Navy Account Manager

Navy Account Manager

The Navy Account Manager drives revenue production and account penetration for a portfolio of named Navy accounts. Additionally, the Navy Sales Manager will work closely with the USMC/Navy Director to support the company's strategic goals to win named Navy business.

Location: San Diego, CA preferred; Remote acceptable

We Take Care of Our People:

Paid Time Off and 401K with Employer Match and Profit Sharing, Health and Wellness Benefits, Learning and Development Opportunities, Referral Program, Competitive Pay, and Recognition, Employee Stock Purchase Plan, Inclusive & Supportive Culture

Salary Range: $108,900.00 - $120,000.00 per year plus bonus. Please note that the salary range information provided is a general guideline only, reflecting a position based in California. Criteria such as the candidate's qualifications and relevant experience, the scope of the specific position, as well as market and business considerations will be evaluated when extending an offer.

Your Challenge:

1. Develop and execute a strategic sales plan to achieve revenue targets within the Navy and maritime defense sectors.
2. Effectively communicate strategies and plans with leadership, Inside Sales group, and supporting organizations (engineering, customer service)
3. Drive profitable sales growth for a portfolio of PacStar products into Navy and other accounts as assigned
4. Maintain key accounts, establishing relationships with Navy Program Managers, Senior Officers, Senior Enlisted and other key decision makers
5. Gain trust of Subject Matter Experts (SMEs), who make influential technical decisions
6. Establish a trusted partner relationship with customer at all influence and decision-making levels to understand their key business drivers
7. Manage accounts and transactions across multiple customer locations and operating organizations within the territory
8. Work collaboratively with engineering, program management, and logistics teams to deliver PacStar hardware, software and integrated solutions that meet customer specifications
9. Demonstrate business acumen through business case preparation, ROI analyses, cost/benefit analyses and other performance metrics
10. Provide account leadership on development of responses to RFP's, RFI's, OTA's, and unsolicited proposals
11. Stay abreast of developing and leading-edge solutions, products, and services
12. Provide responsive, timely, and thorough resolution of customer escalations
13. Implement strategic and consultative selling methodologies to drive revenue growth
14. Conduct regularly scheduled territory/account reviews with Sales Management
15. Provide timely and accurate account status reports, forecasts, and business plans to sales leadership and operational teams as required
16. Travel regularly within your region establishing a schedule of sales calls to existing and new customers.
17. Involvement in Trade Shows and other functions deemed to be in the best interest of development of new business
18. Other duties as assigned

What You Bring:

• 5+ years' successful sales and account management experience selling into Navy
• Strong understanding of Navy procurement processes, programs, program management, and defense contracting.
• Experience working with NAVSEA, NAVAIR, and other Navy commands.
• Understanding of CRM tools and the value of data integrity
• Proven success managing complex, long-cycle sales processes and high-value accounts
• Proven track record of achieving quota required
• Working knowledge of voice, network, data, security products and solutions
• Cisco experience preferred but not required
• Excellent verbal, written, presentation and interpersonal skills
• Strong organizational and negotiation skills
• Ability to work well with the team
• Sound decision making and problem-solving capabilities
• Ability to present professional image of self and Company
• Ability to handle customer inquiries and escalations professionally
• Thorough knowledge of computer and related business applications including MS Office
• Valid driver's license, current auto insurance and reliable vehicle as required by transportation needs of the market
• Ability to travel up to 50%
• Ability to access military installations to meet with customer base
• Active or ability to obtain a U.S. SECRET security clearance from the US Government
• Must be able to self-organize workloads and manage all deadlines
• Accuracy and attention to detail is a must