Sales Account Leader

With more than 120 operations and approximately 20,000 employees worldwide, Precision Castparts Corp. is the market leader in manufacturing large, complex structural investment castings, airfoil castings, forged components, aerostructures and highly engineered, critical fasteners for aerospace applications. In addition, we are the leading producer of airfoil castings for the industrial gas turbine market. We also manufacture extruded seamless pipe, fittings, and forgings for power generation and oil & gas applications; commercial and military airframe aerostructures; and metal alloys and other materials for the casting and forging industries. With such critical applications, we insist on quality and dependability - not just in the materials and products we make, but in the people we recruit.

PCC is relentless in its dedication to being a high-quality, low-cost and on-time producer; delivering the highest value to its customers while continually pursuing strategic, profitable growth.

In 2016, Berkshire Hathaway, led by Chairman and CEO Warren E. Buffett, acquired Precision Castparts Corp.

Wyman-Gordon is a worldwide supplier to the aerospace and industrial gas turbine markets. We hold quality accreditations for all the major airframe and engine manufacturers for both civil and military applications. Wyman-Gordon creates rotating closed-die forgings which are critical for aerospace and land-based gas turbines. Wyman-Gordon also manufactures structural forgings for airframe, nuclear, petrochemical, power generation, and space applications.

Location Profile: Located in Paramount, CA, Carlton Forge Works, LLC produce seamless rolled rings and open and closed die forgings for the aerospace, gas turbine, industrial, commercial and nuclear industries with one of the most extensive lines of equipment and truly skilled craftsmen anywhere.

Position Summary: The Sales Account Leader (aka "Account Manager") is responsible for managing all aspects of the company's relationships with a strategic account or group of selected accounts. The individual acts as the main contact for customers on issues relating to order management, operational quality and delivery performance, changing orders, pricing adjustments within negotiated contracts and other day-to-day business decision making. The individual coordinates with cross-functional teams to satisfy customer needs.

Primary Duties & Responsibilities: The position supports growth of existing account revenues by working with the sales group and through consultative selling of solutions. The individual must be able to support the development of complex new business opportunities by establishing relationships at the mid/senior level within multi-site customers.

This position typically requires 85% account management activities along with 15% new business development activities.

Key Responsibilities:

1. Know and understand the products and sales plan for assigned account(s) and make sure it executes on a timely basis at planned or above performance levels.
2. Develop and maintain relationships with key decision makers at multiple levels within the customers' organizations, especially at the middle and upper management levels.
3. Act as a trusted advisor, recommending continuous improvement with existing products to maximize financial results. Know monthly, quarterly, annual sales and margin targets for accounts and make sure the company achieves them.
4. Maintain excellent communication and relationships with customers. Monitor customer's satisfaction metrics. Lead the monthly reporting of customer satisfaction metrics on quality, delivery, and other performance, identify and champion root cause corrective actions to ensure the business meets the operational excellence expected by customers.
5. Provide timely and accurate reports to site management on activities and customer status.
6. Has an exceptional ability to motivate and influence key contacts and required decision makers.
7. Proven ability to listen, extrapolate information and leverage CFW resources to provide solutions to customers.
8. Excellent ability to communicate at all levels within the organization.
9. Work with site resources to develop and execute account strategy and to ensure customer needs are being met. Assist in the yearly sales forecast for customer accounts.
10. Manage and enter orders and customer change orders as necessary to ensuring that we optimize factory utilization, meet / manage customer expectations and achieve business objectives
11. Has the ability to read, understand and negotiate contracts. The individual must understand cost modeling, estimating, pricing approaches and financial models to determine rates of return associated with the business.
12. Manage Long Term Agreements (LTA's) making sure the company effectively achieves all the sales and values identified.
13. Work with customers to avoid or eliminate payment issues.
14. Lead initiatives to improve margin and identify strategies to improve revenue and/or grow the business.

Skills Required:

• Excellent written and oral presentation skills
• Intermediate to advanced Microsoft Office Suite skills to present internally & externally
• Financial and Business Management aptitude
• Demonstrated ability to work in cross-functional, team-oriented environments
• Excellent negotiation skills
• Strong customer relationship building
• Ability to understand cost estimates & build-up, sales pricing/margin, investment returns and impact to business, and the ability to assess business case.
• Effectively manage indirect reporting structure of supporting contracts team who are responsible for the day-to-day execution of major customer accounts. Must work with the sales bid/proposal/support team effectively to create favorable outcomes of sales growth for the organization.
• 5% - 15% travel may be required on an as-needed basis.

Education/Experience:

• BS/BA (or substitute experience) in Engineering, Business, or Marketing is required. MBA preferred.
• 5+ years of experience in the aerospace industry is required. Forging industry a plus.
• Technical Sales, Program/Account or contracts management is required.