Senior Account Manager

Hutchinson; Buffalo, Northern (NY, KY); Hybrid; USD 120,000 - 190,000; Full time

Job summary

Hutchinson, a global leader in mobility and defense components, seeks a Strategic Account Owner to lead the company’s largest OEM defense accounts in the United States. You will align customer roadmaps with Hutchinson capabilities and drive multi-year program opportunities.

You will collaborate with Engineering, Program Management, Quality, and Operations to meet ITAR/DFARS compliance and delivery schedules, while negotiating LTAs and pricing. Domestic travel up to 30-40% is expected.

Qualifications

• Bachelor's degree in Business, Engineering, or related field or equivalent experience.
• 7+ years in defense/aerospace sales or account management with OEM exposure.
• Proven track record closing multi-year/multi-million-dollar contracts.
• Strong knowledge of defense procurement, DFARS/FAR, and OEM requirements.
• Experience with ITAR/EAR export controls and compliance.
• Excellent negotiation, presentation, and executive communication skills.
• Proficient in CRM (Salesforce) and MS Office for forecasting/reporting.
• Willingness to travel 30–40% domestically (and some international travel).

Responsibilities

• Strategic ownership of top OEM defense accounts and development of account plans.
• Meet or exceed annual sales targets through renewals, expansions, and new captures.
• Identify and pursue new opportunities within OEM relationships; support proposals and pricing.
• Coordinate with Engineering, PM, Quality, and Operations to meet OEM requirements (ITAR/DFARS).
• Lead contract and pricing negotiations including LTAs and volume commitments.
• Maintain accurate forecasts, pipeline data, and program status in CRM; report health and risks.
• Build multi-level relationships across OEM organizations: engineering, PM, procurement, leadership.
• Track market intelligence on defense programs and budget trends to inform strategy.
• Represent Hutchinson at industry events to identify opportunities and strengthen ties.
• Ensure compliance with ITAR/EAR and company policies in all sales activities.

Skills

Strategic account management

Sales leadership

CRM systems (Salesforce)

Forecasting & reporting

Education

Bachelor's degree in Business/Engineering or related field

MBA or advanced degree

Tools

Salesforce

Microsoft Excel

Microsoft Office

Job description

• 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

About Us

We are 40 000 men and women who meet the challenges faced by our automotive, aviation, defence and industry customers every day. Our passion for challenge and our enthusiasm encourage us to imagine, design and produce high performance and innovative fluid, sealing system and anti-vibration solutions. Working at Hutchinson means being curious about everything, contributing to the evolution of mobility and reducing carbon emissions.

Join us and show what drives you!

A French company with an international presence (25 countries): 170 years of history and passing on our know-how.

5 billion in turnover, with 5% invested in R&D.

Job Info

• Job Identification 8893
• Job Category Strategy and general responsibilities
• Posting Date 10/02/2026, 07:42 PM
• Job Schedule Full time