Commercial Business Account Manager

Astronics   •  

Everett, WA

Industry: Aerospace & Defense


8 - 10 years

Posted 40 days ago

Description Commercial Business Account Manager

Astronics Ballard Technology (Ballard), located in Everett, WA, is a leader in the design, manufacturing and support of avionics databus interface solutions for commercial and defense applications. Ballard's proven experience in providing products for test and simulation applications has provided a strong foundation for its robust and growing line of rugged embedded interface products. Ballard's proprietary Commercial-Off-The-Shelf (COTS) databus solutions are key to the operations and support of a wide range of military and commercial aircraft, including leading fixed wing, rotary wing, and unmanned systems. Ballard's high standards and consistency in engineering and production, driven by an AS9100 quality management system, have resulted in a long-standing reputation for superior reliability, quality, and service with strong customer relationships.

With a culture that reflects creative problem solving, helpfulness, and balance, Ballard has maintained a long history of profitability and growth, now employing over 70 valued employees.

Position Summary:

The Commercial Business Account Manager has the primary responsibility for developing new business and achieving the sales plan with commercial customers including Airlines, Original Equipment Manufacturers (OEMs), integrators, and 3rd parties. Helpfulness is a core value for Ballard and this role is on the front line for demonstrating this value to customers. The individual in this role serves as the customer advocate and manages the customer relationship throughout the life cycle of an opportunity. The position requires a high level of interaction with other Astronics Ballard Technology team members, as well as with other Astronics subsidiaries. The Commercial Business Account Manager is responsible for nurturing these relationships in a highly collaborative environment. As the primary face to the customer, the Commercial Business Account Manager plays a significant role in determining customer strategies to optimize current and future business opportunities.

Duties and Responsibilities:

  • Act as the primary contact with complex and strategic customers, including airlines, partners, integrators and OEMs
  • Develop a professional relationship with the purpose of understanding the customer needs
  • Identify and communicate new program opportunities
  • Establish and maintain strong relationships at all levels within the customer organization
  • Lead and/or support proposal activities to sustain and win new program business
  • Develop and meet the bookings and sales plan for the commercial market
  • Develop, communicate and execute key customer strategies that will lead to profitable growth and superior customer satisfaction
  • Document all relevant customer information, account plans and opportunity management in CRM
  • Focus the company on activities that sustain high levels of customer satisfaction
  • Facilitate efficient customer communication, timely problem resolution and mediate customer disputes
  • Understand and communicate current and future customer needs and expectations throughout Ballard
  • Communicate customer forecasts in support of demand and revenue planning
  • Capture and communicate the Voice of the Customer within the company
  • Monitor market and technology trends
  • Champion Ballard's vision and initiatives to customers and solicit their feedback and support
  • Support the organization in acquiring and monitoring competitive intelligence
  • Up to 25% travel with approved budgets
  • Any other task assigned by management

Desired Skills and Characteristics:

  • Demonstrated ability to form and maintain good relationships with Customer Representatives at all levels
  • Demonstrated business acumen
  • Successful history in identifying, targeting, negotiating and winning profitable program business
  • Demonstrated ability to work in a highly collaborative environment
  • Analytical skills in support of market analysis, business planning, customer/ competitor analysis and ROI models
  • Demonstrated proficiency in relationship management and conflict resolution
  • Must possess excellent organization, decision making and problem solving skills
  • Ability to think strategically and develop capture plans
  • Knowledge of domestic and international airline budgeting and acquisition processes
  • Knowledge of airline flight and maintenance operations
  • Knowledge of commercial aircraft Supplemental Type Certificate (STC) process
  • Demonstrated experience negotiating Product Support Agreements
  • Ability to create payback models for airlines
  • Ability to form and maintain good internal relationships
  • Proficient with Microsoft Office, CRM, ERP and other business computer applications
  • Demonstrated effective oral and written communication skills, including effective presentation skills
  • Ability to work with a team and to get people moving towards a specific task
  • Enthusiastic and passionate about the work

Position Requirements Qualifications:

  • A Bachelor's degree in a technical field, business, or equivalent, AND
  • A minimum of seven (7) years of related industry experience in commercial aerospace account management and technical sales, AND
  • Airline industry experience

Desired Qualifications:

  • Experience with avionics databuses and networks
  • Experience with on-board server and processing system