Esterline Technologies Corporation
Account Manager, Esterline Advanced Sensors - North America
Esterline welcomes people who share our determination and high standards to join us in doing work that moves the world forward. We design, manufacture, and market highly engineered products and systems principally for the aerospace and defense markets. Advanced Sensors, a wholly-owned subsidiary of Esterline, produces various temperature and speed sensors, as well as electrical harnesses, cables, and related hardware.
Company Name: Esterline Advanced Sensors, a subsidiary of Esterline Technologies Corporation
Industry: Aerospace/Military Products
Number of Employees: 50
Title: Account Manager
Job Family: Sales/Marketing
Reports to: Site Sales Director
Works with: Sales Staff, Engineering, Quality, Finance, and Customer Service
Location: Buena Park, CA, USA
Type: Full Time
Manages existing business with customers in order to achieve sales and order budgets
Act as the communication focal point to the internal and external customer maintaining regular follow-up including, but not limited to, the timely resolution of new product design milestones, production delivery issues, customer corrective action activities, or any other issue that may arise directly affecting customer satisfaction
Responsible for customer score card for assigned customer(s) including regular reconciliation (Example: OTIF and PPM coordination and taking lead role to ensure customer targets are met and sustained)
Prepares and inputs forecasts into the Spitfire planning tool to support weekly SIOP, quarterly forecasting (FRQ), annual budgeting, and annual Strategic Business Statement (SBS) planning for assigned customers' existing business (status 30 and 40)
Regularly visits and contacts customers to support customer-required meetings, understand specific issues, identify growth opportunities, document issues and actions to be taken including communication of the same and follow up to closure, and/or present company's product portfolio and business strategies
Directly responsible for the account roadmap, pricing policies and implementation via appropriate systems, contract negotiation including required terms and conditions, bid and proposal preparation in response to customer Request for Quote / Request for Proposal, tracking of all opportunities and activities in required database, and investment of engineering resources for assigned customers. Appropriate approvals must be obtained as required
Owner of sales activities during the New Product Introduction process. Identify any new/out-of-scope requirements that impact timing and/or cost and negotiate with customer regarding necessary cost recovery
Participates and provides input to the Business Development Manager for the Strategic Account strategy including support in existing or new contract negotiations
Primary communication with strategic customers is on existing business
Responsible for coordinating resources, inputs, and/or information as needed to complete customer surveys, necessary work transfer forms, or other documents required by customers as part of ongoing business
Provides weekly and monthly reporting to the Site Sales Director, customer, and Local Management Team including a customer dashboard to track the health of the business and execution of the budget
Monitors overall product profitability and identifies areas of concern, opportunities for improvement/change, and/or contractual risks that will directly affect the business
Support LEAN Enterprise implementation, and other EAS continuous process improvement initiatives
Must be able to understand and communicate various terms and conditions contained within customer agreements, contracts, purchase orders, or elsewhere and coordinate with applicable departments. This includes contract flow down after contract execution to relevant Site stakeholders and ensuring adherence to terms and conditions by both the business and the customer
Conduct market research and analysis to evaluate customer performance, identify new sales opportunities, and/or support business needs regarding operations management
Maintain the highest ethical standards, even when challenged from above
Understand and live by Esterline's ethics and business conduct policies
Performs other duties as required
Bachelor's degree in Business, Engineering or related field required
Minimum 7 years professional experience in one or a combination of the following: Program Management, Customer Service, Account Management, Inside Sales, or Product Management, in a manufacturing environment.
Must have a minimum of 5 years direct sales, customer interaction and/or account management experience in a manufacturing environment, Aerospace preferred.
Advanced skill level in Microsoft Office Suite (Word, Excel, PP)
Advanced to expert skill level with MRP systems. (Max, Syteline, SAP, etc)
Advanced skill level in communication and ability to work/communicate with team members located locally and internationally.
Must be able to travel 30% of the time domestically and internationally with short notice.
PMIC Certification a plus
Demonstrated ability in the Esterline competencies for employees new in their role: As an individual contributor you will be expected to demonstrate the following competencies: Customer Focus, Listening, Problem Solving, Action Oriented, Composure, Functional/Technical Skills, Ethics and Values, Integrity and Trust and will need to Value Diversity.
Esterline is an Equal Opportunity Employer.
Esterline Technologies Corp