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AEROCONTACT · 1 week ago

Key Account Manager- US Military & Defense (H/F) - SAFRAN ELECTRONICS & DEFENSE AVIONICS USA, LLC

Irvine, CA

Full-time

Hybrid

Senior Level, Lead/Staff

8+ years exp

Safran Electronics & Defense is a high-tech international group operating in aerospace, defense, and space sectors. The US Military and Defense Key Account Manager is responsible for managing and growing strategic relationships with the U.S. Department of Defense and other military stakeholders, driving business development, and ensuring alignment of company offerings with customer needs.

Corporate TrainingRecruitingTraining

No H1B

U.S. Citizen Only

Responsibilities

Develop and execute Key Account Plans for assigned defense customers

Detect customer needs and create favorable conditions for product selection, in alignment with internal directorates

Establish and manage NDAs, MoUs, and MoAs with customers

Build and maintain strong relationships with senior DoD and prime contractor stakeholders

Measure customer satisfaction and manage potential issues proactively

Identify and pursue new business opportunities within assigned accounts

Influence RFIs and RFPs to align with company capabilities

Anticipate bid opportunities and ensure well-organized, competitive responses

Engage institutional and government decision-makers relevant to customer programs

Represent the company at industry trade shows, technical events, and senior-level meetings

Provide customer insights, market intelligence, and competitive analysis to marketing, product management, and R&T teams

Align products and technical roadmaps with customer needs via Tech Days, and other forums

Coordinate actions across product line managers, sales, programs, technical, support, quality, and operations teams to ensure unified customer engagement

Participate in the preparation and presentation of commercial offers

Support contract negotiations and multi-program deal consistency

Ensure compliance with FAR/DFARS, ITAR, and export control regulations

Support overdue account recovery when required

Recommend communication actions to enhance visibility with the customer

Lead continuous improvement initiatives within the Key Account Management function

Track KPIs, forecast accuracy, and account health metrics to ensure performance

Qualification

Aerospace & Defense KnowledgeDoD Procurement ProcessesContract NegotiationCRM Tools ProficiencyMicrosoft Office SuiteERP/EAM/PLM SystemsManagement SkillsLeadership SkillsInterpersonal SkillsProblem-Solving Skills

Required

Bachelor's degree in Business, Engineering, or related field

8-10 years of experience in aerospace, defense, or military-focused account management

Proven success in securing and managing complex defense contracts

Proficiency with CRM tools, Microsoft Office Suite, and familiarity with ERP/EAM/PLM systems

U.S. Citizenship required

In-depth understanding of U.S. Department of Defense (DoD) procurement processes, including FAR/DFARS regulations and defense acquisition lifecycle

Strong knowledge of aerospace and defense products, systems, and services relevant to U.S. military applications

Familiarity with ITAR, export controls, and government compliance requirements

Understanding of prime contractors, system integrators, and subcontractor networks within the defense ecosystem

Awareness of competitive landscape, industry trends, and emerging defense technologies

Ability to set vision, develop strategy, and rally cross-functional teams around key objectives

Skilled in guiding internal stakeholders (programs, engineering, legal, operations, finance) toward common goals in complex sales cycles

Experience influencing without direct authority in a matrixed organization

Account planning and pipeline management with a disciplined approach to forecasting

Contract negotiation and management within government frameworks

Budget management and resource allocation to maximize account profitability

Exceptional interpersonal and relationship-building skills with senior-level defense stakeholders

Persuasive negotiation and presentation skills tailored to highly technical and regulated environments

Strong problem-solving, adaptability, and resilience in high-pressure situations

High integrity, discretion, and trustworthiness essential in defense industry engagements

Willingness and ability to travel up to 40%, primarily domestic travel to military installations, prime contractor facilities, and defense industry events; occasional international travel to Safran facilities