Strategic Account Manager, Mil-Aero & Medical

About the role

The Strategic Account Manager drives account and market-level growth across the company's Mil-Aero and Medical segments. This hands-on role owns a portfolio of strategic accounts, balancing customer advocacy with cross-functional execution and collaborating closely with Engineering, Operations, Quality, Supply Chain, and Finance to manage programs from opportunity through production.

Responsibilities

• Own and grow a portfolio of strategic Mil-Aero and Medical accounts, serving as the primary point of contact.
• Develop and execute account and market-level growth strategies for assigned accounts, in alignment with the broader business development strategy.
• Identify and capture net new business opportunities across both markets while growing existing account relationships.
• Manage account-level commercial activity, including opportunity development, quoting, and contract negotiations.
• Manage customer programs from opportunity through production, coordinating cross-functional teams to meet critical milestones.
• Grow existing programs and pursue new program awards within assigned accounts to expand the account base.
• Drive accountability across Engineering, Operations, Quality, and Supply Chain, including quality escalations, audits, and corrective actions.
• Represent the voice of the customer internally while balancing business objectives and operational constraints.
• Lead customer meetings, business reviews, and strategic planning sessions with senior-level audiences.
• Navigate difficult conversations on pricing, delivery, quality, and schedule with professionalism and confidence.
• Own monthly account-level sales forecasting and pipeline visibility, feeding segment-level bookings and gap tracking.
• Prepare business proposals, quotations, and value-based commercial recommendations.
• Maintain accurate CRM data and reporting.
• Travel to customer locations and company facilities as required.

Requirements

• Minimum of 5 years of experience in Strategic Account Management, Business Development, Program Management, or Technical Sales within the Military & Aerospace / Defense industry.
• Prior experience with a defense prime contractor strongly preferred.
• Experience working with OEMs, defense contractors, and government/defense procurement environments.
• Experience leading cross-functional programs in a manufacturing environment.
• Based in the Washington, D.C. metropolitan area, with the ability to travel domestically approximately 50%, including:
  • Regular on-site presence (at least monthly) at the company's Frederick, MD facility.
  • Periodic travel to the Indianapolis facility.
  • Travel to customer locations as needed.
• Must be a U.S. Citizen with the ability to obtain a U.S. Government Security Clearance.

Skills

• High energy and results-oriented, with strong follow-through across multiple concurrent accounts and programs.
• Strong listening and consultative selling skills, paired with clear, direct communication.
• Project management and cross-functional program leadership skills.
• Advanced communication and presentation skills, suited to engaging with senior-level audiences.
• Ability to influence and drive accountability across functional teams without direct authority.
• Skilled negotiator with strong conflict-resolution capabilities.
• Disciplined approach to forecasting, pipeline management, and account planning.
• Proficiency with CRM systems and Microsoft Office tools.

Qualifications

• Bachelor's degree in Engineering, Business, or a related technical field preferred.
• Equivalent combination of relevant education and work experience will be considered.

Environmental & Physical Requirements

• Work is performed in a combination of office and field environments, with approximately 50% travel.
• Ability to sit for extended periods and work on a computer.
• Ability to travel by car, airplane, or train.
• Occasional lifting up to 10 pounds.