Key Account Manager- OEM Americas

Job Summary:
The OEM Americas Key Account Manager – Aerospace & Defense is responsible for managing and growing strategic relationships with large OEMs in the Americas. This role drives business development, influences customer requirements, ensures the execution of key account plans, and aligns company product and technology roadmaps with customer needs.

Essential Job Functions:

Strategic Account Management
• Develop and execute Key Account Plans for assigned 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 stakeholders.
• Measure customer satisfaction and manage potential issues proactively.

Business Development & Customer Influence
• 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 decision-makers relevant to customer programs.
• Represent the company at industry trade shows, technical events, and senior-level meetings.

Alignment with Strategic Roadmaps
• 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.

Commercial & Contract Execution
• 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.

Communications & Continuous Improvement
• 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.

Job Summary:
The OEM Americas Key Account Manager – Aerospace & Defense is responsible for managing and growing strategic relationships with large OEMs in the Americas. This role drives business development, influences customer requirements, ensures the execution of key account plans, and aligns company product and technology roadmaps with customer needs.

Essential Job Functions:

Strategic Account Management
• Develop and execute Key Account Plans for assigned 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 stakeholders.
• Measure customer satisfaction and manage potential issues proactively.

Business Development & Customer Influence
• 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 decision-makers relevant to customer programs.
• Represent the company at industry trade shows, technical events, and senior-level meetings.

Alignment with Strategic Roadmaps
• 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.

Commercial & Contract Execution
• 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.

Communications & Continuous Improvement
• 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.

Job Requirements

Required Competencies:

Education/Experience
• Bachelor's degree in Business, Engineering, or related field; MBA preferred.
• 8–10 years of experience in aerospace key account management.
• Proven success in securing and managing complex contracts.
• Proficiency with CRM tools, Microsoft Office Suite, and familiarity with ERP/EAM/PLM systems.

Knowledge, Skills, and Abilities
• Strong knowledge of aerospace products, systems, and services.
• Awareness of competitive landscape, industry trends, and emerging technologies.

Leadership Skills / Management Skills / Personal Skills

Leadership Skills
• 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 matrix organization.

Management Skills
• Account planning and pipeline management with a disciplined approach to forecasting.
• Contract negotiation and management.
• Budget management and resource allocation to maximize account profitability.

Personal Skills
• Exceptional interpersonal and relationship-building skills with senior-level stakeholders.
• Persuasive negotiation and presentation skills tailored to highly technical and regulated environments.
• Strong problem-solving, adaptability, and resilience in high-pressure situations.

Other Requirements:
- This position requires use of information or access to hardware which is subject to the International Traffic in Arms Regulations (ITAR). All applicants must be U.S. Persons within the meaning of ITAR. ITAR defines a U.S. Persons as a U.S. Citizen, U.S. Permanent Resident (i.e. green card holder), political asylee or refugee.

Job Requirements

Required Competencies:

Education/Experience
• Bachelor's degree in Business, Engineering, or related field; MBA preferred.
• 8–10 years of experience in aerospace key account management.
• Proven success in securing and managing complex contracts.
• Proficiency with CRM tools, Microsoft Office Suite, and familiarity with ERP/EAM/PLM systems.

Knowledge, Skills, and Abilities
• Strong knowledge of aerospace products, systems, and services.
• Awareness of competitive landscape, industry trends, and emerging technologies.

Leadership Skills / Management Skills / Personal Skills

Leadership Skills
• 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 matrix organization.

Management Skills
• Account planning and pipeline management with a disciplined approach to forecasting.
• Contract negotiation and management.
• Budget management and resource allocation to maximize account profitability.

Personal Skills
• Exceptional interpersonal and relationship-building skills with senior-level stakeholders.
• Persuasive negotiation and presentation skills tailored to highly technical and regulated environments.
• Strong problem-solving, adaptability, and resilience in high-pressure situations.

Other Requirements:
- This position requires use of information or access to hardware which is subject to the International Traffic in Arms Regulations (ITAR). All applicants must be U.S. Persons within the meaning of ITAR. ITAR defines a U.S. Persons as a U.S. Citizen, U.S. Permanent Resident (i.e. green card holder), political asylee or refugee.

But what else? (advantages, specific features, etc.)

Travel Requirements
• Willingness and ability to travel up to 30-40%.

Physical Demands
While performing the duties of the job, the employee is regularly required to remain in a stationary position and frequently move about the office. Constantly operates and use a computer and other office productivity machinery, such as a copier/printer. The ability to communicate information and ideas so others will understand. Must be able to exchange accurate information. The ability to observe, identify and assess details at close range (within a few feet of the observer). Occasionally lift and/or move up to 10 pounds across the office for various needs.

Work Environment
The work environment is an office environment. The noise level in the work environment is usually quiet.

Experience in relevant Business sector
Experience within the aerospace industry is required.

But what else? (advantages, specific features, etc.)

Travel Requirements
• Willingness and ability to travel up to 30-40%.

Physical Demands
While performing the duties of the job, the employee is regularly required to remain in a stationary position and frequently move about the office. Constantly operates and use a computer and other office productivity machinery, such as a copier/printer. The ability to communicate information and ideas so others will understand. Must be able to exchange accurate information. The ability to observe, identify and assess details at close range (within a few feet of the observer). Occasionally lift and/or move up to 10 pounds across the office for various needs.

Work Environment
The work environment is an office environment. The noise level in the work environment is usually quiet.

Experience in relevant Business sector
Experience within the aerospace industry is required.

Company Information

Safran is an international high-technology group, operating in the aviation (propulsion, equipment and interiors), defense and space markets. Its core purpose is to contribute to a safer, more sustainable world, where air transport is more environmentally friendly, comfortable and accessible. Safran has a global presence, with 100,000 employees and sales of 27.3 billion euros in 2024, and holds, alone or in partnership, world or regional leadership positions in its core markets.
Safran is in the 2nd place in the aerospace and defense industry in TIME magazine's "World's best companies 2024" ranking.

Safran Electronics & Defense offers its customers onboard intelligence solutions allowing them to understand the environment, reduce mental load and guarantee a trajectory, even in critical situations, in all environments: on land, at sea, in the sky or space. The company harnesses the expertise of its 13,000 employees towards these three functions: observe, decide and guide, for the civil and military markets.

Company Information

Safran is an international high-technology group, operating in the aviation (propulsion, equipment and interiors), defense and space markets. Its core purpose is to contribute to a safer, more sustainable world, where air transport is more environmentally friendly, comfortable and accessible. Safran has a global presence, with 100,000 employees and sales of 27.3 billion euros in 2024, and holds, alone or in partnership, world or regional leadership positions in its core markets.
Safran is in the 2nd place in the aerospace and defense industry in TIME magazine's "World's best companies 2024" ranking.

Safran Electronics & Defense offers its customers onboard intelligence solutions allowing them to understand the environment, reduce mental load and guarantee a trajectory, even in critical situations, in all environments: on land, at sea, in the sky or space. The company harnesses the expertise of its 13,000 employees towards these three functions: observe, decide and guide, for the civil and military markets.