Senior Account Executive

Myers Industries Inc•Miami, OK

18h

About The Position

The Senior Account Executive is responsible for driving revenue growth, program penetration, and long-term account development across strategic defense customers and prime contractors. This role combines commercial leadership with program continuity, customer advocacy, and cross-functional coordination to expand Scepter’s position across existing and new defense programs. In coordination with the Director, the Senior Account Manager owns the strategy for assigned key accounts, leads multi-year growth plans, and ensures Scepter is positioned as a long-term partner.

Requirements

Strategic account management expertise within complex B2B or defense environments
Strong understanding of defense procurement cycles and technical qualification processes
Experience with contracting frameworks (framework agreements, LTAs, IDIQs)
Commercial negotiation and pricing strategy expertise
Program capture and positioning capability
Financial acumen, including pricing models and margin analysis
Forecasting and pipeline management skills
Executive-level verbal and written communication skills
Cross-functional leadership and project/program management capability
Risk identification and mitigation skills
Ability to explain technical products to non-technical audiences
Bachelor’s degree in Business, Engineering, or related field
8–15+ years of experience in defense, aerospace, industrial manufacturing, or complex B2B sales
Proven experience managing strategic accounts and multi-year programs
Demonstrated success in pricing strategy, contract negotiation, program capture, and pipeline development
Strong financial acumen and forecasting capability
Ability to lead cross-functional teams in complex program environments
U.S. or Canadian citizenship required due to support of sensitive military programs

Nice To Haves

Familiarity with NATO standards, export controls, and defense compliance frameworks (preferred)
Knowledge of blow molding and injection molding products (preferred)
Experience selling into prime contractors and/or Ministries of Defence (MoD) preferred
Professional experience supporting OEM and/or military customer channels preferred

Responsibilities

Develop and execute multi-year account growth strategies for strategic defense customers and prime contractors
Identify and qualify new program opportunities (e.g., new calibers, packaging conversions, new platforms, sustainment contracts)
Expand Scepter’s footprint across additional products and programs
Drive pipeline development and revenue growth within assigned accounts
Lead opportunity qualification, capture planning, and proposal positioning
Pricing strategy, commercial frameworks, and long-term agreements for assigned accounts
Contract negotiations and renewals
Develop volume-based pricing models, multi-year supply agreements, and framework contracts
Balance margin objectives with strategic growth priorities
Support ROM pricing, cost models, and business case development
Serve as the point of contact for assigned strategic accounts
Build executive-level relationships across customer organizations (procurement, engineering, operations, program leadership)
Position Scepter as a trusted long-term partner and problem-solver
Manage customer expectations and escalation paths
Contribute to QBRs, executive briefings, and strategic account reviews
Ensure continuity and stability across active programs
Coordinate internally with military program leader, operations, engineering, quality, and supply chain to support program execution
Proactively manage risks related to capacity, lead times, tooling, qualification, and schedule
Support change management (ECRs, ECNs, configuration changes)
Ensure contract compliance and on-time delivery performance
Identify emerging customer needs, supply-chain gaps, and capability requirements
Feed market intelligence into product development, capital planning, and tooling strategies
Engage with end-user program offices (E.G. DEVCOM, PM CAS, PM MAS)
Lead cross-functional teams for major programs
Contribute to sales forecasting, revenue planning, and capacity planning
Act as the voice of the customer internally