Account Manager, Defense Sales

The Account Manager of Defense Sales, provides comprehensive leadership managing virtually all aspects of the company’s strategic and tactical approach to assigned customers. These customers are typically mission critical, large accounts that are foundational to Coherent’s business. The Account Manager owns the customer’s 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 Coherent’s 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 Coherent’s personnel and the customer’s 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 Coherent’s 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 Coherent’s and the customer’s personnel. 
• Provides leadership in all aspects of Coherent’s 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 Coherent’s 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 Coherent’s 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 mid-level 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 customer’s 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 Coherent’s 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 & Experience

• BS Degree (Materials Science, Optics, Mechanical Engineering, Physics or equivalent preferred) 
• Min 12 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

• 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 cross-organizational, cross-cultural, multi-location team environment
• Proficiency with financial terms
• Well-connected in the ISR, laser and/or opto-electronics industry
• Strong project management, attention to detail, organizational skills, and follow through
• Self-motivated and able to work productively with minimal supervision
• Aptitude in decision-making and problem-solving

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 A&D's EHS standards.

Quality and Environmental Responsibilities

Depending on location, this position may be responsible for the execution and maintenance of the ISO 9000, 9001, 14001 and/or other applicable standards that may apply to the relevant roles and responsibilities within the Quality Management System and Environmental Management System.

Culture Commitment

Ensure adherence to company’s values (ICARE) in all aspects of your position at Coherent A&D:

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 A&D 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.

This role involves access to technology, materials, software, or hardware subject to U.S. export control laws. Therefore, to be considered, candidates must be classified as a “U.S. Person” under applicable regulations or be eligible for authorization under a U.S. government export license.