Account Manager

Job Description

This position reports to the Avionics Technical Sales Director within the Defense & Space SBU. 

The successful Technical Sales Manager will thoroughly understand the technical aspects and value proposition of their product line, the market and customer requirements, and the Company Sales and Strategic Pursuit process. They will also develop strong relationships with M&PM, Business Development, Proposal Ops, and the Business Teams to develop winning proposals, collateral and training materials and assist in the thorough understanding of their market and customer needs. 

Leadership and Responsibilities 

• Lead the Sales Pursuit Process for specific TCAS Change 7.1, HTAWS and FAA Mandate Avionics pursuits by ensuring pursuit execution, revenue attainment, probability and bookings 

o Accurate and complete opportunity forecasting within SFDC and ability to multitask several open pursuits at one time 

o Provide tactical insights to improve sales force productivity and drive lessons learned initiatives to continually improve pursuit strategies for their product line. o Influence the responsible product line discretionary spending 

• Participate in the development of roadmaps/strategic plan (STRAP) 

o Convey customer requirements to M&PM (Customer QCNs) o Help define must wins & pursuit priorities 

• Execution of Product Line Growth Strategies 

o Partnering with BD Leaders and MPM, develop product line strategies, pursuit tactics, and drive campaign execution 

o Manage product line opportunity pipeline health by continually identifying and prospecting new growth opportunities in coordination with the Customer Business Leader 

o Support to Customer Business Leader as a product line expert 

• Support customer presentations & communications 

o Technical write ups & approval of technical solutions 

o Briefings that provide the technical approach at a level appropriate for the audience 

o Ability to translate customer, product and competitor strategies into clear, tailored value propositions for products and services - maintaining close collaboration with MPM 

o Support demonstrations, trade shows and other customer facing activities 

• Developing winning proposals for their assigned product line including: 

o Identifying resources for proposals 

o Developing a winning strategy in concert with M&PM, CBL and engineering 

o Providing inputs as required for the business case 

o Responding to RFIs and RFQs 

o Ensuring the solution supports the price to win 

o Working with proposal operations to set RFP priorities and coordination of support resources 

o Engaged in and helps manage the proposal process. Writes key sections, and assures it is a winning proposal. As appropriate delivers proposal to customer and assures follow-up as needed 

o Keep Tech Sales section of Mission Plan up to date 

• Budget Management 

o Ensure adherence to Company Travel regulations and controlling expense 

o Support of B&P estimates 

o Accountable to the Technical Sales Director for sales/team goals and objectives 

Success Metrics 

• Contracted wins within the Avionics solutions portfolio 

• Product Pipeline Health 

• Win Rate 

• Orders AOP 

• Technical & Sales Process expertise 

• Meet Discretionary Targets 

Qualifications

Basic Qualifications: 

• BS degree in engineering, marketing or business management 

• 5 years of experience in global aerospace/defense business, sales, technical, marketing, customer support. 

• Avionics, Electronics and Sensors technical experience 

Additional Qualifications: 

• Strong leadership/influence skills (direct and with matrix teams) and a team player with the ability to operate independently as needed 

• Six Sigma trained and certified to greenbelt 

• Working knowledge of US DoD acquisition regulations and policy 

• Energetic self-starter, with the drive to achieve difficult goals and objectives. 

• Excellent communications skill and a good listener with the ability to establish credibility and relationships from the manager to senior executive levels with the customer and within

Additional Information

All your information will be kept confidential according to EEO guidelines.