Strategic Account Manager Mil-Aero & Medical

The Strategic Account Manager is responsible for driving account and market-level growth across the company's Mil-Aero and Medical segments. This role owns a portfolio of strategic accounts and is responsible for the day-to-day management, growth strategy, and execution within assigned markets and customers.

This is a hands-on relationship and program management role, balancing customer advocacy with cross-functional execution. The role collaborates closely with Engineering, Operations, Quality, Supply Chain, and Finance to manage programs from opportunity through production.

ESSENTIAL JOB DUTIES & RESPONSIBILITIES

1. Strategic Account Management

• Own and grow a portfolio of strategic Mil-Aero and Medical accounts, serving as the primary point of contact
• Develop and execute account and market-level growth strategies for assigned accounts, in alignment with the broader business development strategy
• Identify and capture net new business opportunities across both markets while growing existing account relationships
• Manage account level commercial activity, including opportunity development, quoting, and contract negotiations, for assigned customers

2. Program Execution

• Manage customer programs from opportunity through production, coordinating cross-functional teams to meet critical milestones
• Grow existing programs and pursue new program awards within assigned accounts to expand the account base
• Drive accountability across Engineering, Operations, Quality, and Supply Chain, including quality escalations, audits, and corrective actions

3. Customer Engagement

• Represent the voice of the customer internally while balancing business objectives and operational constraints
• Lead customer meetings, business reviews, and strategic planning sessions with senior-level audiences
• Navigate difficult conversations on pricing, delivery, quality, and schedule with professionalism and confidence

4. Forecasting & Reporting

• Own monthly account-level sales forecasting and pipeline visibility, feeding segment-level bookings and gap tracking
• Prepare business proposals, quotations, and value-based commercial recommendations
• Maintain accurate CRM data and reporting

5. Additional Responsibilities

• Travel to customer locations and company facilities as required
• Perform other duties as assigned

QUALIFICATIONS

Experience/Background:

Minimum of 5 years of experience in Strategic Account Management, Business Development, Program Management, or Technical Sales within the Military & Aerospace / Defense industry Prior experience with a defense prime contractor strongly preferred Experience working with OEMs, defense contractors, and government/defense procurement environments Experience leading cross-functional programs in a manufacturing environment Based in the Washington, D.C. metropolitan area, with the ability to travel domestically approximately 50%, including regular on-site presence (at least monthly) at the company's Frederick, MD facility, periodic travel to the Indianapolis facility, and travel to customer locations as needed Must be a U.S. Citizen with the ability to obtain a U.S. Government Security Clearance

Skills:

1. High energy and results-oriented, with strong follow-through across multiple concurrent accounts and programs

2. Strong listening and consultative selling skills, paired with clear, direct communication

3. Project management and cross-functional program leadership skills

4. Advanced communication and presentation skills, suited to engaging with senior-level audiences

5. Ability to influence and drive accountability across functional teams without direct authority

6. Skilled negotiator with strong conflict-resolution capabilities

7. Disciplined approach to forecasting, pipeline management, and account planning

8. Proficiency with CRM systems and Microsoft Office tools

Education:

1. Bachelor's degree in Engineering, Business, or a related technical field preferred

2. Equivalent combination of relevant education and work experience will be considered

ENVIRONMENTAL & PHYSICAL REQUIREMENTS

Office / Field Requirements:

Incumbent must be able to perform the essential functions of the job. Work is performed in a combination of office and field environments, with approximately 50% travel. This includes regular on-site presence (at least monthly) at the company's Frederick, MD facility, periodic travel to the Indianapolis facility, and travel to customer locations as required. Ability to sit for extended periods and work on a computer. Ability to travel by car, airplane, or train. Occasional lifting up to 10 pounds.

ADDITIONAL INFORMATION REGARDING JOB DUTIES AND JOB DESCRIPTIONS

Job duties include additional responsibilities as assigned by one's supervisor or other managers related to the position/department. This job description is meant to describe the general nature and level of work being performed; it is not intended to be construed as an exhaustive list of all responsibilities, duties and skills required for the position. The company reserves the right at any time with or without notice to alter or change job responsibilities, reassign or transfer job position or assign additional job responsibilities, subject to applicable law. The company shall provide reasonable accommodations of known disabilities to enable a qualified applicant or employee to apply for employment, perform the essential functions of the job, or enjoy the benefits and privileges of employment as required by the law.