Sales Account Manager Military/Aerospace, Western US Territory

PerkinElmer Optoelectronics is hiring an experienced Sales Account Manager for their Military / Aerospace product line - Western US territory.  The position will be based in Fremont, CA, however a significant amount of travel will be required.  Fremont manufactures a range of lighting products for the consumer, industrial, military/aerospace and medical sectors.  For further information, see www.perkinelmer.com. Purpose 

The Sales Account Manager will be responsible for the achievement of sales targets, design win capture, and continued revenue growth for the assigned territory within the Military / Aerospace Product Group. This person will report to the Global Sales Leader, Military / Aerospace Product Group.

 Key Responsibilities

The Sales Account Manager will ensure the execution of revenue and design wins for the Military / Aerospace business.  This individual must be able to sell strategically and thrive in a cross-functional team environment.  Specifically, this individual will:

?  Own direct account management, driving the attainment of sales, profit and market share objectives.  Develop and deliver strategic sales presentations, build solid customer relationships, and negotiate and close deals within Company guidelines; 

?  Reinforce a design-win culture with existing customers and new prospects;

?  Maintain knowledge and expertise in relevant products and markets; monitor competitive activity and market trends; partner with Product Management & Applications Engineering to develop strategic and tactical response;

?  Serve as initial point of contact on issues within the region; coordinate evaluation and input by appropriate Optoelectronics functional colleagues;

?  Support core business processes including the cash call, monthly & quarterly operating reviews, and annual operating planning through forecasting effectiveness, sales reporting, and expense management;

?  Play a key role in evaluating, managing, and refining the distributor / channel partner relationships.

 Critical Success Factors 

?  Technical Skills:  7+ years of sales experience with demonstrated knowledge of OEM sales in the military and/or aerospace markets.  Distribution / sales representative experience.  Bachelor?s degree in a business or engineering discipline; MBA desirable. 

?  Communication Skills:  Strong leadership presence with an ability to develop and deliver targeted presentations at all levels within an organization.  Demonstrated interpersonal savvy with proven ability to build effective relationships throughout all levels internally and externally.

?  Leadership and Management of Resources:  Demonstrated ability to be effective within a cross-functional environment.  Expertise motivating others toward the achivement of objectives.

? Business & Organization Knowledge:  Understands the PerkinElmer business and core processes.

? Performance:  Exhibits a strong bias for action with a results-orientation.  Drives self and others to deliver on commitments.  Anticipates and adjusts, demonstrating positive change management.