Group Key Account Manager - Lockheed Martin (Ft. Worth)

Position Summary

Group Key Account Manager II

Position Summary:

Specifically:

The Lockheed Martin Key Account Manager (KAM) will provide leadership to achieve business development success and account management for Lockheed Aeronautics in Ft Worth, TX and Palmdale, CA as well as Lockheed Martin Missile and Fire Control in Orlando, FL and Grand Prairie, TX and all related Skunk Works facilities. Phase II activity will include Bell Helicopter as an additional account. Ft Worth, TX location required.

In General:

The Key Account Manager (KAM) will provide leadership to achieve a successful business development strategy for assigned key customers or locations. They are responsible for managing the relationship and acting as the liaison between customers and Parker across multiple divisions, products, and systems. Furthermore, they have lead responsibility for capturing new business revenues and maintaining existing business.

The KAM manages a combination of customer programs with broad revenue impact and complexity, from pursuits through development and into production. Programs typically are for a large or a diverse set of divisions and product lines. Role complexity and scope are generally evaluated based on new program activity, annual and cumulative contracts and customer service deliverables.

Aerospace Group KAMs provide leadership as the primary contact for assigned significant and broad customer base; may have direct reports. They have regular interaction with Customers, Division leadership and Group executives; coordination may cover multiple sites or may cross divisions or groups. Typically reports to a Group Marketing Director.

Essential Functions:

• Develops sound, long-term customer relationships by providing accurate and timely information to the customer about the division’s progress and intentions. Follows up on action items and provides feedback to Parker. Target relationships are with engineering, procurement and MRO leadership and transactional customer team members.
• Develops and maintains industry contacts at the marketing management level (e.g. suppliers, customers, competitors). Takes appropriate steps to protect and safeguard Parker intellectual property.
• Informs the Group and Divisions of customer’s program progress and intentions by obtaining information on their behalf and defining the business needs and environment to best position Parker for profitable growth.
• Defines and pursues new business development strategies and opportunities by researching the types of business to pursue, likely competition, pricing strategy and assisting with proposal support. Analyzes program viability and basic business opportunities for Parker divisions. Recommends general and specific courses of action.
• Coordinates technical and business meetings to facilitate the exchange of information with customers, groups, and divisions. Determines strategies for meetings and levels of management to be included.
• Prepares and gives presentations to management on matters concerning current customer status and growth analysis, product selection, changing business environment, technology and innovation and/or competitors. Recommends research and development products or processes with launch strategies.
• Provides direction to Group and Divisions related to future business and engineering trends by maintaining knowledge of aerospace and the customer to ascertain where future business and engineering attention will be focused.
• Provides on-site customer support, as needed, for Parker products and systems as problems or issues occur. Diffuses potential points of contention and overcomes objections. Identifies and facilitates quick disposition of crises related to misunderstandings, missed commitments, and field problems.
• Complies with federal, state, and aerospace industry regulations by studying existing and new legislation, enforcing adherence to requirements, and advising management on needed actions (e.g. export compliance; protection of intellectual property). Often this requires closely following training and guidance from AAG Group Contracts Teams.
• Maintains professional and technical knowledge by attending seminars, reviewing professional publications, establishing networks, and/or participating in professional associations.
• Trains and mentors less experienced business development employees. May provide leadership to others on their team or to ad-hoc teams. Serves as functional expert.
  
  

Qualifications:

Job Requirements:

– Bachelor’s degree in Marketing, Engineering, or a related field. MBA preferred.

– Ten or more years of increasingly responsible experience in technical sales or marketing, preferring five or more years of high-level program management and/or established contacts, with major revenue or scope of responsibility.

– Comprehensive knowledge of a broad range of company products, technologies, regulations, and policies related to marketing and customer support for airline, military or OEM customers.

– Through knowledge and understanding of contractual terms and financial modeling (e.g. proposal evaluation).

– Thorough knowledge of program management and business processes and procedures, including technical and business proposal development. Proficient in the use of standard business applications software and specialized marketing programs (Sale Force).

– Ability to respond or lead a team response to significant inquiries or complaints from customers, regulatory agencies, or members of the business community.

– Effectively communicates and influences decisions at all levels of internal and external management and customers.

– Overnight, long distance travel may be required.

Equal Employment Opportunity

Parker is an Equal Opportunity and Affirmative Action Employer. Parker is committed to ensuring equal employment opportunities for all job applicants and employees. Employment decisions are based upon job related reasons regardless of race, ethnicity, color, religion, sex, sexual orientation, age, national origin, disability, gender identity, genetic information, veteran status, or any other status protected by law. However, U.S. Citizenship, Permanent Residency or other appropriate status is required for certain positions, in accord with U.S. import & export regulations.

(“Minority / Female / Disability / Veteran / VEVRAA Federal Contractor”)

If you would like more information about Equal Employment Opportunity as an applicant under the law, please go to Employees & Job Applicants | U.S. Equal Employment Opportunity Commission