The Account Managers' objective is to achieve specific tactical and strategic quotas over a specified product family assigned to Aerospace and Defense Customers. The Account Manager will be responsible for establishing multi-level relationships, providing market intelligence, prospect assigned accounts, introduce, and present our products and services, write technical and commercial proposals in support of requests for information (RFI's) and Requests for proposals (RFP's) from assigned customers. The Account Manager will also manage each assigned accounts' performance (i.e., delivery, quality, contract), address and resolve issues as they arise and communicate with assigned accounts often. The Account Manager will develop relevant tools (electronic and conventional), in conjunction with cross-functional collaboration and management direction, necessary to effectively represent, manage, support, and promote our organization to assigned customers
Requirements
The Account Manager duties and responsibilities are heavily Customer focused. Duties and responsibilities of the Account Manager are as follows:
- Build and maintain profitable and professional relationships with customers on a routine basis, through implementation of organized and focused programs in responsible territories.
- Promoting new business opportunities and implementing long-term strategy for repeat business.
- Seek out, establish, train, and manage new representatives/agents and assist existing representatives/agents in creating new business opportunities for EMCORE.
- Responsible for the growth of sales volume through regular travel, close customer contact, technical assistance and product support.
- Provide weekly and monthly progress reports to the Business Unit Manager and VP of Sales for forecast purposes.
- Assist the sales, manufacturing and engineering team in the design and marketing of new product endeavors.
- Prepare and present technical and commercial proposals for customer RFQ's for both military and commercial programs.
- Responsible for identifying, proposing, and closing sales of customers with assigned products.
- The Account Manager is responsible for managing customer accounts and promoting the sale of Fiber Optic Gyro products (consisting of Photonic Inertial Navigation Systems and Measurement Units)
- Present yearly Sales/Business Plan to President, VP of Operations and Director/VP of Sales for responsible products with goals, key customers, competitors, ideas to increase sales revenue and product support for both new and established customer base.
- Daily, weekly and monthly updates with key customers and representatives to maintain accurate notes for database of customer activity in all accounts through CRM.
- Extensive travel to present PowerPoint presentations, technical discussions and contract negotiations with customers and representatives for the expansion of sales revenue.
Minimum Education and/or Work Experience Requirements- Bachelor of Science, Business or related field
- 3+ years of technical sales experience in the Aerospace and Defense industry, specializing in solution-based selling, client relationship management and driving revenue growth through strategic account development.
- Ability to travel 50% of the time, including domestic and/or international trips.
Preferred Skills or Characteristics:- Strong problem solving and negotiating skills.
- Exceptional communications and presentation skills-both verbal and written.
- Be able to work in a virtual environment with a high degree of self-motivation and independence.
- Comfortable working as a collaborative partner with the engineering, service, marketing, customer care and related organizations to deliver world-class services.
- Highly motivated self-starters with a desire to win.
- Comfortable with being held accountable for results.
- Capable of performing multiple tasks.
- Computer literate to the extent of utilizing a laptop computer for communications and presentations, and they should be client focused.
- Expert at motivating both internal and external personnel in a demanding emerging market and organization model.
- Have a creative and entrepreneurial spirit and demonstrate leadership skills.
