Air Force Account Manager

Air Force Account Manager

The Air Force Account Manager drives revenue growth and account penetration for the Continental United States (CONUS) based US Air Force and other Air Force Accounts as assigned.   They will report to the Curtiss-Wright PacStar Air Force Director.

Location: Remote - USA

Salary Range: $108,900 - 115,000. per year plus bonus

Please note that the salary range information provided is a general guideline only, reflecting a position based in Oregon. Criteria such as the candidate’s qualifications and relevant experience, the scope of the specific position, as well as market and business considerations will be evaluated when extending an offer.

We Take Care of Our People:

Paid Time Off I 401K with Employer Match and Profit Sharing I Health and Wellness Benefits I Learning and Development Opportunities I Referral Program I Competitive Pay I Recognition I Employee Stock Purchase Plan I Inclusive & Supportive Culture

Your Challenge:

• Increase revenue and gross margin for a portfolio of PacStar products into the Air Force or other accounts as assigned within the territory; owns sales process from prospecting to closure

• Establish trusted partner relationships with customers 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 account plans which drive strategic growth through tactical implementation

• Effectively communicate with the PacStar inside sales, engineering, and customer support groups to deliver superior products and support to your customers

• Manage accounts and transactions across multiple customer locations and operating organizations within the territory

• Work closely with the Federal Program 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 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

• 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 development business within your account plan

• Develop customer trust through sound consulting, accurate information delivery, and fostering partnerships from the most junior members to the senior leaders

• Other duties as assigned

What you bring:

• 5+ years’ successful sales and account management experience selling into Federal/DoD accounts, preferably the United States Air Force.  Direct Air Force experience in communications (i.e. served in US Air Force) 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 with 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 a