At Safran Electronics & Defense Avionics USA, we are driven by innovation, precision, and purpose. As part of the global Safran Group, our culture is built on teamwork, collaboration, and a shared commitment to excellence through our global initiative, Safran Together. Join a passionate team where your contributions make an impact\u2014because at Safran, we move forward together. Job Summary: The US Military and Defense Key Account Manager \u2013 Aerospace & Defense is responsible for managing and growing strategic relationships with the U.S. Department of Defense (DoD), military branches, prime contractors, and system integrators. This role drives business development, influences customer requirements, ensures the execution of key account plans, and aligns company product and technology roadmaps with customer needs. Essential Job Functions: Strategic Account Management: \u2022 Develop and execute Key Account Plans for assigned defense customers. \u2022 Detect customer needs and create favorable conditions for product selection, in alignment with internal directorates. \u2022 Establish and manage NDAs, MoUs, and MoAs with customers. \u2022 Build and maintain strong relationships with senior DoD and prime contractor stakeholders. \u2022 Measure customer satisfaction and manage potential issues proactively. Business Development & Customer Influence: \u2022 Identify and pursue new business opportunities within assigned accounts. \u2022 Influence RFIs and RFPs to align with company capabilities. \u2022 Anticipate bid opportunities and ensure well-organized, competitive responses. \u2022 Engage institutional and government decision-makers relevant to customer programs. \u2022 Represent the company at industry trade shows, technical events, and senior-level meetings. Alignment with Strategic Roadmaps: \u2022 Provide customer insights, market intelligence, and competitive analysis to marketing, product management, and R&T teams. \u2022 Align products and technical roadmaps with customer needs via Tech Days, and other forums. \u2022 Coordinate actions across product line managers, sales, programs, technical, support, quality, and operations teams to ensure unified customer engagement. Commercial & Contract Execution: \u2022 Participate in the preparation and presentation of commercial offers. \u2022 Support contract negotiations and multi-program deal consistency. \u2022 Ensure compliance with FAR/DFARS, ITAR, and export control regulations. \u2022 Support overdue account recovery when required. Communications & Continuous Improvement: \u2022 Recommend communication actions to enhance visibility with the customer. \u2022 Lead continuous improvement initiatives within the Key Account Management function. \u2022 Track KPIs, forecast accuracy, and account health metrics to ensure performance.
Job Requirements
Required Competencies: Education/Experience: \u2022 Bachelor's degree in Business, Engineering, or related field; MBA preferred. \u2022 8\u201310 years of experience in aerospace, defense, or military-focused account management. \u2022 Proven success in securing and managing complex defense contracts. \u2022 Proficiency with CRM tools, Microsoft Office Suite, and familiarity with ERP/EAM/PLM systems. \u2022 U.S. Citizenship required; active or eligible security clearance preferred. Knowledge, Skills, and Abilities: \u2022 In-depth understanding of U.S. Department of Defense (DoD) procurement processes, including FAR/DFARS regulations and defense acquisition lifecycle. \u2022 Strong knowledge of aerospace and defense products, systems, and services relevant to U.S. military applications. \u2022 Familiarity with ITAR, export controls, and government compliance requirements. \u2022 Understanding of prime contractors, system integrators, and subcontractor networks within the defense ecosystem. \u2022 Awareness of competitive landscape, industry trends, and emerging defense technologies. Leadership Skills / Management Skills / Personal Skills Leadership Skills: \u2022 Ability to set vision, develop strategy, and rally cross-functional teams around key objectives. \u2022 Skilled in guiding internal stakeholders (programs, engineering, legal, operations, finance) toward common goals in complex sales cycles. \u2022 Experience influencing without direct authority in a matrixed organization. Management Skills: \u2022 Account planning and pipeline management with a disciplined approach to forecasting. \u2022 Contract negotiation and management within government frameworks. \u2022 Budget management and resource allocation to maximize account profitability. Personal Skills: \u2022 Exceptional interpersonal and relationship-building skills with senior-level defense stakeholders. \u2022 Persuasive negotiation and presentation skills tailored to highly technical and regulated environments. \u2022 Strong problem-solving, adaptability, and resilience in high-pressure situations. \u2022 High integrity, discretion, and trustworthiness\u2014essential in defense industry engagements. Travel Requirements: \u2022 Willingness and ability to travel up to 40%, primarily domestic travel to military installations, prime contractor facilities, and defense industry events; occasional international travel to Safran facilities.