Account Manager

Job Summary

The Account Manager is tasked with overseeing and expanding strategic, high-value client accounts nationally or across several regions. This role ensures customer satisfaction, increases penetration of the Lumenier product and service portfolio, assists in launching new products and services, maintains superior service levels, cultivates enduring relationships, and drives company profitability targets. The Account Manager acts as the chief commercial liaison, collaborating with Customer Service for order fulfillment and technical assistance and working with Engineering for approved product configurations and solution development. Additionally, the role involves converting designated target accounts into customers through the company’s business development procedure.

Customer Relationship Management

• Serve as the primary commercial lead for assigned accounts, coordinating cross-functional efforts to develop solutions meeting client needs.
• Comprehend client requirements, expectations, and long-term goals to provide supported and approved product configurations.
• Establish strong relationships at both executive and operational levels to become a trusted business partner.
• Proactively resolve customer issues to ensure high satisfaction levels.

Sales & Revenue Growth

• Identify and capitalize on opportunities for upselling, cross-selling, and launching new programs within accounts through data analysis and client engagement.
• Create and implement account plans to meet revenue and penetration goals.
• Promote and encourage adoption of Lumenier's "Best Value Products" as part of account standardization efforts.
• Lead pricing negotiations within defined authority, aligning with company margin and risk policies.
• Apply the company’s target account selling process in collaboration with Business Development teams to secure new customers.

Program & Order Management

• Partner with Customer Relations to ensure order management effectiveness without managing transactional day-to-day tasks.
• Oversee category management, including product standardization and commercialization of new products.
• Monitor account performance and delivery schedules; escalate risks appropriately.
• Coordinate with Operations, Engineering, Marketing, and Finance to fulfill customer requirements and resolve issues.

Account and Market Planning

• Track competitor actions and market trends to inform leadership and recommend actions.
• Analyze customer behavior data to anticipate evolving needs.
• Represent the company at industry-related events and customer reviews.
• Contribute to sales forecasting and demand planning with supply chain and finance teams.
• Provide input regarding stock and non-stock inventory to Operations.
• Prepare periodic reports and presentations for senior management.
• Ensure compliance with industry regulations, customer eligibility, and internal sales governance.

Authority and Boundaries

• Own commercial strategies and relationships for allotted accounts.
• Negotiate pricing, terms, and solutions within approved limits.
• Do not independently commit engineering resources or approve non-standard terms.
• Escalate strategic or compliance issues following company protocols.

Requirements

• Bachelor’s degree in business, engineering, aerospace, or related discipline.
• Minimum of five years’ experience in account management, sales, or program management within aerospace or manufacturing sectors.
• Commitment to achieving objectives with a strong work ethic.
• Knowledge of aerospace industry standards, regulatory frameworks, and customer requirements.
• Demonstrated success in building customer relationships and achieving sales growth.
• Advanced negotiation, communication, and presentation abilities.
• Strong analytical and critical thinking capabilities.
• Experience with CRM software, ERP systems, and Microsoft Office tools.
• Results-focused approach to meeting revenue and growth targets.
• Excellent organizational and project management skills handling multiple key customers simultaneously.

Physical Requirements

• Effective verbal communication skills.
• Ability to understand and act upon directions appropriately.
• Capability to use a computer for prolonged durations.
• Willingness to travel by plane and car for extended periods.
• Able to lift sales samples weighing up to 40 pounds as needed.
• Must pass a clean drug screening.