Job Description
UK/Israel/Ukraine Tracked Defense Account Manager
Defense products account manager responsible for managing the Allison Transmission, Inc. (ATI) international cross drive military business by developing business relationships with existing or potential international Original Equipment Manufacturers (OEMs), military tracked vehicle programs and associated customers. Perform internal activities and support external activities for the purpose of generating product or service parts sales. Primary areas of focus will be United Kingdom, Israel, and Ukraine for tracked defense markets.
Key Responsibilities:
- Treat teammates with respect and courtesy while working in a challenging, demanding, cross-functional and matrixed organization.
- Lead cross-functional efforts as required.
- Manage business relationships and responsibilities with United Kingdom, Israel, and Ukraine military tracked combat vehicle OEMs, integrators and end users to maximize business growth in this sector.
- Utilize business relationships and market intelligence to identify international tracked vehicle opportunities early in the development phase and ensure that customers have every opportunity to engineer an ATI product into their final solution.
- Ensure that required ATI resources are available for design, prototype and test phases.
- Obtain and maintain high degree knowledge of ATI military products. Interface with military engineering to address customer business and technical matters as required.
- Either lead or support efforts to develop detailed customer requirements, timelines, then create Proposals to include Pricing, Terms and Conditions and Statements of Work required to successfully win then execute complex international defense vehicle programs.
- Coordinate and execute letters of credit with customers.
- Develop customer knowledge and actively identify and work to qualify additional capable international OEMs and Systems Integrators.
- Shape the market by advancing strategic partnering agreements early in the requirements generation phase.
- Ensure export licenses are in place for required customers/programs.
- Work actively with qualified ATI regional distributors to ensure that their participation is covered by export licenses.
- Provide detailed inputs to multiple ATI business processes to include managing Growth Opportunities, DPSC inputs, DFAM/Volume forecasts, and Expenses.
- Develop prioritization of sales / marketing material and promotional events. Ensure active regional support for international events
- Serve as Cadence team leader for crucial UK, Israel, and Ukraine development programs.
- Provide Sales input to Product Planning.
- Participate in Product Line Teams as necessary.
- Maintain close coordination with ATE (UK and Ukraine) ATME leadership.
- Maintain close coordination and regular communications with US Embassy personnel in the supporting region and Regional Defense Officials operating from their embassies in the US.
- Identify and track international market opportunities for tracked vehicle transmission programs
- Manage the ATI business relationships with assigned Authorized International Licensees.
- Lead and support new military product development business activities and programs as required.
- Develop and maintain knowledge and compliance with ATI policies, ATI procedures, departmental procedures, ITAR/EAR requirements and methods of conducting business with Government personnel.
- Travel as required both internationally and domestically.
- Carry out other duties as assigned.
Qualifications and Experience:
Required:
- Bachelor’s degree in Business Administration, Marketing, Engineering or related field.
- Ability to influence and interact with peers and subordinates in a professional, respectful manner.
- Strategic mindset with an ability to synthesize large and complex programs to a comprehensive sales strategy.
- Demonstrated high level of interpersonal skills combined with excellent oral and written communication abilities in English.
- 10+ years’ experience, with at least 5-years of direct sales/account management experience and has been accountable for enterprise-wide projects and/or processes in the commercial or defense vehicle industry.
- Past experience working internationally with an understanding of cultural diversity leading to adaptability, strong communication, and effective problem-solving through any differences that may arise.
- Experience with mechanical and electric architectures as the defense market moves toward hybrid vehicle solutions and requirements for electrical power generation.
Preferred
- Master of Business Administration.
- Knowledge of Allison Transmission Business Systems, Processes and Management approach.
- International experience related to EMEA and US Defense markets
- Military experience
- Foreign language capability related to area of responsibility