Strategic Account Manager - Defense

Regal Rexnord Corporation; Nova Milanese; Hybrid; EUR 90,000 - 120,000; Full time

Job summary

Regal Rexnord is seeking a Senior Account Manager in Lombardy to drive growth for strategic aerospace and defense accounts. You will manage key customers as the primary contact, develop strategic plans, and coordinate cross-functional teams using CRM tools.

You will travel about half the time to customer sites and internal resources, applying Challenger sales techniques and tailoring solutions to customer initiatives, while collaborating with engineering and product teams.

Qualifications

• Bachelor’s degree or equivalent in Engineering or related field.
• 7+ years of commercial/technical sales in the A&D market.
• Deep Aerospace and Defense market knowledge.
• Strong business acumen and executive communication/presentation skills.

Responsibilities

• Deliver consistent order and share growth at assigned strategic accounts.
• Serve as the primary sales point-of-contact for assigned strategic and potential new accounts.
• Develop and maintain a Strategic Account Management Plan (SAMP) for each account and utilize CRM to coordinate actions and manage opportunities.
• Travel approx. 50% to work with customers and internal resources on growth initiatives.

Skills

Commercial / technical sales

A&D market knowledge

Executive communication

Willingness to travel

Education

Bachelor’s degree or equivalent in Engineering

Job description

Work Model: You’ll work in a hybrid model, onsite at your designated Regal Rexnord location, with flexibility to work remotely.____________________Key Accountabilities· Deliver consistent order and share growth at assigned strategic accounts· Serve as the primary sales point-of-contact for assigned strategic and potential new accounts· Develop and maintain a Strategic Account Management Plan (SAMP) for each Account and utilize CRM to coordinate tactical actions and manage opportunities· 80%-20% model travel to work with customers and internal resources supporting programs pertaining to MCS growth initiatives.· Drive specification on new designs and share gain on existing designs as assigned and new accounts .· Stron g technical understanding of products and customer applications· Strong negotiating skill set· Maximize new business and marketing opportunities via the execution of BU Playbooks.· Identify, collect and internally manage with cross functional team, customer generated scorecards to ensure customer overserve· Develop and close new business or penetration opportunities as assigned and new account(s).· Understand customer’s strategic initiatives and align selling approach to meet their needs (Challenger Sales Model)· Prompt customer stakeholder groups to explore ideas and concerns while serving as the educated facilitator helping guide to a solution. Teach / Tailor / Take Control· Work effectively in a team selling environment - utilize Strategic Account Management Plan to communicate and drive assigned account’s strategy and tactics to local/field sales level· Execute disciplined selling processes to attain quota such as documented and intentional account planning (AOP, SAMP)· Communicate , implement and monitor all account initiatives and programs to ensure alignment of Regal Rexnord sales, marketing and operations Drive Collaboration & Teamwork to achieve objectives.· Identify and communicate continuous improvement opportunities that result in improved customer satisfaction· Be aware of key societies/organizations supported by assigned account and determine level of support and involvement needed to drive collaborative relationship building· Identify Regal Rexnord product gaps to promote New Product Development ideas and serve as industry expert and sales liaison within Regal Rexnord· Anticipates global competitive conditions / activities, identifies key industry trends, economic environment, and creates strategies to address these challenges.· Works with the Business Unit Leadership & Engineering Management to evaluate / execute strategies for Industry or brand promotion.Education and Skills· Bachelor’s degree or equivalent in Engineering area· 7+ years Commercial / technical sales in A&D market· Deep Aerospace and Defense market and customers knowledge· Strong business acumen and executive communication / presentation skills· Willingness to travel ( estimated 50% )About Regal RexnordRegal Rexnord is a publicly held global industrial manufacturer with 30,000 associates around the world who help create a better tomorrow by providing sustainable solutions that power, transmit and control motion. The Company’s electric motors and air moving subsystems provide the power to create motion. A portfolio of highly engineered power transmission components and subsystems efficiently transmits motion to power industrial applications. The Company’s automation offering, comprised of controls, actuators, drives, and precision motors, controls motion in applications ranging from factory automation to precision control in surgical tools.The Company’s end markets benefit from meaningful secular demand tailwinds, and include factory automation, food & beverage, aerospace, medical, data center, warehouse, alternative energy, residential and commercial buildings, general industrial, construction, metals and mining, and agriculture.Regal Rexnord is comprised of three operating segments: Industrial Powertrain Solutions, Power Efficiency Solutions, and Automation & Motion Control. Regal Rexnord has offices and manufacturing, sales and service facilities worldwide. For more information, including a copy of our Sustainability Report, visit RegalRexnord.com.Notification to Agencies : Please note that Regal Rexnord Corporation and its affiliates and subsidiaries (\"Regal Rexnord\") do not accept unsolicited resumes or calls from third-party recruiters or employment agencies. In the absence of a signed Master Service Agreement or similar contract and approval from HR to submit resumes for a specific requisition, Regal Rexnord will not consider or approve payment to any third-parties for hires made.