Strategic Account Manager

About Proponent: Proponent is the world’s largest independent, employee-owned distributor of aircraft parts, serving customers worldwide. With more than 600 employees across 14 global locations, we take pride in helping keep thousands of aircraft flying safely and efficiently every day. For over 50 years, we’ve built the systems, relationships, and expertise that aviation relies on, from responsive quoting and on-time shipments to data-driven improvements that reduce turnaround time and cost. As a 100% employee-owned company, everyone at Proponent is an owner, which means we share responsibility for our success, look out for one another, and bring dedication and creativity to aviation logistics. Guided by our core values—empathy, intelligence, agility, and integrity—we work as a trusted partner to keep aircraft in service and customers moving forward.

About the role

The Strategic Account Manager focuses on a select group of high-value or key accounts which are typically larger, more complex, and strategically important to the company. These customer portfolios are primarily made up of airlines, maintenance, repair and overhaul (MRO) shops, select value-added resellers, and original equipment manufacturers (OEMs). This role allows for dedicated time and attention to each account.

Responsibilities

• Create account plans to develop and execute tailored commercial strategies to the unique needs and goals of each customer.
• Exponentially grow the account’s part portfolio penetration based on eligible core product, ensuring customer satisfaction, resolving issues, upselling or cross-selling products/services, and addressing day-to-day client needs.
• Leverage industry and product knowledge, data, relationships, and persuasive, consultative selling skills to identify and develop innovative customer programs, long-term agreements, creative solutions, and other significant sales opportunities.
• Perform business development and sales activities from the office via phone and email and through frequent face-to-face visits.
• Travel frequently (50-80% of the time) to engage with clients in person.

Requirements

• Customer Focus: Anticipates customer needs and works to deliver solutions. Builds trust by consistently creating value for the client.
• Business Acumen: Understands how businesses work, industry trends, and the financial drivers of both the client and own company. Can position offerings in ways that impact the client’s business outcomes.
• Strategic Agility: Sees ahead clearly; anticipates future trends and opportunities. Aligns account strategy with long-term client and company goals.
• Negotiating: Can win concessions without damaging relationships. Achieves mutually beneficial agreements with key stakeholders.
• Relationship Building: Builds effective networks inside and outside the organization. Establishes credibility with C-level stakeholders.
• Drive for Results: Consistently meets or exceeds targets. Maintains persistence in pursuing key opportunities.
• Problem Solving: Uses logic and data to identify solutions for complex client issues. Balances customer demands with organizational capabilities.
• Influencing Others: Gains support and alignment from diverse stakeholders, including internal departments and senior leaders, as well as individuals within customer and supplier organizations. Positions ideas to get buy-in from executives and cross-functional partners.

Benefits

• Medical, Dental, and Vision plan options
• Employee Stock Ownership Plan
• 401k Plan
• Vacation, Sick, and Holidays
• Good work-life balance
• Hybrid work-from-home availability for most positions

Location: Brea, CA