Account Executive

Customer Growth Manager - Defense Search

OVERVIEW

Are you looking for a new career opportunity with an exciting Defense/Aerospace company?! Then we've got the right team for you! In this role, you're responsible for the duties listed below.

Immediate opening for a Customer Growth Manager in Hauppauge, NY who possesses:

• 4+ years of commercial, customer relationship management, inside sales, or related customer growth experience
• Strong analytical ability with the ability to interpret data and translate it into meaningful business insight
• Experience with semiconductors, discrete semiconductors, electronic components, or related technical products highly preferred
• Proven ability to convert a high volume of quotes and leads into new or expanded business opportunities
• Strong customer engagement skills with a proactive, revenue-driving sales mindset

Email resumes to aencarnacion@defensesearchusa.com or call 858.427.3668.

FULL DESCRIPTION: We are seeking a Customer Growth Manager to grow a portfolio of existing customers across distribution, contract manufacturers, and direct end users within a discrete semiconductor and electronic components environment. This permanent, onsite role is responsible for using customer, quote, pricing, product, and pipeline data to identify growth opportunities, increase volume, win new part numbers and programs, reactivate declining business, and pursue opportunities through consistent customer engagement. The ideal candidate will have strong commercial experience, excellent analytical skills, a proactive sales mindset, CRM/ERP experience, and the ability to turn data into action while building strong customer relationships.

The selected candidate will be responsible for:

• Owning sales performance for an assigned customer base
• Understanding performance against targets and identifying customers or products contributing to gaps
• Taking action to close sales gaps and grow assigned accounts
• Growing business by increasing volume on products customers already purchase
• Winning new part numbers, new programs, and expanded customer opportunities
• Reactivating business that has declined, stopped, or become inactive
• Supporting sales efforts focused on commodity semiconductor products with identified market demand
• Proactively engaging customers through calls, email, LinkedIn, and other outreach channels
• Building relationships across purchasing, engineering, program management, and supply chain contacts
• Understanding customer demand, upcoming requirements, target pricing, and competitive alternatives
• Managing opportunities from initial quote request through purchase order
• Ensuring customers receive accurate and competitive quotes quickly
• Following up consistently until opportunities result in an order or a clear reason for loss
• Understanding why business is won or lost based on price, availability, lead time, competition, and timing
• Sharing win/loss insights to improve pricing, stocking, and sales strategy
• Analyzing customer purchase history, quote activity, and product-level data
• Identifying where demand is growing, where business has declined, and where share may be lost
• Turning analysis into a prioritized plan for selling activity
• Evaluating the results of pricing, stocking, and bundling actions
• Maintaining accurate customer, contact, opportunity, and quote information in Salesforce
• Updating value, likelihood of closing, next steps, and timing within CRM systems
• Participating in monthly sales forecasts
• Providing leadership with clear visibility into expected business, risks, and actions being taken
• Participating in or helping establish a recurring win/loss review process
• Supporting pricing, stocking, and sales strategy through trend feedback and performance insights
• Providing Pricing and Supply Chain teams with competitor pricing, target pricing, customer requirements, availability needs, lead time needs, and future demand information
• Identifying recurring issues that make it harder to win business
• Estimating potential lost revenue related to pricing, availability, quote turnaround, or internal process issues
• Bringing leadership recommended solutions to improve sales performance
• Supporting post-sale order execution when coverage requires it
• Processing purchase orders, order acknowledgements, changes, cancellations, returns, and RMAs as needed
• Resolving delivery or documentation issues as needed
• Supporting day-to-day account servicing, accurate system records, technical inquiries, quality inquiries, and urgent customer needs
• Working cross-functionally with sales, pricing, supply chain, operations, customer relationship teams, and leadership
• Using Salesforce, quoting tools, analytics tools, AS/400, and related platforms to support customer growth
• Performing other duties as assigned

The selected candidate will also possess:

• High school diploma or GED required
• Associate degree or equivalent experience required
• Bachelor's degree preferred
• 4+ years of commercial, customer relationship management, inside sales, operations, or related experience required
• 5+ years of related commercial, customer relationship management, or operations experience preferred
• Experience in inside sales, account growth, customer growth, account management, customer relationship management, or account executive-style roles preferred
• Experience with semiconductors, discrete semiconductors, electronic components, industrial products, technical products, or related distribution strongly preferred
• Experience selling to or working with distributors, contract manufacturers, direct end users, purchasing teams, engineering teams, program management teams, or supply chain teams preferred
• Strong analytical ability required
• Ability to interpret data and translate it into meaningful business insight required
• Strong commercial and revenue-driving mindset required
• Proactive and opportunistic sales approach required
• Ability to convert quotes, leads, and customer activity into new or expanded business required
• Ability to engage customers directly through calls, emails, LinkedIn, and follow-up activity required
• Ability to work in a phone-forward sales role required
• Strong cross-functional communication skills required
• Ability to explain problems clearly, articulate opportunities, and influence stakeholders across functions required
• Ability to balance analytics with interpersonal customer engagement required
• Experience with CRM and ERP systems preferred
• Salesforce experience preferred
• AS/400 experience preferred
• Experience with quoting, analytics, sales engagement, or outreach tools preferred
• Experience with Salesloft or similar sales execution platforms preferred
• Comfort learning new tools and helping build better sales processes
• Ability to use customer data, quote data, product data, pricing data, and market information to identify growth opportunities
• Understanding of the relationship between sales activity, customer demand, operations, supply chain, and pricing preferred
• Ability to maintain accurate customer, opportunity, quote, and pipeline records
• Ability to support forecasts, win/loss reviews, customer follow-up, and sales strategy improvement
• Strong organization, follow-through, and time management skills
• Strong written and verbal communication skills
• Ability to work onsite in Hauppauge, NY
• Ability to support a full-time, permanent opportunity
• No sponsorship available

Physical Requirements:

• Ability to sit and work at a computer for extended periods while reviewing customer data, quote activity, product information, CRM records, ERP information, sales reports, forecasts, and analytics
• Ability to communicate by phone, email, LinkedIn, video meeting, and in person throughout the workday
• Ability to review customer records, pricing information, quote details, purchase history, opportunity data, sales dashboards, reports, and computer screens for extended periods
• Ability to use hands and fingers for typing, CRM updates, reporting, documentation, quote follow-up, customer communication, and standard office tasks
• Ability to occasionally stand, walk, bend, reach, and move throughout office, sales, warehouse, production, or customer-facing environments as needed
• Ability to occasionally lift, carry, or move standard office files, documents, supplies, or small materials as needed
• Ability to maintain professionalism, accuracy, and attention to detail while managing customer relationships, sales opportunities, and confidential business information

Salary Range: $85,000 to $100,000/year base, with $120,000 OTE

For immediate and confidential consideration, please email your resume to aencarnacion@defensesearchusa.com or call 858.427.3668.

More information can be found at www.defensesearchusa.com.