Account Manager, Directed Energy, Laser Components
Account Manager, Directed Energy, Laser Components
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1 Vacancy
Job Description
The Aerospace and Defense Account Manager provides comprehensive leadership managing virtually all aspects of the companys strategic and tactical approach to assigned customers. These customers are typically mission critical large accounts that are foundational to Coherents business. The Account Manager owns the customers booking forecast and is a conduit for all pricing quoting and negotiations. The focus is on active opportunities with existing capabilities while seeking to grow our share and displace competitors whenever possible. The Account Manager should maintain a comprehensive view of Coherents product footprint at the customer along with our content on key platforms/programs and future projections (both customer provided and internal view). The Account Manager should work to keep Product Managers advised of the business pipeline customer satisfaction and key operational issues that might affect future business. The Account manager is expected to make recommendations on potential strategic investments and capabilities that could lead to increased business and should manage the relationships between Coherents personnel and the customers equivalent personnel up to and including executive management.
The Account Manager works closely with the product line managers and business development personnel when new products or capabilities are introduced a new division/group is targeted for expansion or when government solicitations result in equivalent opportunities from multiple primes and Coherents response must be strategically managed.
Depending on the size and scope of the account(s) the Account Manager may direct the work of other Account Managers and Business Development Staff.
This role is REMOTE
Primary Duties & Responsibilities
- Manages assigned accounts acting as the key contact for both Coherents and the customers personnel.
- Provides leadership in all aspects of Coherents interaction with the customer as follows:
- Conduit for pricing quotes and negotiations. Depending on the size and complexity of the account may not be personally involved in every transaction but would be a leader for the account.
- Aggressively grow Coherents footprint at the account displacing competitors whenever possible.
- Keeps Product Managers updated on the business and important upcoming bids. Provides advice on competitive pricing key differentiators and likely competitive responses.
- Maintains overall awareness of operational execution through close communication with Program Managers ensuring excellent customer satisfaction.
- Maintains a complete footprint of Coherents products in use at the customer paying special attention to franchise programs with significant reoccurring business. Helps product managers understand the details of these programs long term projections and program health.
- Provides recommendations to Product Management/Business Development on opportunities for new business that may require investment or new products/capabilities.
- Works closely with Business Development and Product Management when new products or capabilities are introduced.
- Connects midlevel managers engineers quality personnel buyers etc. between the two companies as needed to facilitate efficient transactions and teamwork and build trust. Maintains customer organizational charts.
- Provides advice to Senior Management on key decision makers changes in the customers business and market trends that may have a material impact.
- Facilitates a regular executive engagement meeting to connect senior managers and foster long term relationships.
- Remains aware of major government solicitations that affect the account and multiple other primes. Working with Business Development and Program Management crafts account response to be in concert with Coherents overall strategy on the solicitation.
- Provides regular internal updates to key personnel on the account.
- Depending on the size and scope of the account may direct the work of other Account Managers.
Education and Work Experience
- BS Degree (Materials Science Optics Mechanical Engineering Physics or equivalent preferred)
- Min 10 years of experience with some combination of ISR Systems lasers IR imaging space imaging or missile seekers with the bulk of this time in key business or technical positions.
- At least 5 years experience in Aerospace and Defense with significant exposure/expertise to government methods of solicitation and contracting.
- Must have a current DOD clearance (at least Collateral Secret) or be willing and capable of securing one.
Skills & Other Requirements
- Experience in account management and track record of successful account growth and building strong relationships
- Excellent interpersonal skills as well as excellent verbal and written communication skills
- Strong organizational financial and business leadership abilities
- Ability to understand and explain technical details at a level sufficient to be credible with customers
- Ability to identify key technical details as business differentiators
- Strong customer focus and relationship skills
- Ability to motivate and guide teams without having a direct reporting structure
- Proven skills in strategic relationships product and market development market research and marketing communications
- Ability to excel in a crossorganizational crosscultural multilocation team environment
- Proficiency with financial terms
- Wellconnected in the ISR laser and/or optoelectronics industry
- Strong project management attention to detail organizational skills and follow through
- Selfmotivated and able to work productively with minimal supervision
- Aptitude in decisionmaking and problemsolving
Working Conditions
Within company generally office environment or in a home office. Must be knowledgeable with operations and comfortable working with manufacturing personnel. Estimated 30% travel to customer locations and other activities (tradeshows/conferences) is anticipated. This travel must be efficient and cost effective.
Safety Requirements
All employees are required to follow the site EHS procedures and Coherent Corp. Corporate EHS standards.
Quality and Environmental Responsibilities
Depending on location this position may be responsible for the execution and maintenance of the ISOand/or other applicable standards that may apply to the relevant roles and responsibilities within the Quality Management System and Environmental Management System.
CultureCommitment
Ensure adherence to companys values (ICARE) in all aspects of your position at Coherent Corp.:
Integrity Create an Environment of Trust
Collaboration Innovate Through the Sharing of Ideas
Accountability Own the Process and the Outcome
Respect Recognize the Value in Everyone
Enthusiasm Find a Sense of Purpose in Work
Coherent Corp. is an equal opportunity/affirmative action employer. All qualified applicants will receive consideration for employment without regard to sex gender identity sexual orientation race color religion national origin disability protected Veteran status age or any other characteristic protected by law.
To conform to U.S. Government export regulations (ITAR) applicant must be a U.S. citizen lawful permanent resident of the U.S. protected individual as defined by 8. U.S.C. 1324b(a)(3) or eligible to obtain the required authorizations from the U.S. Department of State.
Required Experience:
Manager
Employment Type
Full-Time
