Description Position Purpose:This position reports to a Sales Director with the primary responsibility to serve as main customer interface, satisfy customer requirements and increase business to existing or new accounts.
Customer base is large and complex with regional or global focus resulting in significant impact to the business unit. This position is intended to be a remote position in which the Customer Account Manager is permanently located in the Southwest region of the United States.Essential Functions:Regular interface with customer regarding major requests and/or issues.Maintain a constant level of superior customer service and develop long-lasting customer relationships to elevelate the Woodward position at managed accountsTravel and meet directly with customers as necessary to solicit and secure first-hand insight to identify opportunities and guide successful win strategiesCompose & execute strategic multi-year account plans (Gold Sheet).Identify, maintain and document strategic relationships inside the account and outside the account (i.e., consultant, competitor, channel partner).Identify and develop new business opportunities.Responsible for meeting margin and growth targets with assigned accounts.Ensures success of customer directed NPI programs.Facilitate engineering support for application of products, capabilities and competencies.Facilitate customer technology reviews and early customer engagement exchangeManage large proposal efforts including strategic programs.Establish proposal pricing strategies and cost targets.Negotiate contracts, agreements, terms and conditions.Responsible for monthly and yearly sales forecasting tasks.Facilitate major non-forecasted requests with production planning group.Oversee product and service warranties to ensure customer/product resolution.Responsible for accounts receivables.Perform account reviews (internal and external).Gathers and communicates market intelligence.Oversees customer directed (derivative) development programs.Oversees compliance to regulatory or customer specific requirement (i.e., import/export, licenses, proprietary information, FAA, IC, etc.).Ensures customer documentation is distributed and retained.Travel to customer site as needed.Identify opportunities and/or participate in continuous improvement activities.Identify and mitigate business risk.Provides input and engages in analysis of market intelligence for product roadmap development or strategic planning.Ensures internal communication/cooperation is achieved.Other Functions:May lead international account teams.Attend industry conferences and tradeshows.Coordinate potential sales opportunities with other Woodward business centers.This job may be required to be performed at the customer site on an ongoing basis that may require the essential and other function to be limited or expanded dependent up on the customer account.Materials and Equipment Used:General office equipmentWorking Environment / Physical Activities:General office environment.Extensive travel may be required.Qualifications Knowledge/Skills/Abilities:General knowledge of engineering principals; mechanical/electrical/controls.Prime mover principals and applications.Woodward product knowledge.Able to foster team environment (and across functional groups).Solid knowledge of commercial principles; cost, pricing, volume discounts, payment.Solid understanding of business financial analysis.Must be computer literate.Ability to establish credibility with internal and external customers.Solid oral and written communication skills.Strong multi-task and prioritization skills.Solid ability to negotiate LTA and NPI development contracts, terms and conditions.Ability to affect change through influence.Excellent independent judgment, decision making and problem solving skills.Education or Formal Training:Bachelors of Science in technical or business discipline or equivalent.Master in Buisness preferredOther advanced sales/technical training.Miller Heiman Strategic Selling/Large Account Mgmt a preferredExperience Required:3-5 years experience in commercial role or extensive Woodward product knowledge and demonstrated ability to effectively participate in customer meetings on behalf of the company.5+ years experience in related industry.Woodward is an independent designer, manufacturer, and service provider of control solutions for the aerospace and energy markets.
Our aerospace systems and components optimize the performance of fixed wing and rotorcraft platforms in commercial, business and military aircraft, ground vehicles and other equipment.
Our energy-related systems and components enhance the performance of industrial gas and steam turbines, reciprocating engines, compressors, wind turbines, electrical grids and other energy-related industrial equipment.
The company’s innovative fluid energy, combustion control, electrical energy, and motion control systems help customers offer cleaner, more reliable and more efficient equipment.
Our customers include leading original equipment manufacturers and end users of their products.Woodward is an Equal Opportunity EmployerEO/AA/M/F/Disabled/Protected VeteransThis position requires use of information which is subject to the International Traffic in Arms Regulations (ITAR) and the Export Administration Regulations (EAR). All applicants must be U.S.
persons within the meaning of ITAR and EAR, or possess all required authorizations from the U.S.
Department of State Department and the U.S.
Department of Commerce. ITAR defines a U.S.
person as a U.S.
Citizen, U.S.
Permanent Resident (i.e.
‘Green Card Holder’), Political Asylee, or Refugee.Job Account ManagementPrimary Location United States-California-Los AngelesOrganization WoodwardSchedule FULL TIMEShift 1st Shift / Day Job