Strategic Account Manager in Orchard Park, New York at ITT Enidine Incorporated

Will manage and grow an established book of military business for energy absorbing and motion control products, utilizing hydraulic, elastomeric, and wire rope energy absorption technologies. Focus is on increased customer satisfaction, growth of legacy business, and development of new business through established or new accounts. Market is for military customers in the United States with primary responsibility and focus on the Naval shipboard equipment and systems, missile defense and transport, military vehicle systems, and weapons recoil, as well as other various defense applications requiring energy management. When not traveling to customers the individual will preferably work in Enidine’s Orchard Park, New York office.

• Achieve desired yearly Sales, Orders, New Business Wins and Price Realization targets.
• Make frequent direct sales calls to drive growth, retention, profitability, and optimize market penetration.
• Manage established accounts, negotiate pricing, and provide service and contractual support.
• Have familiarity with US government TINA requirements and possess ability to negotiate and defend profit.
• Work witPricing Analyst on pricing strategies to optimize profitability.
• Engage with Design Engineering and Program Management to coordinate new product development activities with customers.
• Prepare monthly order forecast.
• Assist with annual Sales and Operations Plan to support business growth objectives and strategic plan.
• Remain cognizant of all pertinent competitive activities worldwide, including technical developments, competitor pricing strategies and market share data.
• Effective logistic and time planning of sales activities, travel planning, and prioritizing of activities.
• Produce effective verbal and written communication for activities and sales reports, customer correspondence, etc.
• Forge effective communication and working relationships with Inside Sales Representatives and Inside Sales Supervisor necessary to manage and grow customer base.
• Provide voice of customer to help coordinate and expedite factory resources necessary to meet customer requirements.
• Assist with advertising and sales promotion programs as required.
• Coordinate with marketing group for participation in trade shows and other industry activities. Attend trade shows and promote products and capabilities at trade show booth.
• Organize and manage sound proposal preparation, pricing establishment and quotation activities.
• Effectively utilize Oracle ERP System as well as basic understanding of business software programs (Microsoft Excel, Word, Power Point, etc.)
• Recommend, investigate and document new product opportunities.

Key Performance Metrics:

• Achieving yearly Order goals
• New business development and wins (against goal)
• Price realization (against plan)
• Business Unit profitability (against plan)
• Product / Application portfolio diversification (against goal)
• New target account development (against goal)

Need to have a 4 year BS Mechanical Engineering degree along with 5+ years outside technical selling experience, with a minimum of 3 of them working directly in the military market. Individual should possess significant initiative and ability to develop, implement, and achieve goals. It is also preferred that successful candidates already have strategic alliances with several key contacts in the defense marketplace. Overnight travel (up to 35%) domestically as required. Must have excellent interpersonal skills and the ability to work with diverse and global employees, including the ability to motivate, energize, and enhance performance of team mates. Polished presentation and communication skills are essential.

ITT Enidine is proud to be an equal-opportunity employer, committed to a diverse work force and a safe and healthy work environment for all employees.

This position requires use of information which is subject to the International Traffic in Arms Regulations (ITAR). All applicants must be U.S. persons within the meaning of ITAR. ITAR defines a U.S. person as a U.S. Citizen, U.S. Permanent Resident (i.e. 'Green Card Holder'), Political Asylee, or Refugee.