Senior Account Manager

Key Responsibilities

• Strategic Account Ownership: Serve as the primary relationship owner for the

• company's largest OEM defense accounts, developing account plans that align
• customer program roadmaps with company capabilities.

• Revenue Growth: Meet or exceed annual sales targets and bookings goals

through renewal, expansion, and new program capture within assigned accounts.

• Program Capture & Business Development: Identify, qualify, and pursue new

• program opportunities within existing OEM relationships and adjacent business
• units; support proposal development, pricing strategy, and contract
• negotiations.

• Cross-Functional Coordination: Partner closely with Engineering, Program

• Management, Quality, and Operations to ensure OEM requirements (specs,
• certifications, delivery schedules, AS9100/ITAR compliance, etc.) are met and
• communicated internally.

• Contract & Pricing Negotiation: Lead commercial negotiations including

• long-term agreements (LTAs), pricing, terms and conditions, and volume
• commitments with OEM procurement and supply chain teams.

• Forecasting & Reporting: Maintain accurate account forecasts, pipeline data,

• and program status reporting in CRM; provide leadership with regular updates
• on account health, risks, and opportunities.

• Relationship Management: Build and maintain multi-level relationships across

• OEM organizations — engineering, program management, procurement, and
• executive leadership.

• Market Intelligence: Track OEM program timelines, defense

• budget/appropriations trends, competitor activity, and industry developments
• (e.g., DoD acquisition programs, FMS opportunities) to inform account
• strategy.

• Trade Shows & Industry Events: Represent the company at industry conferences,

• OEM supplier days, and trade shows (e.g., AUSA, GVSETS, MDEX) to strengthen
• relationships and identify new opportunities.

• Compliance: Ensure all sales activities comply with ITAR/EAR export control

regulations, DFARS requirements, and company ethics/compliance policies.

Required Qualifications

• Bachelor's degree in Business, Engineering, or a related field (or equivalent

experience).

• 7+ years of sales, business development, or account management experience in

• the defense/aerospace manufacturing industry, with direct OEM-facing
• experience.

• Demonstrated track record of managing large, complex accounts and closing

multi-year/multi-million-dollar contracts.

• Strong understanding of defense procurement processes, DFARS/FAR regulations,

and OEM supply chain requirements.

• Working knowledge of ITAR/EAR export control compliance.
• Excellent negotiation, presentation, and executive-level communication

skills.

• Proficiency with CRM systems (e.g., Salesforce) and Microsoft Office/Excel

for forecasting and reporting.

• Willingness to travel domestically (and occasionally internationally) up to

30–40%.

Preferred Qualifications

• Existing relationships with major defense OEMs/primes (e.g., Lockheed Martin,

General Dynamics, Boeing Defense, L3Harris).

• Technical background in manufacturing processes relevant to the company's

product line (e.g., machined components, composites, castings/forgings).

• Experience supporting proposal responses (RFP/RFQ) and long-term agreement

(LTA) negotiations.

• MBA or advanced technical degree.

Key Competencies

• Strategic account planning and consultative selling
• Cross-functional leadership and influence without direct authority
• Financial and commercial acumen (pricing, margin, contract structures)
• Resilience and persistence in long sales cycles typical of defense programs
• High integrity and discretion handling sensitive/controlled information

• We are 40 000 men and women who meet the challenges faced by our automotive,
• aviation, defence and industry customers every day. Our passion for challenge
• and our enthusiasm encourage us to imagine, design and produce high performance
• and innovative fluid, sealing system and anti-vibration solutions. Working at
• Hutchinson means being curious about everything, contributing to the evolution
• of mobility and reducing carbon emissions.

Join us and show what drives you!

• A French company with an international presence (25 countries): 170 years of
• history and passing on our know-how.
• 5 billion in turnover, with 5% invested in R&D.