Key Account Manager / Director Infrared Systems

Key Account Manager / Director Infrared Systems

Description:   The Key Account Manager / Director is responsible for growing the Company’s annual revenue and meeting or exceeding their individual quarterly and annual targets through qualifying (and disqualifying) leads, developing approved opportunities, and leading all intercompany process and customer interactions that result in orders and revenue. The Key Account Manager is responsible, as the primary point of customer contact, for overseeing all customer and intercompany communications and transactions from initial inquiries, opportunity qualifications, CRM processing, quoting, order processing, confirmations, acknowledgements and OTD.Account Managers will need to work particularly close with Customer Service, Program Managers, Engineering and secondarily with Planning, Quality and Product Management

Reports to:                                                                                                           Status:

SVP, Global Sales                                                                               Full-time; Exempt

Location:                                                                                          Workplace Status:

Hudson, NH                                                                                                          Remote

Responsibilities:

• Build and manage lead development pipeline for optics and IR camera product lines
• Process all new inquiries by obtaining all relevant information and qualify against the company’s strategy, capabilities and capacity
• Contribute to the Opportunity Assessment process for rationalizing new opportunities before they proceed for cost modeling
• Communicate the Company's value proposition to decision-makers, stake holders and key influencers within strategic markets & companies to assess opportunity strength and fit
• Develop and leverage contacts within customers to create and develop coaches and key influencers that assist in closing deals
• Learn and demonstrate a fundamental understanding of the Company’s technology – and clearly articulate capabilities and advantages to prospective and sustaining customers
• Contribute to every component of the critical functions associated with fulfilling the sales cycle (forecasting, reporting, customer database maintenance and data entry, correspondence, and communications)
• Immediate input of all sales opportunities into Salesforce where cost models are required
• Take the customer lead with any quality problems or conflicts with mitigation and resolution planning
• Leverage CRM tools to prospect into specific markets, territories and sectors
• Perform other duties as assigned

Knowledge, ability and skills:

• Technical knowledge of optical and IR camera systems utilized for defense, security and commercial applications.
• Knowledge of uses cases for the above systems.
• Highly motivated, energetic, self-starter, always striving to increase sales and revenue
• High degree of proficiency at managing relationships between customers and internal teams during the sales process
• Ability to work with customers and internal stakeholders at a professional level that builds mutual respect and confidence
• Ability to prepare and present quality materials in PowerPoints to customers, technical groups and teams with confidence and professional style
• Able to work independently with little to no supervision
• Manages time well and meets deadlines
• Work well with others as a team and in a group setting to solve problems
• Excellent communication skills and attention to detail
• Able to utilize the following computer applications: CRM (Salesforce), Microsoft Excel, Powerpoint, Word and Outlook
• Exude professionalism and credibility to develop trust and confidence with customers
• Must be able to read, write, and speak fluently in English
• Travel domestically up to 25% of work time

Minimum previous experience/qualification:

• B.S. or M.A. in technical field at an accredited institution 
• 5-7 years of experience in a related technical field, preferably in optics
• Sales experience with highly technical products preferably with electro-optics
• Must be authorized to work and reside in the US and must be eligible for any required authorizations from the U.S. Government to confirm with but not limited to U.S. export control regulations (ITAR), but not limited to U.S. export (ITAR) guidelines
• Valid US driver’s license