Defense Key Account Manager for Italy

Job Overview

The Key Account Manager is the focal point of contact for global OEM defense customers and/or defense Tier 1 suppliers. KAMs will identify, develop, and implement near-term and long-term business development strategies relating to the development of their most strategic customers. While leading and developing a team of Account Managers, the KAM will oversee customer relationships, forecasting, sales support, and customer roadmaps. They identify market and customer opportunities and determine the feasibility of business and customer development. The KAM will coordinate with Field Application Engineers and Product Managers. The Key Account Manager for Aerospace & Defense is responsible for developing and executing a comprehensive OEM sales and business development strategy to grow a profitable Aerospace & Defense business.

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The typical activities this position will cover are:

• Develop and execute a 5-year Customer strategic account plan to drive +10% annual profitable growth in OEM defense and/or Tier 1 defense suppliers
• Coach account managers into future sales leaders with a constant eye for identifying and recruiting new talent
• Map out complete opportunities per OEM program and/or regional/global platforms
• Go up and down customers’ organizations (engineering, purchasing, marketing, legal, etc)
• Drive comprehensive communication and team alignment to deliver the Defense strategic plan through support from customer care, quality, engineering, product management, operations, and legal
• Manage executive relationships with major customers and business partners to ensure strategic alignment.
• Drive go-to-market strategy in support of the Defense strategy
• Lead and stand accountable for the regular sales operations, including revenue generation, revenue monitoring and forecasting, new business development and design wins, and customer relationship management
• TE Pipeline development and conversion to design wins and sales revenue
• YoY revenue growth
• 5-year strategic growth targets
• Own sales funnel (SFDC) and maintain forecast accuracy
• This role requires active engagement with customers, including activities such as commercial transactions, project identification and support, contract negotiation, issue resolution, and long-term technical partnerships
• Stay updated on relevant local, regional, and global defense regulations, market trends, and technology trends 

What your background should look like:

• Bachelor’s Degree required, preferably in Business Administration or Engineering, MBA preferred
• Must have 7 years or more experience with OEM defense customers and/or Tier 1 defense suppliers
• At least 7 years or more in technical field sales or marketing
• Sales/Engineering experience in the semiconductor or sensor industry a plus
• EV/PHEV powertrain, brake systems, motors, battery, ADAS experience a plus
• Clear, strategic thinker with the ability to execute on priorities
• Innovative problem solver
• Experience working with MS Power Point, Excel, Word, and Outlook (Salesforce is a plus)
• Travel flexibility up to 75 % within the assigned territory or customer base and TE site
• Fluent in English and Italian

Competencies