Manager, Government Accounts

AMETEK Spectro Scientific is seeking a Government Accounts Director with a proven track record of success in strategic account development and program management in the Defense industry. The ideal candidate will have extensive experience and success developing new business with Military end users. 

Spectro Scientific is the primary supplier to the US Military’s JOAP (Joint Oil Analysis Program).  Spectro is driving a once-in-a-generation changeover of the oil testing technology we provide to the DoD.  Our primary goal is to place the JOAP testing equipment out beyond the lab and into the maintainer’s toolbox.  Spectro is almost a decade into the EFAC (Expeditionary Fluid Analysis Capability) project, and driving widespread adoption by the US, FMS community and global military organizations.

We seek a strong candidate to drive adoption of the new technology across the DoD.  The position will report to the Division Vice President of Sales & Business Development for the Spectro Scientific and Grabner Instruments brands.

Essential Responsibilities Include:

• Create a military account development strategy, working with the DVP of Sales and Business Development.
• Execute the account plan and maintain forecasts that meet the targeted growth objectives.
• Take a hands-on approach to increasing sales, including improving credibility with customers by building trust, rapport and confidence with the targeted customer set.
• Develop and manage proposals that maybe firm fixed, time and materials or manufacturing plays that meet the top line and bottom-line objectives.
• Liaise with Spectro Scientific’s Engineering, Operations, Product Management, Sales Channel Management, Customer Service and Quality to develop and bring to market, value added propositions that grow sales and develop new customers in the USA and globally.
• Provide market feedback on new product development and general market trends in addition to competitor analysis.
• Using Industry trade shows, conferences, and social media to position Spectro Scientific as a tier-1 provider of solutions to the targeted Military customers.
• Manage relations with consultants and industry experts to optimize growth of strategic accounts.
• Support financial reporting including forecasting, budgets, and quarterly reporting requirements.
  
  

Qualifications and Requirements:

• Position based in the East Coast region of the United States, with preference for candidates located in Massachusetts. 
• 10+ years’ experience in the defense industry with demonstrable track record of developing new business streams in Military markets across all branches and level of the DoD.  Experience with FMS programs is a plus.
• Experience in DoD budgeting and procurement processes; experience in legislative affairs.
• Familiarity with DoD MRO practices, with aviation as a key focus.
• Aptitude to learn the technical concepts of analytical science and test & measurement devices.
• Understanding of reliability/safety best practices.
• Extensive experience with developing project plans, coordinating projects, communicating changes and progress, completing projects on time and budget, managing project team activities.
• Proven leadership ability to create, influence and develop cross-functional teams to achieve objectives.
• Superior written and verbal communications, decision making, problem-solving, and organizational skill essential.
• Timely decision maker, able to prioritize critical tasks that add the highest value.
• Demonstrated ability to lead complex contract negotiations.
• Ability to travel up to 50% as required.
• Prior military service a plus.