Sales Account Manager

3 weeks ago

Downey, United States Carlton Forge Works Full time $75,000 - $125,000
With more than 120 operations and approximately 20,000 employees worldwide, Precision Castparts Corp. is the market leader in manufacturing large, complex structural investment castings, airfoil castings, forged components, aerostructures and highly engineered, critical fasteners for aerospace applications. In addition, we are the leading producer of airfoil castings for the industrial gas turbine market. We also manufacture extruded seamless pipe, fittings, and forgings for power generation and oil & gas applications; commercial and military airframe aerostructures; and metal alloys and other materials for the casting and forging industries. With such critical applications, we insist on quality and dependability – not just in the materials and products we make, but in the people we recruit.

PCC is relentless in its dedication to being a high-quality, low-cost and on-time producer; delivering the highest value to its customers while continually pursuing strategic, profitable growth.

In 2016, Berkshire Hathaway, led by Chairman and CEO Warren E. Buffett, acquired Precision Castparts Corp.

Job Description:
The Account Manager is responsible for managing all aspects of the Carlton Forge Works relationship with a strategic account or selected accounts. The individual acts as the lead contact for our customers on issues relating to momentum business including order management, operational quality and delivery performance, change orders, pricing adjustments within negotiated contracts and other day-to-day business decision-making. The individual coordinates cross-functional teams to satisfy our customer needs.

The Account Manager supports the growth of existing account revenues by working with the sales group and through consultative selling of solutions. The individual must be able to support the development of complex new business opportunities by establishing relationships at the mid/senior level with multi-site customers. This position typically requires 85% of account management activities along with 15% of new business development activities.

Key Responsibilities:
  • Know and understand the products and sales plan for assigned account(s) and make sure it executes on a timely basis at planned or above performance levels.
  • Develop and maintain relationships with key decision-makers at multiple levels within our customers' organizations, especially at the middle and upper management levels.
  • Act as a trusted advisor, recommending continuous improvement with existing products to maximize financial results. Know monthly, quarterly, yearly momentum sales targets for accounts and make sure we achieve them.
  • Maintains excellent customer satisfaction as measured by ongoing customer satisfaction metrics.  
  • Lead the monthly reporting of customer satisfaction metrics on quality, delivery, and other performance, identify and champion root cause corrective actions to ensure the business meets the operational excellence expected by customers.
  • Provides timely and accurate reports to site management on activities and customer status.
  • Works with site resources to develop and execute account strategy and to ensure customer needs are being met.
  • Assist in the yearly sales forecast for customer accounts.
  • Manage and enter orders and customer change orders as necessary to ensuring that we optimize factory utilization, meet/manage customer expectations and achieve business objectives.
  • Ability to read, understand and negotiate contracts. 
  • The individual must understand cost modeling, estimating, pricing approaches and financial models to determine rates of return associated with the business.
  • Manage Long Term Agreements (LTA’s) making sure we effectively achieve all the sales and value identified.

Required Skills & Experience:
  • MBA preferred / BS or BA in engineering or business or as specifically approved by the hiring manager.
  • Minimum seven years experience in the aerospace industry with 2 plus years experience in technical sales/ program or account/ contracts management.
  • Exceptional ability to motivate and influence key contacts and decision-makers required.
  • Proven ability to listen, extrapolate information and leverage resources to provide solutions to customers.
  • Excellent ability to communicate at all levels within an organization is required.
  • Excellent written and oral presentation skills.
  • Financial and Business Management aptitude.
  • Demonstrated ability to work in cross-functional, team-oriented environments.
  • Excellent negotiation skills.
  • Strong customer relationship-building skills.
  • Ability to understand cost build-up, sales margin, investment returns and impact to business.
  • Intermediate to advanced Microsoft Office skills to support the presentation of positions both internally and externally.
  • 5% to 15% travel may be required on a as-needed basis.

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