Key Account Manager – Aerospace & Defence (A&D), North America

Job Category: Administration

Location: Field Based (US)

G&H offer exciting and rewarding opportunities for motivated and talented people to join a team of like-minded, highly skilled colleagues who want to grow and succeed with our company.

Hiring talent to complement and grow our current teams’ skills and capabilities is a strategic priority to enable our plans for growth.

Our seven business locations in the United States and four UK-based businesses employ across a broad range of functions including engineering and process, manufacturing, product management, supply chain and customer services, quality assurance, continuous improvement, compliance and finance.

Description

Overview

To drive G&H’s North American sales in the A&D market, and manage key existing strategic accounts. Deliver to budgeted sales targets and execute commercial growth plans for North America region, reporting into the VP of NA A&D Sales.

Job Responsibilities

  • Maximize sales of all G&H standard and customized products into the Aerospace & Defence market in NA. Overseeing the complete sales process from leads to closing the sale.
  • Provide accurate customer and revenue forecast data for Key Strategic Accounts, using the G&H unconstrained rolling forecast tool and keeping it up to date on a regular basis.
  • In conjunction with VP A&D Sales, operations and site functions conduct local sales reviews
  • Delivering sales to hit the forecast by working closely with manufacturing and engineering colleagues in UK and USA to deliver the sale and manage ongoing business.
  • In conjunction with NA Sales, WW Commercial & Product Management teams implement sales strategies to drive and sustain revenue growth in the A&D market.
  • Takes personal responsibility for delivering high standards of customer service by anticipating, meeting and exceeding customer expectations.
  • Regular, personal communications and visits with customers
  • Represent G&H at trade shows industry trade association meetings
  • Evaluate sales opportunities and apply the G&H gate review process as applicable
  • Complete visit reports, monthly sales reports and any other required administration to G&H Management as directed in an accurate & timely manner.

Knowledge, Skills and Experience

  • Strong technical background in Science or Engineering, preferred photonics – Bachelors in an engineering/ science discipline would be ideal.
  • Demonstrated track record of generating sales growth at key accounts – prospecting, qualifying, developing and sustaining relationships with current and future target customers.
  • Self-motivated, high energy/integrity with strong work ethics
  • Fluent working knowledge of SalesForce or similar CRM system.
  • Minimum experience required: +10 years’ experience of direct field Sales into large defence contractors (ideally photonics products or components)
  • Computer proficient, good written and verbal communication, works independently, experience with data sheets and analytical software.
  • Comfortable selling a broad range of technical products
  • A “Challenger Sales Person” with strong negotiating and communication skills

Location & Travel

  • Home based (ideally EST zone) and close proximity to a US G&H site
  • 2 weeks per month travel to customers

The responsibilities of this position will involve having access to items and technical data that may be controlled under U.S. export laws and regulations (“U.S. Export Control Laws”), including but not limited to the Export Administration Regulations (“EAR”) and the International Traffic in Arms Regulations (“ITAR”).  In order to comply with the U.S. Export Control Laws, and in conjunction with the review of candidates for those positions within G&H that may present access to export-controlled technical data, G&H must assess whether candidates are “U.S. persons” as defined under the EAR (15 C.F.R. Part 772) and the ITAR (22 C.F.R.  § 120.15).  Certain questions asked during the application process are intended to assess this and will be used for evaluation purposes only.

How to Apply

Please mark your application for the attention of Andrew McBride, Head of Global HR . Resumes may be sent to usjobs@gandh.com or directly to Andrew at amcbride@gandh.com.

We look forward to hearing from you.

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