Strategic Account Manager

Strategic Account Manager

The Strategic Account Manager will be responsible for managing and expanding a well-established portfolio of Aerospace and Defense accounts, for valves, actuators, switches and environmental control system products with a focus on increased customer satisfaction, growth of legacy business and development of new business through established or new accounts. The market is for Aerospace and Defense customers in North America with primary responsibility and focus on the aircraft market. The position is located in Valencia, California.

Essential Responsibilities:

• Make frequent direct sales calls and visits to drive growth, retention and profitability, and optimize market penetration.
• Manage established accounts, negotiate pricing, and provide service and contractual support.
• Manage personal sales pipeline for new business capture.
• Organize and manage sound proposal preparation, pricing establishment and quotation activities.
• Work with the organization on pricing strategies to optimize profitability.
• Understand cost and market price to form a sound business case.
• Familiarity with TINA requirements and possess the ability to negotiate and defend profit.
• Engage with Design Engineering and Product/Program Management to coordinate new product development activities with customers.
• Assist with the annual Sales and Operations Plan to support business growth objectives and strategic plan.
• Prepare order and sales forecast for Op plan as required.
• Remain cognizant of all pertinent competitive activities worldwide, including technical developments and market share data.
• Gain competitive product/pricing strategies and information.
• Recommend, investigate and document new product opportunities.
• Produce effective logistics and time planning of sales activities, travel planning, and prioritizing.
• Produce effective verbal and written communication for activities and sales reports, customer correspondence, etc.
• Forge effective communication and working relationships with Engineering, Operation, Finance to manage and grow customer base.
• Forge effective communication and working relationships with Inside Sales Representatives and Inside Sales Supervisor necessary to manage and grow the customer base.
• Direct, coordinate and expedite factory resources necessary to meet customer requirements.
• Assist with advertising and sales promotion programs.
• Assist and participate in Aerospace Controls trade shows and other industry activities.
• Effectively utilize MRP System as well as basic understanding of business software programs (Microsoft Excel, Word, Power Point, etc.)

Key Performance Metrics:

• Booking forecast and Booking orders
• Business Unit profitability (against plan)
• Cost tracker maintenance
• Product / Application portfolio diversification (against goal)
• New target account development (against goal)

Position Requirements:

Candidate with a BS/BA degree—preferably in Mechanical Engineering (BSME), Electrical Engineering (BSEE), or Aerospace Engineering (BSAE)

Experience of 4 years in technical sales within the aerospace industry.

The ideal candidate will demonstrate:

• A high level of initiative and the ability to develop, implement, and achieve ambitious stretch goals.
• Established strategic relationships with key contacts in the aerospace marketplace.
• Sales management experience, including working directly with Manufacturer Representatives, is highly desirable.
• Willingness and ability to travel domestically 30–40% overnight as needed.

Additional qualifications include:

• Exceptional interpersonal skills and the ability to collaborate effectively with diverse and global teams.
• A proven ability to motivate, energize, and enhance team performance.
• Exceptional presentation and communication skills.
• Strong organizational and problem-solving abilities.

Equal Pay Act Statement

We aim to pay our 'ITT'ers' fairly and competitively in the locations that they live and work. Pay-for-performance is a principle that we believe in, and employees are rewarded based not only on 'what' they accomplish, but also on 'how' they reflect ITT's values. ITT offers a competitive salary and robust total rewards package, such as health insurance, 401(k), short and long-term disability, paid time off, growth and developmental opportunities, and other incentive compensation programs. Specific benefits are dependent upon whether or not the position is part of a collective-bargaining agreement. The salary offered to a candidate is based on several factors such as candidate experience and qualifications, location, as well as market and business considerations.

Equal Pay Act Range

$104,200 - $155,600