and high-value service opportunities.

The Strategic Accounts MRO Sales Manager is responsible for driving overhaul, repair, exchange, and used serviceable material (USM) activity into Hartzell-owned repair stations, while developing long-term, multi-year customer relationships. This position plays a critical role in shaping pricing strategies, fleet programs, and commercial structures aligned with Hartzell’s broader MRO growth objectives.

Key Deliverables:

Strategic Business Development

• Identify, pursue, and secure large fleet, government, and high-value strategic accounts for MRO services.
• Drive incremental overhaul, repair, exchange, and USM business into Hartzell company-owned repair stations.
• Partner with leadership to develop long-term sales strategies aligned with network capacity, profitability, and growth priorities.

Strategic Account & Fleet Sales

• Own and manage key fleet and strategic customer relationships from initial engagement through contract execution.
• Develop customized commercial proposals, including pricing structures, turnaround expectations, and service programs.
• Support negotiation and execution of multi-year fleet and service agreements.

Used Serviceable Material (USM) Strategy

• Identify, acquire, and direct USM opportunities to support overhaul and exchange activity within company-owned MROs.
• Maintain strong relationships with operators, brokers, and internal stakeholders to facilitate USM flow.
• Monitor market conditions and competitor activity to optimize USM positioning and commercial strategy.

Government & Contract Opportunities

• Identify and pursue government and defense-related MRO opportunities.
• Coordinate with internal legal, contracts, and compliance teams to ensure adherence to regulatory adherence requirements.
• Build and maintain relationships with government procurement and program stakeholders.

Industry Engagement & Trade Events

• Represent Hartzell at industry trade shows, fleet forums, and strategic customer events.
• Leverage industry presence to generate new opportunities and strengthen existing relationships.
• Provide structured market intelligence and competitive insights to leadership following events.

Client Relationship Management

• Serve as the primary commercial contact for assigned strategic accounts.
• Ensure customer expectations are clearly communicated and met across sales, materials, and operations.
• Proactively resolve issues to protect long-term customer relationships and brand reputation.

Market Intelligence & Reporting

• Track competitive landscape, customer trends, and pricing dynamics.
• Maintain accurate sales forecasts, pipeline reporting, and account plans.
• Collaborate cross-functionally to continuously improve sales processes and customer experience.

First Year Success Factors

1. Strengthening and expanding relationships with existing strategic customers and fleet operators, resulting in increased engagement and long-term partnership momentum.
2. Establishing a credible, well-qualified pipeline of government and long-term contractual MRO opportunities aligned with Hartzell’s growth strategy.
3. Successfully closing fleet and strategic account agreements that generate incremental overhaul, repair, exchange, and USM volume within Hartzell-owned MRO facilities.
4. Developing competitive, well-structured commercial proposals that balance customer requirements with internal margin, capacity, and operational objectives.
5. Collaborating effectively with operations, materials, marketing, finance, and leadership teams to ensure commercial commitments are executable and aligned.
6. Building a strong working knowledge of Hartzell propeller systems, overhaul processes, and aftermarket service offerings sufficient to engage credibly with customers and internal teams.
7. Demonstrating clear understanding of Hartzell Aviation companies, products, competitive positioning, and value proposition within the global propeller and MRO marketplace.

Education/Experience

• Bachelor’s degree required (technical field preferred).
• Minimum 5+ years of sales experience, with preference for technical, aerospace, or MRO-related sales.
• Experience supporting fleet operators, government customers, or strategic accounts strongly preferred.

Technical Competencies

1. Ability to sell highly engineered products and services
2. Strong negotiation and commercial structuring skills
3. Financial acumen related to pricing, margins, and cost drivers
4. Demonstrated mechanical aptitude and technical curiosity
5. Project management capabilities
6. Proficiency with Microsoft Office; experience with ERP/MRP systems a plus
7. Strong written and verbal communication skills

Behavioral Characteristics

• Customer Focus – Builds trust and long-term partnerships
• Strategic Relationship Builder – Collaborates effectively across functions and externally
• Sales Effectiveness – Persuasive, professional, and credible
• Continuous Learning – Invests in technical and market knowledge
• Initiative & Ownership – Proactive, accountable, and results-driven
• Energy & Drive – Sustains focus and effectiveness over extended periods

Salary Expectations

Competitive compensation & benefits package

Our Culture

We are a team that prides ourselves on a culture that supports shared values of empowerment, accountability, drive, integrity, and respect. Our team shares a deep commitment to safety, collaboration, and a love for all things aviation. We offer a comprehensive compensation and benefits package to support your well-being and professional growth including medical, dental, vision, paid time off, life insurance, 401(K) plans with employer match, company provided Growth Participation Units (GPU) and so much more. Our GPU benefit is unique to the industry and encourages all employees to think like owners and receive future financial reward for contributions to business growth. Join our team to be part of a culture that encourages growth and development and celebrates our success.

Hartzell Propeller has a pre-employment and random Federal Drug & Alcohol Testing requirement and tests for marijuana, cocaine, opioids, amphetamines and phencyclidine in addition to alcohol.

Equal Opportunity Employer/Protected Veteran/Disability/E-Verify