Account Manager

Job Title:

Account Manager

Job Level:

Experienced

Department:

Sales & Marketing

Job Summary:

The Account Manager is the primary liaison between Palomar and assigned account(s). Responsible for customer satisfaction, business growth, and expansion of Palomar's footprint within existing and new accounts. The Account Manager serves as the primary liaison for customer relationships, working collaboratively with the Technical Program Manager (TPM) during contract and program execution, all under the guidance of the Business Unit Manager. Account Managers ensure quality engagement with customers through regular face-to-face interactions, requiring up to 50% travel. Develops and executes a time and territory plan to consistently engage with customers throughout the year. Account Managers are directly responsible for new business pursuits and capture activities, including prospecting, qualifying leads, proposal leadership, and driving orders and backlog expansion. They also serve as the escalation path for customers. Provides leadership at increasing levels of independence across Levels I–III.

Essential Duties and Responsibilities

Key Responsibilities:

Customer & Relationship Management

• Under the guidance of the Business Unit Manager, serve as the company representative and primary liaison for assigned accounts, partnering with TPMs who lead contract and program execution.
• Act as the escalation path for customers, ensuring resolution of issues and maintaining satisfaction.
• Ensure customer satisfaction through proactive communication, meetings, and regular status reports.
• Be highly responsive to customer inquiries with a goal of responding within one business day.
• Establish and maintain a time and territory plan for consistent customer engagement and face-to-face visits throughout the year.
• Facilitate and lead periodic customer site visits, ensuring organizational readiness and meeting expectations.
• Build and maintain strong, trust-based relationships with customers, suppliers, and partners.

Business Growth & Capture

• Identify and qualify opportunities to grow orders and backlog.
• Prospect for new opportunities within assigned accounts and in new areas of application for Palomar products.
• Lead new business pursuits and capture efforts, including proposal development, pricing strategy, SOW compliance, and business case preparation under the guidance of the Business Unit Manager.
• Provide strategic input to proposal approaches and ensure compliance with scope, cost, and contractual requirements.
• Maintain and manage sales funnel, ensuring accurate reporting and tracking of opportunities.
• Gather market intelligence (competitors, pricing, customer pain points) and provide insights to influence account strategies and product roadmaps.
• Generate and maintain Capture Plans for strategic pursuits.
• Own the annual bookings plan and be accountable for tracking, updating, and managing bookings and forecasts to meet evolving business needs.
• In partnership with Business Unit Managers, manage and coordinate external representatives, and consultants, to drive growth and secure new business opportunities, aligning efforts and resources to achieve strategic objectives.
• Lead, assist, visit Industry Tradeshows to generate solid leads to pursue. Subsequently follow-up with leads and relevant actions.

Account Coordination

• Capture and communicate strategy, customer requirements, and insights to functional groups.
• Periodically attend the TPM led cross-functional meetings to understand the latest status on any given contract and program
• Complete trip reports after customer visits, maintaining action item registers and ensuring follow-through of all actions.
• Support annual business planning and strategic initiatives.
• Ownership of program bookings, backlog, scorecards, time and territory performance; assess account health, opportunities, and risks; and drive actions to strengthen customer relationships and achieve business objectives.

Leadership & Organizational Alignment

• Mentor and support junior Account Managers, contributing to development of best practices and standard work.
• Drive alignment across Palomar functions to ensure customer satisfaction.
• Ensure customers are kept informed of activities and progress through effective communication and reporting.
• Provide leadership in shaping strategies for proposals, pricing, and SOW compliance in collaboration with Business Unit Managers.
• Lead assigned account activities and provide strategic input across all accounts, existing customers, potential opportunities, and active pursuits, to inform and support the development of the company's five-year strategic plan and annual planning cycles.

Qualifications

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the required functions.

• Demonstrated planning, organizational, and leadership skills.
• Strong communication and interpersonal influence skills (written, oral, and presentation).
• Self-motivated, high-energy, action-oriented, and customer-focused.
• Strong analytical skills with knowledge of MS Office products and familiarity with program management tools and practices.
• Ability to manage multiple accounts simultaneously under pressure and deadlines.
• Capable of proposal writing, strategy development, and business case preparation.
• Experience with pricing, SOW compliance, and proposal leadership preferred.
• Composure and decisiveness under challenging conditions.
• US Citizenship required. Active security clearance is preferred, or ability to obtain and maintain clearance.
• Willingness to travel up to 50% domestically and internationally.

Account Manager II (Independent)

• Education: BS or MS in Engineering, or BA/MA in Business Administration (Master's preferred).
• Experience: ~10 years in account management or equivalent aerospace manufacturing experience. PMP preferred.
• Scope: Works with little supervision, manages complex accounts independently, and mentors junior staff.
• Work Style: Operates under general direction, sets priorities, and completes objectives with minimal oversight.
• Leadership: Develops leadership skills to mentor team members, leads proposal and capture activities, and integrates strategy and market intelligence into pursuits.
• Customer Engagement: Independently develops and maintains annual time and territory plans (inclusive of Tradeshows and conferences) to drive customer growth and backlog expansion.

Salary Range: $92,000 - $165,000

Physical Demands

While performing the duties of this job, the employee is frequently required to stand, walk, sit, use hands to finger, handle, or feel objects, tools or controls; reach with hands and arms; talk and hear and occasionally required to climb stairs; balance; stoop, kneel, crouch or crawl. The employee must frequently lift and/or move up to 10 pounds and occasionally lift and/or move up to 25 pounds. Specific vision abilities usually required by this job include close, distance, color and peripheral vision, depth perception and ability to adjust focus.

Work Environment

This job operates in a professional office environment floor. This role routinely uses standard office equipment such as computers, phones, photocopiers, filing cabinets and fax machines.

Travel required up to 50%

*Due to export control laws and government contract obligations, must be a US citizen*

• To comply with U.S. export laws and regulations, Palomar Products Inc. operations in the U.S. may only employ "U.S. Persons" as defined by the International Traffic in Arms Regulations (ITAR).

**Equal Employment Opportunity (EEO) and Affirmative Action (AAP) Employer

Palomar Products is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed to equal employment opportunity regardless of age, race, color, religion, sex, sexual orientation, gender identity or expression, medical condition, national origin, marital status, disability, pregnancy or parental status, childbirth, genetic information, or military and veteran status. Request an Accommodation. Read further information regarding Affirmative Action narrative availability.

Palomar Products participates in E-Verify: Details in English and Spanish. Right to Work Statement in English and Spanish. EEO is the law. Pay Transparency Nondiscrimination Provision.

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