Account Manager

PURPOSE AND PRINCIPLE RESPONSIBILITES

The Defense Account Manager is a driven and experienced individual that leads customer engagements with a primary focus on the Defense Logistics Agency (DLA) and other key defense customers.

This role requires a deep understanding of the defense sector, exceptional relationship-building skills, and a proven ability to drive business growth within governmental organizations.

ESSENTIAL DUTIES

Customer Relationship Management :

• Establish and maintain strong relationships with the Defense Logistics Agency (DLA) and other OEM and Aftermarket defense customers
• Serve as the main point of contact, advocating for customer needs and ensuring satisfaction
• Gain insights into customer goals, challenges, and strategic initiatives to align company solutions effectively

Business Development :

• Identify and pursue opportunities to expand business within existing accounts
• Develop and execute account strategies to achieve revenue targets and increase market share
• Collaborate with The Business Unit Managers and the engineering team to address potential Source Approval Requests (SARs)

Contract Management :

• Oversee contract negotiations, renewals, and FAR / DFAR compliance
• Ensure adherence to contractual obligations and oversee the timely delivery of products and services
• Monitor contract performance metrics and proactively address any issues that arise

Market Analysis and Strategy :

• Stay informed on industry trends, competitive dynamics, and regulatory developments impacting defense procurement
• Provide strategic insights and recommendations to Business Unit Managers and the senior management to capitalize on market opportunities

Communication and Reporting :

• Prepare regular reports on account status, including sales, bookings (incoming orders), Backlog, quoting activities, and achievements
• Collaborate closely with Business Unit Managers and the senior management to align on customer priorities and strategic initiative

EDUCATION AND / OR EXPERIENCE REQUIRED

• Bachelor’s degree in Business Administration, Marketing, Engineering, or a related field. Master’s degree preferred
• Minimum of 5 years of experience in account management, business development, or sales within the defense industry
• In-depth knowledge of defense procurement processes and familiarity with government contracting requirements
• To conform to U.S. export control regulations, applicant should be eligible for any required authorizations from the U.S. Government.
• Proficient in spoken and written English

OTHER SKILLS AND ABILITIES

• Strong negotiation, presentation, and interpersonal skills
• Ability to work both independently and collaboratively in a dynamic, fast-paced environment
• Security clearance or ability to obtain one may be required based on job requirements
• Strong Microsoft Office, Excel, Word, PowerPoint, and analytical skills.
• Able to problem-solve and multi-task a variety of issues
• Excellent communication and time management skills
• Strategic thinker with a focus on achieving measurable results
• Adaptability and resilience in managing complex customer relationships

WORKING CONDITIONS AND PHYSICAL REQUIREMENTS

General office environment with office equipment usage. Requires usage of computer and computer software. While performing the duties of this job, the employee is frequently required to use hands to finger, handle, or feel.

Answers telephone calls and occasionally bends over, reaches and pushes and pulls file drawers. Moves within the office and factory to collect, deliver, and copy documents.

Specific vision abilities required by this job include close vision, color vision, peripheral vision, depth perception, and ability to adjust focus.