Air Force Account Manager

Curtiss-Wright•Portland, OR

2d•Remote

About The Position

The Air Force Account Manager drives revenue growth and account penetration for the Continental United States (CONUS) based US Air Force and other Air Force Accounts as assigned. They will report to the Curtiss-Wright PacStar Air Force Director. This role is responsible for increasing revenue and gross margin for a portfolio of PacStar products into the Air Force or other assigned accounts within the territory, owning the sales process from prospecting to closure. The position requires establishing trusted partner relationships with customers, driving sales of PacStar products/services and integrated solutions, and developing strategic account plans. The Account Manager will collaborate with inside sales, engineering, and customer support, manage accounts across multiple customer locations, and work closely with the Federal Program team. Business acumen is demonstrated through business case preparation and ROI analyses. The role involves leading responses to RFPs/RFIs, staying updated on industry solutions, resolving customer escalations, and implementing consultative selling methodologies. Regular territory/account reviews, timely reporting, and forecasting are expected. The position requires regular travel within the territory, participation in trade shows, and building customer trust through consulting and accurate information delivery. Other duties as assigned.

Requirements

5+ years’ successful sales and account management experience selling into Federal/DoD accounts, preferably the United States Air Force.
Direct Air Force experience in communications (i.e. served in US Air Force) can substitute for selling experience.
Proven track record of quota achievement and / or successfully meeting mission requirements is required.
Working knowledge of Federal contracting processes
Experience with either working with / or selling ROIP, network and security products.
Working knowledge of voice, network, data, security products and solutions.
Excellent verbal, written, presentation and interpersonal skills.
Strong organizational and negotiation skills.
Ability to work well with the team.
Sound decision making and problem-solving capabilities.
Ability to present professional image of self and Company.
Ability to handle customer inquiries and escalations professionally.
Thorough knowledge of computer and related business applications including MS Office.
Valid driver's license, current auto insurance and reliable vehicle as required by transportation needs of the market.
Ability to travel 50% of the time.
Must be able self-motivate and able to organize workloads and manage all deadlines.
Must be able to obtain and maintain a US DoD SECRET Clearance
Accuracy and attention to detail is a must

Responsibilities

Increase revenue and gross margin for a portfolio of PacStar products into the Air Force or other accounts as assigned within the territory; owns sales process from prospecting to closure
Establish trusted partner relationships with customers at all influence and decision-making levels
Drive the sales of selected PacStar manufactured products/services, integrated solutions, and selected manufacturers’ products/services, through advanced solutions selling techniques
Develop account plans which drive strategic growth through tactical implementation
Effectively communicate with the PacStar inside sales, engineering, and customer support groups to deliver superior products and support to your customers
Manage accounts and transactions across multiple customer locations and operating organizations within the territory
Work closely with the Federal Program team to ensure effective nationwide account management, where appropriate
Demonstrate business acumen through business case preparation, ROI analyses, cost/benefit analyses and other performance metrics
Provide account leadership on development of responses to RFP's, RFI's and unsolicited proposals
Stay abreast of developing and leading-edge solutions, products and services
Provide responsive, timely and thorough resolution of customer escalations
Demonstrate understanding of key business drivers for customers
Implement strategic and consultative selling methodologies to drive revenues
Conduct regularly scheduled territory /account reviews with Sales Management
Provide timely and accurate account status reports, forecasts, and business plans to sales leadership and operational teams as required
Travel regularly within your territory establishing a schedule of sales calls to existing and new customers
Involvement in account specific Trade Shows and other functions deemed to be in the best interest of development business within your account plan
Develop customer trust through sound consulting, accurate information delivery, and fostering partnerships from the most junior members to the senior leaders
Other duties as assigned