Account Manager

Job Summary

The Account Manager is responsible for managing and growing assigned strategic and high-value customer accounts nationally or across multiple regions ensuring customer satisfaction, account penetration with the Lumenier product and service offering, the commercialization of new products and services, high service levels, building long-term relationships, and achieving the Company's profitability targets.

About the Role

Customer Relationship Management
Act as the primary commercial owner for assigned accounts, leading solution development efforts that address customer needs while coordinating involvement of required internal functions.
Understand client requirements, expectations, and long-term objectives to deliver approved and supportable configured solutions.
Build strong, executive-level and operational relationships to be viewed as a trusted business partner.
Proactively address customer concerns, resolve issues, and ensure high satisfaction levels.

Responsibilities

• Sales & Revenue Growth
  Identify opportunities for upselling, cross-selling, and new program development within assigned accounts, leveraging data analysis, lead follow-up and end-user engagement.
  Develop and execute account plans to achieve revenue targets and account penetration objectives.
  Proactively promote and convert customer to Lumenier "Best Value Products" as part of account-level standardization strategies.
  Lead pricing discussions and commercial negotiations within defined pricing authority, ensuring alignment with company margin, risk, and approval policies.
  Follows the company's target account selling process to achieve new customer business objectives, coordinating with Business Development on strategic pursuits.
• Program & Order Management
  Collaborate with the Customer Relations group to assure effective order management for assigned accounts, without assuming day-to-day transactional ownership.
  Oversees category management activities from a customer strategy perspective, including product standardization, approved substitutions, and commercialization of new products.
  Monitor account performance, production timelines, and delivery milestones, escalating risks and exceptions through appropriate operational channels.
  Coincides with Operations, Engineering, Marketing and Finance teams to address customer requirements and resolve issues.
• Account and Market Planning
  Tracks competitor activity and industry trends to provide insights and recommend actions to leadership.
  Collects and analyzes data concerning customer behavior to understand changing needs.
  Represents the company at industry events, trade shows, and customer business reviews.
  Contributes to sales forecasting and demand planning for assigned accounts in coordination with supply chain and finance teams.
  Prepares regular reports, forecasts, and presentations for the VP Business Development.
• Ensure account activities comply with applicable industry regulations, customer eligibility requirements, and company sales governance policies.

Requirements

• Bachelor's degree in business, Engineering, Aerospace, or related field
• 5+ years of account management, sales, or program management experience in aerospace or manufacturing
• Strong work ethic and dedication to "getting the job done"
• Knowledge of aerospace industry standards, regulatory requirements, and customer expectations
• Proven ability to build and maintain strong customer relationships, convert assigned target accounts to customers and penetrate existing customers with the Company's full product and service offering
• Excellent negotiation, communication, and presentation skills
• Strong analytical and critical thinking skills
• Proficiency in CRM tools, ERP systems, and Microsoft Office suite
• Results-driven with ability to meet revenue and growth targets
• Strong project management and organizational skills
• Ability to manage multiple key customers simultaneously

Physical Requirements

• Ability to speak and communicate effectively and clearly.
• Ability to receive and appropriately act on communication and direction.
• Ability to work on a computer for extended periods.
• Ability to travel via plane and car for extended hours.
• Ability to lift sales samples, when needed, up to 40 pounds.
• Clean drug screening.