Strategic Account Manager - Defense

Regal Rexnord

3d•Remote

About The Position

The Strategic Account Manager manages assigned strategic accounts and develops new account opportunities in the Aerospace and Defense market. The role is the primary sales contact for assigned accounts, responsible for growing orders and market share, building account plans, developing customer relationships, and coordinating internal teams to support customer programs and business objectives. The position may be performed remotely from an approved location, with flexibility based on business needs and applicable requirements. Travel is described as an “80%-20% model” to work with customers and internal resources supporting MCS growth initiatives. The role requires strong technical knowledge of products and customer applications, commercial and technical sales experience in the Aerospace and Defense market, and the ability to negotiate, communicate with executives, and collaborate across sales, marketing, and operations. The Strategic Account Manager uses disciplined account planning and selling processes, including the Strategic Account Management Plan (SAMP), CRM, AOP, and the Challenger Sales Model, to identify, develop, and close business opportunities.

Requirements

Bachelor’s degree or equivalent in an engineering area.
7+ years of commercial or technical sales experience in the Aerospace and Defense market.
Deep knowledge of the Aerospace and Defense market and its customers.
Strong technical understanding of products and customer applications.
Strong negotiation skills.
Strong business acumen and executive communication and presentation skills.

Responsibilities

Deliver consistent order and share growth at assigned strategic accounts.
Serve as the primary sales point of contact for assigned strategic accounts and potential new accounts.
Develop and maintain a Strategic Account Management Plan (SAMP) for each account and use CRM to coordinate tactical actions and manage opportunities.
Travel to work with customers and internal resources supporting programs related to MCS growth initiatives.
Drive product specification on new designs and gain share on existing designs and new accounts.
Execute BU Playbooks to maximize new business and marketing opportunities.
Identify and collect customer-generated scorecards, managing them internally with cross-functional teams to ensure customer overserve.
Develop and close new business or penetration opportunities at assigned and new accounts.
Understand customers’ strategic initiatives and align the selling approach to their needs using the Challenger Sales Model.
Facilitate customer stakeholder discussions by exploring ideas and concerns and guiding stakeholders toward solutions using Teach, Tailor, and Take Control.
Work effectively in a team-selling environment and use account plans to communicate and drive account strategy and tactics at the local and field sales levels.
Execute disciplined selling processes to attain quota, including documented account planning such as AOP and SAMP.
Communicate, implement, and monitor account initiatives and programs to align Regal Rexnord sales, marketing, and operations.
Drive collaboration and teamwork to achieve objectives.
Identify and communicate continuous-improvement opportunities that improve customer satisfaction.
Understand key societies and organizations supported by assigned accounts and determine the appropriate level of support and involvement to build collaborative relationships.
Identify Regal Rexnord product gaps, promote New Product Development ideas, and serve as an industry expert and sales liaison within the company.
Anticipate global competitive conditions and activities, identify industry trends and economic conditions, and create strategies to address these challenges.