Strategic Account Manager
Rochester Precision Optics LLC, West Henrietta, New York, United States, 14586
Title: Strategic Account Manager
Department: Business Development
Reports to: Vice President, Business Development
Job Summary Rochester Precision Optics (RPO) is seeking a results‑driven, relationship‑oriented Strategic Account Manager to accelerate sales growth across both defense and commercial markets. This role manages day‑to‑day customer service and transactional sales while cultivating long‑term partnerships, and drives strategic growth of RPO’s catalog business.
Responsibilities
Act as the company representative for assigned customers, managing relationships, products, services, deliverables and communications.
Develop strong, long‑term client relationships and strategic account plans (targets, whitespace, product adoption, pricing strategy).
Manage, resolve and communicate customer issues including delivery status, credit issues, reschedules, expedites, etc.
Collaborate across the organization (Business Development, Inside Sales, Engineering, Program Management, Operations, Supply Chain) to execute quotes and respond swiftly to customer inquiries—ensuring the catalog‑/standard‑product workflow is efficient and accurate.
Attend production and sales meetings, conference calls with customers and BD team to report status, opportunities and risks.
Review and manage all incoming orders and acknowledgements for accuracy, specification, timing, and alignment with catalog SKUs.
Take ownership of ERP system (Epicor) and CRM (HubSpot) data for the BD team—ensure data integrity, training, and reliable usage.
Manage incoming customer inquiries from the website, trade shows and direct outreach; spearhead the initial vetting and distribution of new catalog opportunities into the CRM.
Partner with e‑commerce/marketing to optimize online conversion, promotions, landing pages and catalog user experience; drive cross‑sell/upsell of standard product lines.
Forecast monthly/quarterly revenue, units and margin for assigned accounts; maintain pipeline hygiene and apply price‑to‑win logic for volume / standard orders.
Regularly conduct QBRs with strategic catalog accounts; track SLAs (lead time, on‑time‑delivery, RMA rate) and drive corrective actions internally.
Map and influence customer product roadmaps (e.g., transition from legacy to next‑gen standard optics) to lock in catalog wins and ensure product lifecycle management.
Qualifications
Education: Bachelor’s degree in business, marketing, or related field preferred; 7+ years of relevant experience in lieu of degree considered.
Experience: 5‑7 years of proven B2B sales success in a high‑impact role, ideally within manufacturing or optics.
Minimum 3 years’ experience in project management, sales support or customer service.
Industry & Technical Knowledge: Familiarity with manufacturing environments and ability to communicate at a technical level; optics experience strongly preferred.
Advanced understanding of global account management principles and intermediate knowledge of business contract structure.
Sales & Account Management Skills: Demonstrated ability to manage transactional sales while cultivating long‑term strategic partnerships; experience supporting business development efforts and driving growth within existing accounts; proficient in strategic planning, data analysis, and KPI‑driven performance management.
Communication & Relationship Building: Exceptional verbal and written communication skills; proven ability to build trust‑based relationships with demanding clients, partners, and internal teams.
Organizational & Problem‑Solving Abilities: Strong organizational skills with attention to detail and the ability to manage multiple priorities; proactive, adaptable and creative approach to solving customer challenges.
Technology Proficiency: Proficiency in Microsoft Office Suite (Excel, Word, PowerPoint) and CRM Platforms (HubSpot); experience working with ERP systems to manage client data, order processing and cross‑functional collaboration; Epicor preferred.
Benefits
Growth: Opportunity to learn and advance your career; internal training and advancement opportunities; Tuition Reimbursement Program.
Wealth: Competitive compensation package linked to experience and performance; 401(k) with company match; company contributions to medical savings plans.
Wellness: Health, Dental, Vision Insurance; company‑provided Life Insurance and Disability Insurance.
Balance: 11 paid holidays, generous paid vacation and sick time; remote work not available.
Culture: Energetic, value‑driven team where you experience the reward of meaningful work.
Environment & Physical Demands
Professional office environment with routine use of standard office equipment; noise level typical of a standard office environment.
Prolonged sitting, computer and telephone use, standing, filing, bending, reaching and lifting and carrying up to 25 pounds.
Exposure to manufacturing plant floor requiring personal protective equipment (ear plugs, safety glasses, etc.).
Occasional travel required for customer and program meetings/coordination.
Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.
Disclaimer Rochester Precision Optics is committed to leveraging the talent of a diverse workforce to create great opportunities for our business and our people.
This job description reflects management’s assignment of essential functions; it does not prescribe or restrict the tasks that may be assigned. The above statements are intended to describe the general nature and level of work being performed by people assigned to this classification. They are not to be construed as an exhaustive list of all responsibilities, duties, and skills required of personnel so classified. All personnel may be required to perform duties outside of their normal responsibilities from time to time, as needed.
Equal Opportunity EOE/AA/Minority/Female/Disability/Veteran In compliance with federal law, all persons hired will be required to verify identity and eligibility to work in the United States, and to complete the required employment eligibility verification form upon hire.
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Department: Business Development
Reports to: Vice President, Business Development
Job Summary Rochester Precision Optics (RPO) is seeking a results‑driven, relationship‑oriented Strategic Account Manager to accelerate sales growth across both defense and commercial markets. This role manages day‑to‑day customer service and transactional sales while cultivating long‑term partnerships, and drives strategic growth of RPO’s catalog business.
Responsibilities
Act as the company representative for assigned customers, managing relationships, products, services, deliverables and communications.
Develop strong, long‑term client relationships and strategic account plans (targets, whitespace, product adoption, pricing strategy).
Manage, resolve and communicate customer issues including delivery status, credit issues, reschedules, expedites, etc.
Collaborate across the organization (Business Development, Inside Sales, Engineering, Program Management, Operations, Supply Chain) to execute quotes and respond swiftly to customer inquiries—ensuring the catalog‑/standard‑product workflow is efficient and accurate.
Attend production and sales meetings, conference calls with customers and BD team to report status, opportunities and risks.
Review and manage all incoming orders and acknowledgements for accuracy, specification, timing, and alignment with catalog SKUs.
Take ownership of ERP system (Epicor) and CRM (HubSpot) data for the BD team—ensure data integrity, training, and reliable usage.
Manage incoming customer inquiries from the website, trade shows and direct outreach; spearhead the initial vetting and distribution of new catalog opportunities into the CRM.
Partner with e‑commerce/marketing to optimize online conversion, promotions, landing pages and catalog user experience; drive cross‑sell/upsell of standard product lines.
Forecast monthly/quarterly revenue, units and margin for assigned accounts; maintain pipeline hygiene and apply price‑to‑win logic for volume / standard orders.
Regularly conduct QBRs with strategic catalog accounts; track SLAs (lead time, on‑time‑delivery, RMA rate) and drive corrective actions internally.
Map and influence customer product roadmaps (e.g., transition from legacy to next‑gen standard optics) to lock in catalog wins and ensure product lifecycle management.
Qualifications
Education: Bachelor’s degree in business, marketing, or related field preferred; 7+ years of relevant experience in lieu of degree considered.
Experience: 5‑7 years of proven B2B sales success in a high‑impact role, ideally within manufacturing or optics.
Minimum 3 years’ experience in project management, sales support or customer service.
Industry & Technical Knowledge: Familiarity with manufacturing environments and ability to communicate at a technical level; optics experience strongly preferred.
Advanced understanding of global account management principles and intermediate knowledge of business contract structure.
Sales & Account Management Skills: Demonstrated ability to manage transactional sales while cultivating long‑term strategic partnerships; experience supporting business development efforts and driving growth within existing accounts; proficient in strategic planning, data analysis, and KPI‑driven performance management.
Communication & Relationship Building: Exceptional verbal and written communication skills; proven ability to build trust‑based relationships with demanding clients, partners, and internal teams.
Organizational & Problem‑Solving Abilities: Strong organizational skills with attention to detail and the ability to manage multiple priorities; proactive, adaptable and creative approach to solving customer challenges.
Technology Proficiency: Proficiency in Microsoft Office Suite (Excel, Word, PowerPoint) and CRM Platforms (HubSpot); experience working with ERP systems to manage client data, order processing and cross‑functional collaboration; Epicor preferred.
Benefits
Growth: Opportunity to learn and advance your career; internal training and advancement opportunities; Tuition Reimbursement Program.
Wealth: Competitive compensation package linked to experience and performance; 401(k) with company match; company contributions to medical savings plans.
Wellness: Health, Dental, Vision Insurance; company‑provided Life Insurance and Disability Insurance.
Balance: 11 paid holidays, generous paid vacation and sick time; remote work not available.
Culture: Energetic, value‑driven team where you experience the reward of meaningful work.
Environment & Physical Demands
Professional office environment with routine use of standard office equipment; noise level typical of a standard office environment.
Prolonged sitting, computer and telephone use, standing, filing, bending, reaching and lifting and carrying up to 25 pounds.
Exposure to manufacturing plant floor requiring personal protective equipment (ear plugs, safety glasses, etc.).
Occasional travel required for customer and program meetings/coordination.
Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.
Disclaimer Rochester Precision Optics is committed to leveraging the talent of a diverse workforce to create great opportunities for our business and our people.
This job description reflects management’s assignment of essential functions; it does not prescribe or restrict the tasks that may be assigned. The above statements are intended to describe the general nature and level of work being performed by people assigned to this classification. They are not to be construed as an exhaustive list of all responsibilities, duties, and skills required of personnel so classified. All personnel may be required to perform duties outside of their normal responsibilities from time to time, as needed.
Equal Opportunity EOE/AA/Minority/Female/Disability/Veteran In compliance with federal law, all persons hired will be required to verify identity and eligibility to work in the United States, and to complete the required employment eligibility verification form upon hire.
#J-18808-Ljbffr