Customer Account Manager

Crane Company; Burbank (CA); On-site; USD 90,000 - 130,000; Full time

Job summary

Crane Aerospace & Electronics in Burbank, CA seeks a Customer Account Manager - Landing Solutions to own the commercial lifecycle with assigned OEM customers. You will drive top- and bottom-line growth, advise on customer strategies, and ensure timely flow-down of requirements while representing the Voice of the Customer inside Crane.

The role involves cross-functional leadership, collaboration with Finance, and ongoing customer relationship management to maximize revenue and profitability.

Qualifications

• Experience in aerospace or defense with cross-functional teams.
• Ability to negotiate large contracts, LTAs and manage proposals.
• Understanding of financial metrics, pricing strategies and forecasting.

Responsibilities

• Manage the customer relationship with OEM customers throughout the lifecycle.
• Negotiate major contracts, LTAs, and pricing agreements.
• Forecast sales, coordinate with Demand Management for requirements.
• Track and recover customer claims; mediate disputes.
• Lead cross-functional teams to develop winning business cases.

Skills

Strong interpersonal skills

Negotiation

Cross-functional collaboration

Excellent analytical skills

Education

BA/BS in Business Management/Administration

MBA (preferred)

Tools

MS Excel (pivot tables, advanced formulas)

Job description

Crane Aerospace and Electronics has an exciting opportunity for a Customer Account Manager - Landing Solutions at our Burbank, CA location.

About Crane:

Crane Aerospace & Electronics supplies critical systems and components to the aerospace and defense markets. You'll find Crane Aerospace & Electronics in some of the toughest environments: from engines to landing gear; from satellites to medical implants and from missiles to unmanned aerial systems (UAS).

Every 1.2 seconds, product built at our Crane Aerospace & Electronics Burbank facility is stopping aircraft - delivering passengers and military personnel safely to their destination. Home to our Landing & Cabin Systems team, Crane A&E's brake control systems and premium cabin actuation solutions are flying on tens of thousands of aircraft throughout the world. You'll join a business with a long track record of engineering excellence, set in the wonderful town of Burbank filled with great community atmosphere, schools, weather and no shortage of entertainment.

Start the next chapter of your career with Crane Aerospace & Electronics!

Job Summary:

The Customer Account Manager has primary responsibility for managing the customer business relationship with commercial and military Original Equipment Manufacturer (OEM) customers while mitigating Crane Aerospace & Electronics risk and liability. The CAM owns and drives the entire commercial lifecycle with assigned customers and has a focus on top and bottom-line growth. The CAM is involved in new proposals, customer strategies and managing the critical/key activities with all of Crane Aerospace & Electronics OEM customers and works with peer groups to ensure that the needs of the customer are being met, flow down of customer requirements is timely and accurate, and the Voice of the Customer is communicated and drives the internal organization's behavior. The CAM is the key to maintaining customer relationships and satisfaction. This position has a direct impact on the revenue and profitability of Crane Aerospace and Electronics.

Essential Functions:

• Successful negotiation of major business agreements, LTAs, contractual disputes, pricing agreements and major contract changes
• Initiate contract requirements flow-down, ensuring that contract requirements are known and communicated to the appropriate functional groups; Monitor contract performance to assure compliance
• Forecast sales rates and determine anticipated demand; Coordinates with the Demand Management and Forecasting group to understand specific customer or market segment requirements
• Maintain responsibility for tracking and recovering all customer claims; Facilitate efficient communication and mediate customer disputes
• Contribute positively as a team member with the OEM team and Finance to develop and execute acceptable business cases and winning strategies for new business
• Act effectively as a customer champion and advocate; Understand and communicate current and future customer needs and expectations; Establish and maintain strong relationships at all levels within the customer organization
• Lead cross-functional teams as well as mentor and coach other team members
• Any other task assigned by supervisor or management

Minimum Qualifications:

• Experience: 5 to 10 years in business management, program management, sales & marketing or strategic partnering, delivering a tangible product in an Aerospace environment; Experience with leading cross-functional teams
• Knowledge: Demonstrated ability to form and maintain good relationships with customer representatives at all levels; Strong ability to negotiate large-scaled contracts and LTAs; Experience with the entire product development lifecycle; Strong understanding of lean principles; Strong understanding of financial metrics, pricing strategies, and forecasting
• Skills: Strong interpersonal skills; Ability to form and maintain good relationships with customer representatives at all levels; Analytical skills and disciplines in support of business planning, strategy development/deployment, relationship management and conflict resolution; Successful history in identifying, targeting, negotiating and winning profitable business; Demonstrated ability to manage large, complex aerospace proposals and contracts; Strong proficiency with MS Excel pivot tables and advanced formulas
• Education/Certification: BA or BS degree in Business Management/Administration or relevant field of study.
• Eligibility Requirement: This position may require access to Controlled Data or Information. Where the position requires such access only US Persons will be considered. As a US Department of Defense contractor, we are bound by International Traffic in Arms Regulations (ITAR).
• Must be able travel up to 25% to support customers meetings, Crane Aerospace & Electronics site visits, conferences, seminars, and trade shows

Preferred Qualifications:

• MBA or other relevant advanced degree
• International experience

Working Conditions