Inside Sales Account Manager

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Manager, Inside Sales & Key Accounts, Aviation/Aerospace Southern, CA

Job Summary:

The Manager, Inside Sales & Key Accounts (KAM) is responsible for managing and growing our relationships with key customers. The KAM ensures that the needs of our customers are met, creates strategies to maintain and expand business, and works closely with internal teams to deliver the best solutions. The role involves client management, business development, management of the inside customer service team and contributing to the overall success and growth of the company.

We are a double-digit/rapid growth manufacturer in the Aviation/Aerospace/Defense sector.

Key Responsibilities:

Client Relationship Management:

• Build and maintain strong, long-lasting relationships with key customers.
• Serve as the primary point of contact for key customers
• Understand the customers’ business needs and work to provide customized win-win solutions that protect profitability. Provide best-in-class service, engendering client loyalty and longevity. Provide ‘solutions’ that add value and reduce work for our customers.
• Proactively communicate both externally to the customer and to the internal management team on material issues or opportunities. Effectively communicate issues and elevate problems with appropriate solutions to mitigate issues. Have a high sense of urgency to eliminate problems and complete tasks.

Business Development:

• Identify opportunities for upselling and cross-selling products/services. Negotiate price increases tactfully, profitably and with transparency.
• Collaborate with the internal teams to implement strategies that will help grow the business.
• Develop and maintain a deep understanding of the client’s industry, competitive landscape, and end-market dynamics.

Strategic Planning:

• Initiate account strategies that increase the breath and width of the product offering.
• Monitor account performance, identify areas for improvement, and proactively work with the client and internal teams to resolve any issues.
• Work with VP of sales/management to set stretch yet realistic booking targets for each key account.

Cross-functional Collaboration:

• Work proactively with internal teams (e.g., production, engineering, quality, finance, operations, logistics) to deliver seamless solutions to customers.
• Provide feedback to product development teams on client needs and product improvement opportunities.
• “Own” and shepherd all orders from tip to tail.

Reporting, Analytics and Streamlining Processes:

• Develop and report on key account metrics such as bookings, revenue growth, client satisfaction, and project delivery timelines.
• Prepare and present regular business reviews to customers and internal stakeholders.
• Proactively analyze customer data both in booking, sales or profitability to identify issues and opportunities. Mitigate issue and seize opportunity to ensure meeting growth target.
• Analyze key functional processes for their effectiveness and efficiency. Eliminate non-valued added activities.

Problem Solving & Issue Resolution:

• Provide our customers solutions – solve their problems. Treat each customers’ need with urgency and with deep respect for their business’ health.
• Manage and mitigate risks. Have the intuition to know when a customer requires attention and care.

Qualifications & Skills:

• Bachelor’s degree in Business or Engineering. Experience in industrial machining or manufacturing preferred.
  
  Ideal background:
  
  expertise in a build-to-print manufacturing plant. Client sector:
  Aviation/Aerospace OR heavy Industrial Manufacturing
• Proven experience in customer facing/customer care supervisory roles. A history of inside sales, account management.
• Experience in serving Fortune 100, OEM, Tier 1 customers and high-value accounts.
• Strong understanding of sales principles, account management, and customer service.
• Strong understanding of Engineering, operations, sales processes and relationships cross functionally in a manufacturing environment. Aerospace & Defense (A&D) experience preferred but not required.
• Should have leadership experience: managing an inside sales team –…