Senior Account Manager

Hutchinson Industries, Inc.; Buffalo (NY); On-site; USD 110,000 - 140,000; Full time

Job summary

Hutchinson Industries, Inc. in Buffalo, NY is seeking a Senior Account Manager to own and grow relationships with the company's largest defense OEM accounts.

The role focuses on driving revenue, managing long-term programs, and serving as the primary strategic contact with prime contractors and subsystem manufacturers. The successful candidate will combine deep defense manufacturing knowledge with proven strategic account management, deal negotiation, and cross-functional coordination across

Qualifications

• Bachelor's degree in Business, Engineering, or related field.
• 7+ years of sales, business development, or account management in defense/aerospace manufacturing with OEM exposure.
• Proven track record of closing multi-year/multi-million-dollar contracts.
• Strong understanding of defense procurement processes and DFARS/FAR regulations.
• Working knowledge of ITAR/EAR export controls.
• Excellent negotiation, presentation, and executive communication skills.
• Willingness to travel domestically (30-40%).

Responsibilities

• Strategic Account Ownership: own the largest defense OEM accounts and develop plans aligned with customer roadmaps.
• Revenue Growth: meet or exceed sales targets through renewals, expansions, and new program capture.
• Program Capture & Business Development: identify and pursue new opportunities within existing OEM relationships; support proposals, pricing, and contracts.
• Cross-Functional Coordination: coordinate with Engineering, Program Management, Quality, and Operations to meet OEM requirements.
• Contract & Pricing Negotiation: lead negotiations for LTAs, pricing, terms, and volume commitments.
• Forecasting & Reporting: maintain forecasts and CRM updates; inform leadership of account health and risks.
• Relationship Management: build relationships across OEM organizations including engineering, procurement, and execs.
• Market Intelligence: monitor defense budgets, competitor activity, and industry trends to shape strategy.
• Trade Shows & Industry Events: represent the company at OEM supplier days and conferences to identify opportunities.
• Compliance: ensure activities comply with ITAR/EAR and company policies.

Skills

Strategic account management

Contract negotiations

CRM proficiency

Forecasting & reporting

Executive-level communication

Travel willingness

Education

Bachelor's degree in Business or Engineering

Tools

Salesforce CRM

Microsoft Office/Excel

Job description

If you are unable to complete this application due to a disability, contact this employer to ask for an accommodation or an alternative application process.

Senior Account Manager

Full Time Buffalo, NY, US

18 days ago Requisition ID: 1383

Salary Range: $110,000.00 To $140,000.00 Annually

Position Summary

We are seeking an experienced and results-driven Sales Executive to own and grow relationships with our largest Original Equipment Manufacturer (OEM) accounts in the defense sector. This role is responsible for driving revenue growth, managing complex, multi-year program relationships, and serving as the primary strategic point of contact between our organization and top-tier defense OEMs (e.g., prime contractors and major subsystem manufacturers). The ideal candidate combines deep technical fluency in defense manufacturing/procurement with proven strategic account management and new business development skills.

Key Responsibilities

• Strategic Account Ownership: Serve as the primary relationship owner for the company's largest OEM defense accounts, developing account plans that align customer program roadmaps with company capabilities.
• Revenue Growth: Meet or exceed annual sales targets and bookings goals through renewal, expansion, and new program capture within assigned accounts.
• Program Capture & Business Development: Identify, qualify, and pursue new program opportunities within existing OEM relationships and adjacent business units; support proposal development, pricing strategy, and contract negotiations.
• Cross-Functional Coordination: Partner closely with Engineering, Program Management, Quality, and Operations to ensure OEM requirements (specs, certifications, delivery schedules, AS9100/ITAR compliance, etc.) are met and communicated internally.
• Contract & Pricing Negotiation: Lead commercial negotiations including long-term agreements (LTAs), pricing, terms and conditions, and volume commitments with OEM procurement and supply chain teams.
• Forecasting & Reporting: Maintain accurate account forecasts, pipeline data, and program status reporting in CRM; provide leadership with regular updates on account health, risks, and opportunities.
• Relationship Management: Build and maintain multi-level relationships across OEM organizations — engineering, program management, procurement, and executive leadership.
• Market Intelligence: Track OEM program timelines, defense budget/appropriations trends, competitor activity, and industry developments (e.g., DoD acquisition programs, FMS opportunities) to inform account strategy.
• Trade Shows & Industry Events: Represent the company at industry conferences, OEM supplier days, and trade shows (e.g., AUSA, GVSETS, MDEX) to strengthen relationships and identify new opportunities.
• Compliance: Ensure all sales activities comply with ITAR/EAR export control regulations, DFARS requirements, and company ethics/compliance policies.

Required Qualifications

• Bachelor's degree in Business, Engineering, or a related field (or equivalent experience).
• 7+ years of sales, business development, or account management experience in the defense/aerospace manufacturing industry, with direct OEM-facing experience.
• Demonstrated track record of managing large, complex accounts and closing multi-year/multi-million-dollar contracts.
• Strong understanding of defense procurement processes, DFARS/FAR regulations, and OEM supply chain requirements.
• Working knowledge of ITAR/EAR export control compliance.
• Excellent negotiation, presentation, and executive-level communication skills.
• Proficiency with CRM systems (e.g., Salesforce) and Microsoft Office/Excel for forecasting and reporting.
• Willingness to travel domestically (and occasionally internationally) up to 30–40%.

Preferred Qualifications

• Existing relationships with major defense OEMs/primes (e.g., Lockheed Martin, General Dynamics, Boeing Defense, L3Harris).
• Technical background in manufacturing processes relevant to the company's product line (e.g., machined components, composites, castings/forgings).
• Experience supporting proposal responses (RFP/RFQ) and long-term agreement (LTA) negotiations.
• MBA or advanced technical degree.
• Strategic account planning and consultative selling
• Cross-functional leadership and influence without direct authority
• Financial and commercial acumen (pricing, margin, contract structures)
• Resilience and persistence in long sales cycles typical of defense programs
• High integrity and discretion handling sensitive/controlled information