Product Market Leader - Aerospace and Defence

Samuel, Son & Co. · Markham

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DAY TO DAY RESPONSIBILITIES:

1. Market Strategy & Segment Leadership

Lead the commercial strategy for the Aerospace & Defence segment, including target customers, OEMs, Tier suppliers, platforms, applications, and specification pathways.
Define and execute the segment’s multi-year growth roadmap, including where ATG should compete, what opportunities should be prioritized, and what capabilities, certifications, or approvals are needed to win.
Build deep market expertise and serve as ATG’s internal leader on aerospace and defence customer requirements, competitive positioning, market trends, and approval pathways.

2. Portfolio Focus, Offer Development & Pricing Architecture

Own the segment’s offer roadmap by aligning aerospace and defence needs with ATG’s current and future capabilities in welded stainless, seamless stainless, nickel alloy tubing, precision forming, and value-added technical solutions.
Define value propositions, commercial positioning, and pricing architecture for the Aerospace & Defence segment, including recommended pricing floors, exception logic, and margin priorities for high-specification work.
Actively manage the segment portfolio by clarifying what ATG will pursue, what it will decline, and why, based on fit with strategic direction, capability, margin, and qualification potential.

3. Qualification, Specification & Approval Leadership

Own qualification priorities for the Aerospace & Defence segment, including customer approvals, supplier status advancement, new specification pathways, and internal alignment on strategic qualification efforts.
Work closely with Quality, Engineering, and Operations to align aerospace and defence customer requirements with executable manufacturing capability, certification readiness, and audit preparedness.
Support high-specification market development by ensuring ATG is positioned credibly for technical reviews, customer audits, qualification discussions, and long-cycle approval processes.

4. Strategic Pursuit Leadership & Cross-Functional Commercial Alignment

Lead market focus and go/no-go decisions for aerospace and defence pursuits in partnership with Outside Sales, Technical Commercial, Quality, Operations, and Finance.
Partner with Outside Sales on priority aerospace and defence account strategy, opportunity positioning, negotiation guidance, and commercial focus, while allowing Outside Sales to remain the primary customer-facing owner.
Ensure clear handoffs into Bid Desk, Technical Commercial, and Order Entry so that strategic aerospace and defence pursuits are quoted accurately, priced appropriately, and executable operationally.

5. Market Intelligence, Growth Planning & Competitive Positioning

Develop and maintain a strong pipeline view by target customer, application, platform, and program within the Aerospace & Defence segment.
Monitor competitors, customer investment trends, regulatory expectations, and changes in standards that affect ATG’s positioning and growth potential in aerospace and defence supply chains.
Translate market intelligence into internal actions across pricing, capacity prioritization, qualification effort, quoting focus, and commercial strategy.

6. Execution Support & Commercial Discipline

Support the quote-to-order engine by ensuring strategic aerospace and defence opportunities are clearly defined, assumptions are surfaced early, and commercial priorities are aligned across the organization.
Contribute to APQP / launch governance when triggered for new products, major changes, or validation-intensive work, ensuring the market and commercial voice is represented.
Help drive disciplined commercial execution by reinforcing clean handoffs, strong contract alignment, and a consistent approach to market selection, quote quality, and margin integrity.

BACKGROUND:

8+ years of experience in market development, product management, strategic business development, commercial leadership, technical sales, or related roles in aerospace, defence, tubing, specialty metals, engineered components, or high-specification industrial manufacturing.
Strong knowledge of specification-driven and qualification-driven markets, ideally within aerospace, defence, or other regulated / high-reliability end markets.
Demonstrated ability to define market strategy, target accounts, value propositions, pricing approaches, and pursuit priorities in a B2B manufacturing environment.
Experience working cross-functionally with engineering, quality, operations, quoting, and sales teams to move opportunities from market strategy to executable business.
Strong commercial judgment, communication skills, and ability to influence decisions across technical and operational stakeholders.
Bachelor’s degree in Business, Engineering, Materials, Manufacturing, Marketing, or a related field.

Preferred (High Priority)

Experience in Aerospace & Defence tubing, specialty metals, high-spec components, or adjacent approved supplier environments.
Understanding of stainless-steel and nickel-alloy tubing applications, including technical customer requirements, qualification processes, and supplier approval expectations.
Experience supporting AS9100, customer qualification programs, and other market-specific compliance, audit, or launch frameworks.
Track record of building strategic pipelines, improving segment focus, and driving profitable growth in technically demanding industrial environments.

Ability to effectively communicate status, actions, recommendations, and other technical information with clarity and precision. Responsive to inquiries from other engineering and business teams, suppliers and customers.

WORK ENVIRONMENT:

75% office work
25% Customer facing

HEALTH & SAFETY:

Demonstrates a positive attitude towards safety and models safety for other employees at all times.
Understand that it is mandatory to use and/or wear all personal protective equipment provided by the Company.
Reports all accidents, incidents and near misses and supports in determining corrective actions to eliminate workplace hazards.
Practices safe work habits as detailed in Samuels/ATC’s safety policies, procedures, C.S.A and the Occupational Health & Safety Act of Ontario.
Understands and completes necessary health & safety training through Samuel’s Safety Training program and ensures renewal training is completed as per company requirements.

This is for a current open position. AI is not used in the screening of candidate resumes.

The expected compensation range for this position is $122,560-168,520/yr. This range includes base pay and target variable pay. Actual compensation will depend on factors such as geographic location, skills, education, and experience. We also consider internal equity to ensure fair and consistent pay practices. This range reflects the expected full compensation range for the role; most offers will fall within the range and not at the maximum in order to allow for future growth.

At Samuel, we believe every team member brings unique and valuable skills, experiences and knowledge to our thriving business – enabling us to build on over 170 years of success in the metals industry. We offer countless opportunities for our team members to develop and grow in their careers, empower them to make decisions on the job and be a part of driving positive change – within our organization and in the communities where we live and work. If you’re seeking a dynamic, supportive and welcoming workplace to make your mark and grow your career, we have the programs, culture and opportunities to make it happen. We’re stronger together.

At Samuel we believe in a culture of equality. Respect and integrity are at our core. We are committed to building and creating an environment that is open and welcoming for everyone.

This job posting is for an existing vacancy within the organization

Samuel is an Equal Opportunity Employer. In the United States, we utilize E-Verify.

The Product Market Leader – Aerospace & Defence is ATC’s senior commercial owner for the aerospace and defence segment and is responsible for defining and executing the strategy to grow profitable revenue in priority applications, customers, programs, and specifications. The role owns segment focus, offer roadmap, pricing architecture, qualification priorities, and supplier-approval strategy, while working closely with Outside Sales, Bid Desk, Technical Commercial, Quality, Engineering, and Operations to convert strategic opportunities into executable business.

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