Note: The job is a remote job and is open to candidates in USA. Curtiss-Wright Corporation is seeking an Army Account Manager to drive revenue growth and account penetration within the US Army operational community and end-users in Europe and the Eastern United States. The role involves managing sales processes, establishing trusted relationships with customers, and developing strategic account plans for Tactical Communications products.
Responsibilities
- Increase revenue and gross margin for a portfolio of PacStar products into the Army or other accounts as assigned within the territory
- Owns sales process from prospecting to closure
- Establish a trusted partner relationship with customer at all influence and decision-making levels
- Drive the sales of selected PacStar manufactured products/services, integrated solutions, and selected manufacturers' products/services, through advanced solutions selling techniques
- Develop strategic account plans and drive the strategies through tactical implementations and effective communications with the PacStar Inside Sales group and support engineering and customer service personnel and organizations
- Manage accounts and transactions across multiple customer locations and operating organizations within the territory
- Work closely with the PacStar Army team to ensure effective nationwide account management, where appropriate
- Demonstrate business acumen through business case preparation, ROI analyses, cost/benefit analyses, and other performance metrics
- Provide account leadership on the development of responses to RFP's, RFI's, and unsolicited proposals
- Stay abreast of developing and leading-edge solutions, products and services
- Provide responsive, timely and thorough resolution of customer escalations
- Demonstrate understanding of key business drivers for customers (understand their business)
- Implement strategic and consultative selling methodologies to drive revenues
- Conduct regularly scheduled territory /account reviews with Sales Management
- Provide timely and accurate account status reports, forecasts, and business plans to sales leadership and operational teams as required
- Travel regularly within your territory establishing a schedule of sales calls to existing and new customers
- Involvement in account-specific Trade Shows and other functions deemed to be in the best interest of developing business within your account plan
Skills
- 5+ years' successful sales and account management experience selling into Federal/DoD accounts, preferably the United States Army
- Direct Army experience in communications (ie served in US Army) can substitute for selling experience
- Proven track record of quota achievement and / or successfully meeting mission requirements is required
- Working knowledge of Federal contracting processes
- Experience either working with / or selling ROIP, network and security products
- Working knowledge of voice, network, data, security products and solutions
- Excellent verbal, written, presentation and interpersonal skills
- Strong organizational and negotiation skills
- Ability to work well with the team
- Sound decision making and problem-solving capabilities
- Ability to present professional image of self and Company
- Ability to handle customer inquiries and escalations professionally
- Thorough knowledge of computer and related business applications including MS Office
- Valid driver's license, current auto insurance and reliable vehicle as required by transportation needs of the market
- Ability to travel 50% of the time
- Must be able self-motivate and able to organize workloads and manage all deadlines
- Must be able to obtain a US DoD SECRET Clearance
Benefits
- Paid Time Off
- 401K with Employer Match and Profit Sharing
- Health and Wellness Benefits
- Learning and Development Opportunities
- Referral Program
- Competitive Pay
- Recognition
- Employee Stock Purchase Plan
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