Company Description
Howell Instruments combines decades of engineering and production expertise with state-of-the-art technology to deliver a diverse array of products such as cockpit engine instrumentation, ground support equipment, airborne engine monitoring systems, and test cell data acquisition systems. The company also provides specialized engineering, repair services, and comprehensive repair and overhaul solutions for ground support equipment. Howell is committed to innovation and reliable solutions that meet the unique needs of the aerospace and defense industries.
Role Description
This role is responsible for driving strategic sales growth by identifying and pursuing new business opportunities, managing a structured sales funnel, and building long-term relationships with both internal stakeholders—such as engineering, production, finance, program management and executive leadership—and external clients, OEMs, MRO’s, Agents and other industry partners. The position requires coordinating cross-functional efforts to develop accurate specifications, technical proposals, and pricing strategies that align with customer needs and organizational goals. The successful candidate will prepare and deliver compelling presentations, negotiate contract terms, and ensure all sales activities are executed in accordance with Howell’s New Product Introduction (NPI) procedures and phase-gate program management standards. Regular reporting, CRM documentation, and market analysis are essential to support forecasting and strategic planning.
Education:
Bachelor’s degree in business or engineering from an accredited college or university and/or equivalent experience in Aerospace either Commercial or Military.
Experience:
Pilot or Aircraft Avionics sales experience is desired.
Skills:
Proven ability to drive sales growth through strategic customer engagement and relationship building. Demonstrated success in identifying, qualifying, and nurturing leads, as well as maintaining long-term partnerships with key clients and stakeholders. Adept at navigating complex sales cycles and aligning solutions with customer needs to deliver measurable results.
Proven ability to interpret and communicate complex aerospace technical criteria, including but not limited to flight manuals, wiring diagrams, avionics logic gates, system schematics, and integration documentation. Skilled in translating technical requirements into actionable insights for engineering, program management, and customer engagement
Highly results-oriented, with a strong focus on achieving performance targets and contributing to overall business objectives. Skilled in delivering compelling presentations and communicating value propositions clearly and persuasively to diverse audiences.
Technically proficient in Quantum ERP system, Microsoft Office Suite (Word, Excel, PowerPoint, Outlook & Teams), enabling efficient reporting, data analysis, and professional communication.
For the right candidate, a working remote is possible in a specific geographical region, which requires the ability to work independently with minimal supervision. Success in this role depends on strong self-discipline, personal accountability, and effective time management. The candidate must be consistently accessible and available during and sometimes outside business hours to support internal teams, respond to client inquiries, and participate in virtual meetings across time zones. Maintaining productivity, responsiveness, and collaboration in a dynamic, fast-paced environment is essential, especially when engaging with engineering, production, and customer-facing teams in both virtual and field settings.
Responsibilities:
A. Develop and maintain strategic relationships with external clients, current and potential clients including but not limited to OEMs, MRO’s, Brokers and Agents, as well as internal stakeholders—including engineering, operations, and executive leadership—to support long-term business growth and customer retention.
B. Establish and manage a structured sales funnel, leveraging the Howell OPM sales funnel to monitor lead progression, forecast revenue, and ensure alignment with organizational sales goals.
C. Identify and pursue new business opportunities through targeted outreach, industry networking, and market intelligence, driving revenue growth and expanding the customer base.
D. Ensure all sales activities and business development efforts are executed in accordance with Howell’s New Product Introduction (NPI) procedures, maintaining compliance with internal phase-gate processes and program management standards.
E. Coordinate cross-functionally with engineering, production planning, program management and finance to develop accurate specifications, technical drawings, and pricing models for custom products and product derivatives.
F. Prepare and deliver industry leading presentations, proposals, and quotations tailored to client requirements, clearly articulating value propositions and technical capabilities to both external customers and internal decision-makers.
G. Assess customer service needs and collaborate with internal departments—including technical support, logistics, and aftermarket services—to design and implement solutions that meet operational and technical expectations.
H. Negotiate contract terms and close deals in alignment with company goals, ensuring compliance with internal policies and customer expectations while meeting or exceeding sales targets.
I. Conduct market research and competitive analysis to inform sales strategies, identify emerging trends, and position offerings effectively in coordination with internal strategy teams.
J. Maintain detailed records of sales activities and client interactions in the CRM system to support performance tracking, reporting, and strategic planning.
K. Provide regular sales performance reports and forecasts to senior leadership, offering insights into pipeline health, revenue projections, and market dynamics.
L. Experienced in attending, participating in, and coordinating aerospace industry tradeshows and exhibitions. Skilled in representing technical capabilities, engaging with partners and customers, and managing logistics to maximize event impact and strategic visibility.
