Key Account Manager-STC

ABOUT OUR MISSION:

Join the forefront of innovation and make an impact at Safran Defense & Space, Inc. (DSI)!  We deliver a wide range of solutions to meet the evolving challenges of national defense and complex space missions. Headquartered in Arlington, VA, Safran DSI operates through the specialized business units Optronics, Space Systems, Testing & Telemetry, and Assured PNT. With more than 500 talented professionals nationwide, DSI is a preferred partner for the armed forces federal, state, and local government, and commercial entities within the US defense and space sectors.

If you’re ready to join our mission and serve those who serve, Safran DSI is the perfect place for you to take your career to the next level. Make a real difference and be part of something extraordinary. Apply now and help us build the future of defense and space.

POSITION PROFILE:

This role will drive profitable sales growth by acquiring new client accounts while growing existing clients within the DoD market. They will be responsible for evaluating market trends, competition positioning, developing and presenting sales proposals, leveraging established networks and prior experience in defense business development.  This role will collaborate closely with programs and engineering teams to meet objectives and deliver successful outcomes.

RESPONSIBILITIES

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions

Business Development:

• Identify and capture market information on defense customer/market needs and competition
• Develop and execute plans targeting military customers, segments, and products
• Leverage existing networks to establish and nurture relationships with key military stakeholders and potential clients
• Actively participate and support the development of R&T programs with customers
• Lead and coordinate new program bid team up to S3 as per prompt
• Provide regular reports and updates on business development activities, market conditions, and strategic initiatives
• Represent Safran, Safran Test Cells and DSI at industry trade shows and defense forums to promote our capabilities

Contract and Sales Management:

• Manage all commercial and contractual issues with the Customer including negotiation strategy and implementation
• Ensure compliance to the Mid-Term Plan budgets (non-recurring costs recoveries, volume of sales, price updates, cash-flow through accounts receivable collection)
• Coordinate the sales administration activities, ensuring that the booking plan is in line with the sales plan and providing accurate and timely demand forecast
• Oversee compliance with contractual terms and conditions executed with customers
• Track account receivables and ensure timely payments in coordination Finance and Sales
• Manage the quotation process in case of changes (requirements analysis, cost estimation, business plans, validation review, negotiation strategy validation)
• Negotiate commercial and contractual aspects with Customers (in conjunction with their directions – programs, legal, finance, …)
• Gather and analyze market and customer intelligence to identify new opportunities and competitive threats
• Other duties may be assigned

WHAT YOU’LL NEED TO BE SUCCESSFUL:

• Bachelor's Degree in Engineering, Sales, Marketing or Business with a minimum of seven years related experience with progressive managerial responsibilities and international business skills, preferably in the defense or aerospace sectors
• Proven experience in building defense market portfolios, managing government contracts, and navigating military procurement processes
• At least 5 years of experience with demonstrated success managing sales through distribution network, including direct customer engagement in the aerospace or defense industries
• Demonstrated in-depth sales and marketing techniques, contractual negotiations and financial principles
• Strong leadership, influencing, teamwork and communication skills with the ability to drive strategic projects in a fast-paced, multi-disciplined environment
• Expertise in contractual negotiations, financial principles, and compliance with government relations, including ITAR
• Strong conflict resolution skills with the ability to mediate complex issues
• Excellent analytical and problem-solving abilities, focused on identifying challenges and solutions
• Proficiency in Microsoft Office suite (Excel, Word and PowerPoint)
• Capable of working in a deadline-oriented environment
• US Citizenship or Permanent Resident

IDEALLY, YOU’LL ALSO HAVE:

• Familiarity with working in an ITAR environment
• Experience working within a matrixed organizational structure
• Background and/or experience with electrical systems, defense technology, or aerospace systems
• Knowledge of SAP Environment

TRAVEL: Frequent travel – domestic and international

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of the role.

EOE/AA/M/F/Vets – US Protected Individual status required (US citizen, lawful permanent resident, asylee, refugee or temporary resident (as defined at 8 USC 1160(a).