We Are Looking For The Strategic Account Manager is responsible for the development, execution, and performance of FDH Electronics' account strategy for a designated key customer. This position will drive profitable revenue growth, expand FDH's position across customer programs and platforms, protect existing business, and strengthen FDH's role as a strategic supply-chain partner. The Strategic Account Manager will establish senior-level relationships throughout the customer organization, develop a multiyear account growth strategy, and lead the pursuit of new business across FDH's product and service portfolio. This position will direct the cross-functional execution of account priorities by aligning Sales, Product Management, Supply Chain, Operations, Quality, and executive leadership around the customer's current requirements and long-term objectives.
What You'll Do (Responsibilities)Strategic Account Ownership- Define and execute the account strategy for a designated key customer, aligning customer priorities with FDH's commercial objectives, product capabilities, and long-term growth strategy.
- Serve as the principal commercial leader and primary point of accountability for the overall customer relationship.
- Establish FDH as a strategic partner by delivering solutions that support the customer's technical, operational, program, and supply-chain objectives.
- Develop a comprehensive understanding of the customer business strategy, organizational structure, programs, platforms, sourcing priorities, technical requirements, and growth plans.
- Establish multiyear objectives for revenue growth, gross margin, market penetration, customer retention, and strategic account development.
- Provide executive leadership with regular assessments of account performance, strategic opportunities, competitive threats, and required investments.
Account Growth and Business Development- Develop and execute a formal account growth plan identifying addressable market, target programs, product expansion opportunities, competitive position, commercial priorities, and specific growth initiatives.
- Drive new business development across customer programs, platforms, sites, and functional organizations.
- Expand market share through cross-selling, new product introductions, engineering design-in activity, supplier consolidation, and value-added supply-chain solutions.
- Identify business currently awarded to competitors and develop targeted strategies to capture or displace incumbent positions.
- Lead the qualification, prioritization, and advancement of strategic opportunities from initial identification through award and implementation.
- Develop opportunity-capture plans that define customer requirements, decision criteria, competitive dynamics, value proposition, commercial strategy, internal resources, milestones, and ownership.
- Build and maintain a robust pipeline sufficient to achieve the account's short- and long-term growth objectives.
- Partner with Product Management and Procurement to align FDH's supplier relationships, product portfolio, and inventory strategy with emerging customer demand.
Executive and Customer Relationship Development- Establish and expand relationships with key decision-makers and influencers across procurement, engineering, supply chain, program management, operations, quality, and executive leadership.
- Develop a comprehensive stakeholder strategy that identifies decision authority, technical influence, organizational priorities, and relationship coverage.
- Facilitate executive alignment between FDH and the designated customer to advance strategic initiatives, resolve business issues, and strengthen the long-term partnership.
- Lead customer engagement at all organizational levels, including strategic planning sessions, commercial negotiations, program reviews, and executive business reviews.
- Maintain visibility into organizational changes, investment priorities, sourcing strategies, program schedules, budget cycles, and other developments affecting the account.
- Represent FDH at customer locations, industry events, supplier meetings, and other strategic business engagements.
Cross-Functional Account Execution- Lead the cross-functional FDH account team and establish clear accountability for commercial, operational, technical, quality, and service commitments.
- Translate customer strategy and requirements into coordinated actions across Sales, Product Management, Supply Chain, Operations, Quality, Finance, and executive leadership.
- Direct internal account reviews to evaluate performance, advance growth initiatives, resolve execution gaps, and align resources with account priorities.
- Secure the organizational resources and executive support required to pursue strategic opportunities and fulfill customer commitments.
- Escalate material commercial, operational, quality, or relationship risks and lead the development of timely resolution plans.
- Ensure customer commitments, internal action items, and strategic initiatives are supported by clear ownership, milestones, and performance expectations.
Commercial Strategy and Financial Performance- Own the account's revenue, gross margin, profitability, pipeline, backlog, and forecast performance.
- Develop and execute pricing, negotiation, and contract-renewal strategies that support profitable growth and protect FDH's commercial position.
- Evaluate business opportunities based on strategic value, revenue potential, margin contribution, operational requirements, contractual exposure, and execution risk.
- Identify and address margin erosion, pricing pressure, unfavorable commercial terms, and underperforming business.
- Develop accurate revenue and demand forecasts using customer intelligence, program schedules, backlog, pipeline activity, and market conditions.
- Establish commercial strategies for major sourcing events, requests for quotation, contract negotiations, and competitive pursuits.
- Maintain complete and accurate account, pipeline, forecast, and opportunity information within the company's CRM and reporting systems.
Business Retention and Competitive Strategy- Protect the account's existing business through proactive relationship management, performance oversight, and competitive positioning.
- Identify emerging risks related to competitor activity, customer sourcing initiatives, supplier changes, pricing, quality, delivery, contract renewals, and product displacement.
- Develop and execute account-defense strategies before existing business becomes subject to competitive sourcing or performance-related risk.
- Monitor competitive activity and develop differentiated strategies based on FDH's product breadth, supplier relationships, technical capabilities, responsiveness, and supply-chain solutions.
- Maintain an account risk assessment with defined mitigation actions, accountable owners, and completion timelines.
Strategic Business Reviews and Performance Governance- Lead formal Quarterly Business Reviews and other strategic customer reviews focused on performance, growth, risk, and long-term partnership objectives.
- Present account performance across revenue, growth, delivery, quality, service, open actions, pipeline development, and strategic initiatives.
- Use business reviews to advance joint priorities, secure alignment on future programs, and identify opportunities for expanded partnership.
- Establish and monitor corrective actions for performance gaps, customer concerns, and unresolved commitments.
- Track account performance against established strategic, commercial, and operational objectives and adjust the account plan as required.
Customer and Market Intelligence- Develop actionable intelligence regarding customer programs, platforms, technical requirements, sourcing plans, decision processes, and competitive environment.
- Identify the individuals and functions that influence product specifications, supplier selection, commercial awards, and program decisions.
- Anticipate future customer requirements and translate those insights into product, supplier, inventory, and commercial strategies for FDH.
- Communicate relevant customer and market intelligence to internal stakeholders to support investment decisions, resource planning, and opportunity development.
- Ensure material customer intelligence is documented and incorporated into account planning, forecasting, and business-development activities.
What You Bring (Qualifications & Skills):- Bachelor's degree in business, engineering, supply chain, or a related discipline required; advanced degree preferred.
- Minimum of 10 years of progressive experience in strategic account management, business development, or complex solution sales.
- Aerospace, defense, space, electronics distribution, electronic components, or highly engineered products experience strongly preferred.
- Demonstrated success developing and executing growth strategies for large, complex, and technically demanding customers.
- Proven record of expanding revenue, gross margin, share of wallet, and executive-level customer relationships.
- Experience leading complex opportunity pursuits, commercial negotiations, and multiyear account strategies.
- Strong financial and commercial acumen, including experience with pricing, profitability, forecasting, backlog, pipeline management, and contract terms.
- Demonstrated ability to lead cross-functional teams and drive execution within a matrixed organization.
- Working knowledge of electronic components, interconnect products, aerospace hardware, or related product categories preferred.
- Ability and willingness to travel frequently in support of customer and business requirements.
Special Requirements:- U.S. Citizen, U.S. Permanent Resident (Green Card holder) or asylee/refugee status as defined by 8 U.S.C. 1324b(a)(3) required.
- ITAR requirement
- 120.15. Some positions will require current U.S. Citizenship due to contract requirements.
This position requires access to information that is subject to compliance with the International Traffic Arms Regulations ("ITAR") and/or the Export Administration Regulations ("EAR"). In order to comply with the requirements of the ITAR and/or the EAR, applicants will be asked to provide specific documentation to verify U.S. person status under the ITAR and the EAR. A "U.S. person" according to their definition is a U.S. citizen, U.S. lawful permanent resident (green card holder), or protected individual such as a refugee, or asylee. See 22 CFR
