Strategic Defense OEM Account Leader

TotalEnergies Group; Buffalo (NY); Hybride; USD 120 000 - 210 000; Plein temps

Résumé du poste

TotalEnergies in Buffalo, NY seeks a senior Strategic Account Executive to own key OEM defense relationships and drive revenue through renewals, expansion, and new program capture. You will coordinate with engineering, program management, and procurement to meet stringent defense requirements and negotiate long-term agreements.

You will build executive-level relationships, forecast pipeline in CRM, and track market trends while traveling up to 30–40% domestically.

Qualifications

• Bachelor's degree in Business, Engineering, or related field (or equivalent experience).
• 7+ years in sales, business development, or account management in defense/aerospace with OEM-facing experience.
• Proven track record managing large, complex accounts and closing multi-year/multi-million-dollar contracts.
• Strong understanding of defense procurement processes, DFARS/FAR, 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 (Salesforce) and Microsoft Office/Excel for forecasting and reporting.
• Willingness to travel domestically (and occasionally internationally) up to 30–40%.

Responsabilités

• Strategic Account Ownership: primary relationship owner for largest OEM defense accounts with aligned plans.
• Revenue Growth: meet or exceed annual sales targets through renewal, expansion, and new program capture.
• Program Capture & Business Development: identify, qualify and pursue new opportunities; support proposal development and pricing.
• Cross-Functional Coordination: collaborate with Engineering, Program Management, Quality, and Operations to meet OEM requirements.
• Contract & Pricing Negotiation: lead negotiations including LTAs, pricing, terms, and volume commitments.
• Forecasting & Reporting: maintain forecasts and program status in CRM; provide updates on risks and opportunities.
• Relationship Management: build multi-level relationships across OEM organizations.
• Market Intelligence: track timelines, budget trends, competitor activity, and industry developments.
• Trade Shows & Industry Events: represent the company at conferences and supplier days to identify opportunities.
• Compliance: ensure activities comply with ITAR/EAR, DFARS, and company policies.

Connaissances

Strategic account management

Sales leadership

Executive communication

CRM Salesforce

Forecasting & reporting

Negotiation

Formation

Bachelor's degree in Business/Engineering or related field

MBA or advanced degree (preferred)

Outils

Salesforce

Microsoft Excel

Description du poste

• 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

Additional Information

TotalEnergies values diversity, promotes individual growth and offers equal opportunity careers.

Joining TotalEnergies means committing to the energy transition and helping provide energy that is more affordable, more available, and more sustainable for as many people as possible. You will grow within an international multi-energy company where every talent matters. You will contribute to ambitious projects and deliver concrete solutions to today's energy challenges.

Throughout your career, you will benefit from a wide variety of assignments and tailored learning opportunities. You will fully develop your potential in an environment that fosters innovation and excellence. Join committed and collaborative teams where success is built together.

We place respect and employee well-being at the heart of our performance. That is why TotalEnergies values diversity and promotes equal opportunities for all.