Account Manager - Defense Sales

About Coherent Corp.

Coherent Corp. is a leader in materials, networking, and laser technology. We focus on innovation and excellence, providing advanced solutions for various industries. Our commitment to our values (ICARE) drives our success: Integrity, Collaboration, Accountability, Respect, and Enthusiasm.

Job Category: Sales & Business Development

Role Overview

The Aerospace and Defense Account Manager will lead the company’s strategic and tactical approach to key mission-critical accounts. This role involves managing customer relationships, driving business growth, and ensuring customer satisfaction. You will be the main point of contact for all pricing, quoting, and negotiations, focusing on expanding our market share and displacing competitors.

Responsibilities

• 🤝 Manage assigned accounts, serving as the primary contact for both Coherent and customer personnel.
• 💼 Lead all aspects of Coherent’s interaction with customers, including pricing, quotes, and negotiations.
• 📈 Aggressively grow Coherent’s presence at the account, displacing competitors.
• 📢 Keep Product Managers updated on business, upcoming bids, competitive pricing, and differentiators.
• ⚙️ Maintain awareness of operational execution through communication with Program Managers.
• 📊 Maintain a complete record of Coherent’s products in use, focusing on franchise programs.
• 💡 Provide recommendations to Product Management/Business Development for new business opportunities.
• 🤝 Connect managers, engineers, and other personnel between the two companies to facilitate teamwork.
• 🗣️ Advise Senior Management on key decision-makers, market trends, and changes in customer business.
• 📅 Facilitate regular executive engagement meetings to foster long-term relationships.
• 📝 Craft account responses to government solicitations in line with Coherent’s strategy.
• 📢 Provide regular internal updates on the account to key personnel.
• 🎯 Direct the work of other Account Managers, depending on account size.

Required Skills and Experience

• 🎓 Education: Minimum BS Degree in Materials Science, Optics, Mechanical Engineering, Physics, or equivalent.
• 💼 Work Experience: At least 10 years of experience in ISR Systems, lasers, IR imaging, space imaging, or missile seekers, with a focus on business or technical roles.
• 🛡️ 5+ years of experience in Aerospace and Defense with expertise in government contracting.
• 🔒 Must have a current DOD clearance (at least Collateral Secret) or be able to secure one.
• 🤝 Experience in account management with a record of successful growth and relationship building.
• 🗣️ Excellent interpersonal, verbal, and written communication skills.
• 📊 Strong organizational, financial, and business leadership abilities.
• 🔬 Ability to understand and explain technical details to customers.
• 🎯 Ability to identify key technical details as business differentiators.
• ⭐ Strong customer focus and relationship skills.
• 💪 Ability to motivate teams without direct reporting.
• 📈 Proven skills in strategic relationships, product and market development, and marketing communications.
• 🌍 Ability to excel in a cross-organizational, cross-cultural, multi-location team environment.
• 💰 Proficiency with financial terms.
• 🌐 Well-connected in the ISR, laser, and/or opto-electronics industry.
• 📅 Strong project management, attention to detail, and organizational skills.
• 🚀 Self-motivated and able to work with minimal supervision.
• 🧠 Aptitude in decision-making and problem-solving.

Working Conditions

• 🏢 Generally office environment or home office.
• 🏭 Must be comfortable working with manufacturing personnel.
• ✈️ Estimated 30% travel to customer locations and other activities.

Safety Requirements

• ⚠️ All employees must follow site EHS procedures and Coherent Corp. Corporate EHS standards.

Quality and Environmental Responsibilities

• ♻️ Responsible for the execution and maintenance of ISO 9000, 9001, 14001, and other applicable standards.

Culture Commitment

• 🤝 Adhere to company’s values (ICARE): Integrity, Collaboration, Accountability, Respect, and Enthusiasm.

Equal Opportunity Employer

Coherent Corp. is an equal opportunity/affirmative action employer. All qualified applicants will receive consideration for employment without regard to sex, gender identity, sexual orientation, race, color, religion, national origin, disability, protected Veteran status, age, or any other characteristic protected by law.

U.S. Government Export Regulations

To conform to U.S. Government export regulations (ITAR), applicant must be a U.S. person, lawful permanent resident of the U.S., protected individual as defined by 8. U.S.C. 1324b(a)(3), or eligible to obtain the required authorizations from the U.S. Department of State.

Accommodation

If you need assistance or an accommodation due to a disability, you may contact us at talentacquisition@coherent.com.

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