Strategic Account Manager

This is a fully remote position, open to applicants in Germany, +1 more country.

📋 Description

• Formulate and implement strategic account plans for designated clients

• Discover and assess new opportunities within commercial, civil, national security, defense, and space sectors

• Foster customer engagement from the initial concept phase through to production

• Cultivate relationships with engineering, procurement, program management, executive leadership, and supply chain teams

• Shape customer technology roadmaps through proactive engagement

• Manage customer revenue, bookings, margins, and pipeline performance

• Create annual growth strategies for accounts and 1-3 year business plans

• Facilitate quarterly business reviews

• Oversee opportunity management, forecasting, and pipeline reporting utilizing Salesforce CRM

• Lead commercial discussions related to optical assemblies, precision optics, laser systems, optical coatings, imaging systems, infrared optics, SWIR/MWIR/LWIR solutions, optical payloads, and space-qualified optical hardware

• Convert customer technical requirements into internal development tasks

• Collaborate with Engineering, Product Management, Program Management, Manufacturing, Operations, Quality, and Supply Chain

• Direct opportunity qualification, capture strategies, competitive positioning, pricing strategies, proposal development, contract negotiations, and risk assessment

• Establish trusted relationships with customer stakeholders

• Represent G&H at technical reviews, customer audits, executive meetings, and industry conferences

• Coordinate cross-functional teams to ensure clarity of requirements, identification of risks, achievement of manufacturing readiness, and fulfillment of commitments

• Attain targets for bookings and revenue growth, gross margin performance, pipeline expansion, opportunity conversion, win rates, forecast accuracy, customer satisfaction and retention, and strategic account plan goals

⛳️ Requirements

• Bachelor's degree in Optical Engineering, Physics, Mechanical Engineering, or equivalent commercial experience

• Master's degree or MBA is preferred

• Proven experience in project management, commercial negotiations, and strategic account development

• Demonstrated background in technical sales or business development

• Experience managing strategic accounts with annual revenues exceeding €10M

• Strong comprehension of optical technologies

• Commercial insight and acumen

• Proficiency in managing technically complex, prolonged sales cycles

• Willingness to travel domestically and internationally up to 25-30%

• Possible eligibility restrictions due to government security and export control regulations, including nationality, previously held nationalities, and place of birth

🏝️ Benefits

• Competitive total remuneration package, reflective of experience

• Ongoing learning opportunities

• Career advancement and development prospects

• Collaborative and supportive workplace culture