Strategic Account Leader – Aerospace & Defense

FDH Aero; Washington; On-site; USD 120,000 - 180,000; Full time

Job summary

FDH Aero is seeking a Strategic Account Manager to lead the development, execution, and performance of the account strategy for a designated key customer. You will drive profitable revenue growth, expand the company’s position across customer programs, and strengthen FDH’s role as a strategic supply-chain partner.

You will establish senior-level relationships, develop multi-year growth plans, and coordinate cross-functional teams across Sales, Product Management, Supply Chain, Operations,

Responsibilities

• Define and execute the account strategy for a designated key customer, aligning priorities with commercial objectives, product capabilities, and long-term growth.
• Serve as the principal commercial leader and primary point of accountability for the overall customer relationship.
• Establish FDH as a strategic partner by delivering solutions that support the customer’s technical, operational, program, and supply-chain objectives.
• Develop a comprehensive understanding of the customer business strategy, organizational structure, programs, platforms, sourcing priorities, technical requirements, and growth plans.
• Establish multiyear objectives for revenue growth, gross margin, market penetration, customer retention, and strategic account development.
• Provide executive leadership with regular assessments of account performance, strategic opportunities, competitive threats, and required investments.
• Develop and execute a formal account growth plan identifying addressable market, target programs, product expansion opportunities, competitive position, commercial priorities, and specific growth initiatives.
• Drive new business development across customer programs, platforms, sites, and functional organizations.
• Expand market share through cross-selling, new product introductions, engineering design-in activity, supplier consolidation, and value-added supply-chain solutions.
• Identify business currently awarded to competitors and develop targeted strategies to capture or displace incumbent positions.
• Lead the qualification, prioritization, and advancement of strategic opportunities from initial identification through award and implementation.
• Develop opportunity-capture plans that define customer requirements, decision criteria, competitive dynamics, value proposition, commercial strategy, internal resources, milestones, and ownership.
• Build and maintain a robust pipeline sufficient to achieve the account’s short- and long-term growth objectives.
• Partner with Product Management and Procurement to align FDH’s supplier relationships, product portfolio, and inventory strategy with emerging customer demand.
• Lead the cross-functional FDH account team and establish clear accountability for commercial, operational, technical, quality, and service commitments.
• Translate customer strategy and requirements into coordinated actions across Sales, Product Management, Supply Chain, Operations, Quality, Finance, and executive leadership.
• Direct internal account reviews to evaluate performance, advance growth initiatives, resolve execution gaps, and align resources with account priorities.
• Secure the organizational resources and executive support required to pursue strategic opportunities and fulfill customer commitments.
• Escalate material commercial, operational, quality, or relationship risks and lead the development of timely resolution plans.
• Own the account’s revenue, gross margin, profitability, pipeline, backlog, and forecast performance.
• Develop and execute pricing, negotiation, and contract-renewal strategies that support profitable growth and protect FDH’s commercial position.
• Evaluate business opportunities based on strategic value, revenue potential, margin contribution, operational requirements, contractual exposure, and execution risk.
• Identify and address margin erosion, pricing pressure, unfavorable commercial terms, and underperforming business.
• Develop accurate revenue and demand forecasts using customer intelligence, program schedules, backlog, pipeline activity, and market conditions.
• Establish commercial strategies for major sourcing events, requests for quotation, contract negotiations, and competitive pursuits.
• Maintain complete and accurate account, pipeline, forecast, and opportunity information within the company’s CRM and reporting systems.
• Protect the account’s existing business through proactive relationship management, performance oversight, and competitive positioning.
• Identify emerging risks related to competitor activity, customer sourcing initiatives, supplier changes, pricing, quality, delivery, contract renewals, and product displacement.
• Develop and execute account-defense strategies before existing business becomes subject to competitive sourcing or performance-related risk.
• Monitor competitive activity and develop differentiated strategies based on FDH’s product breadth, supplier relationships, technical capabilities, responsiveness, and supply-chain solutions.
• Maintain an account risk assessment with defined mitigation actions, accountable owners, and completion timelines.
• Lead formal Quarterly Business Reviews and other strategic customer reviews focused on performance, growth, risk, and long-term partnership objectives.
• Present account performance across revenue, growth, delivery, quality, service, open actions, pipeline development, and strategic initiatives.
• Use business reviews to advance joint priorities, secure alignment on future programs, and identify opportunities for expanded partnership.
• Establish and monitor corrective actions for performance gaps, customer concerns, and unresolved commitments.
• Track account performance against established strategic, commercial, and operational objectives and adjust the account plan as required.
• Develop actionable intelligence regarding customer programs, platforms, technical requirements, sourcing plans, decision processes, and competitive environment.
• Identify the individuals and functions that influence product specifications, supplier selection, commercial awards, and program decisions.
• Anticipate future customer requirements and translate those insights into product, supplier, inventory, and strategic planning.

Job description

FDH Aero is seeking a Strategic Account Manager to lead the development, execution, and performance of the account strategy for a designated key customer. You will drive profitable revenue growth, expand the company’s position across customer programs, and strengthen FDH’s role as a strategic supply-chain partner.

You will establish senior-level relationships, develop multi-year growth plans, and coordinate cross-functional teams across Sales, Product Management, Supply Chain, Operations,