Senior Account Manager

TotalEnergies Group; Buffalo (NY); Híbrido; USD 120 000 - 180 000; Tempo integral

Resumo da oferta

TotalEnergies Group in Buffalo, NY seeks a Senior Strategic Account Manager for the defense/aerospace sector to own top OEM relationships, align programs with company capabilities, and drive revenue growth.

You will lead negotiations, coordinate across engineering, program management and operations, ensure ITAR/EAR compliance, and maintain accurate forecasts while traveling up to 30–40%.

Qualificações

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

Responsabilidades

• Own strategic accounts and align customer program roadmaps with company capabilities.
• Meet/exceed annual sales targets through renewals, expansions, and new captures.
• Identify and pursue new program opportunities; support proposals, pricing, and negotiations.
• Coordinate with Engineering, PM, Quality, and Operations to meet OEM requirements (specs, certifications, delivery).
• Lead commercial negotiations including LTAs, pricing, terms, and volume commitments.
• Maintain accurate CRM data, forecasts, and program status; report account health and risks.
• Build multi-level relationships across OEMs—engineering, program management, procurement, executives.
• Track market timelines, defense budget trends, and competitor activity to inform strategy.
• Represent company at industry conferences and OEM supplier days to identify opportunities.
• Ensure compliance with ITAR/EAR and DFARS policies.

Conhecimentos

Account management

Business development

Negotiation

Cross-functional collaboration

Forecasting

Relationship building

Market intelligence

Industry events

Compliance awareness

Strategic planning

Formação académica

Bachelor's degree in Business/Engineering related field

MBA (preferred)

Ferramentas

Salesforce

Microsoft Excel

Descrição da oferta de emprego

• 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