Account Manager

Location: Phoenix, AZ
Date Posted: 07-24-2018
Account Manager

Responsible for the management of all phases of client activity, including organization, planning, direction, control, reporting, customer interface and program execution.  Provides the overall account leadership and management.

For the success of this position, nine specific roles have been identified and within each role are more specific responsibilities.

Financial Performance
  • Deliver proposed profit, return on investment and return on assets.
  • Control costs and related timing to maximize program cash flow.
  • Identify risks and implement appropriate risk mitigation actions.
  • Integrate program financials with top level business objectives.
  • Manage program budgets to conform to policy, and work with the CFO to develop processes for requesting, spending and reporting capital expenditures
Contract Structure and Pricing
  • Recommend pricing based on the relevant market, as well as RTC’s business strategy, program objectives and related costs.
  • Lead and manage contract negotiations to develop win – win solutions.
  • Direct proposal preparation to ensure alignment with RTC business strategy, compliance with all requirements, appropriate, timely response to customer needs and a proper structure for successful negotiations and program performance.
  • Negotiate adequate engineering program work requirements and pricing within the RTC price model
Technical Performance
  • Drive technical excellence by setting program standards, balancing risk and delivering performance across all identified program metrics.
  • Ensure all quality requirements for the customer and regulatory agencies are met.
Schedule Management
  • Oversee the development of the program plans and critical milestones.
  • Meet Master program plans and schedules by identifying and assessing risks and initiating necessary corrective actions.
Company – Customer Interface
  • Represent RTC as a company, including bringing the RTC message and value to the customer; and integrating the full spectrum of RTC capabilities with a thorough understanding of customer needs to provide value-added solutions to the customer and promote RTC.
  • Service the customer while executing the program and resolving all issues to yield the highest level of customer satisfaction.
  • Balance customer needs, RTC strategic objectives and RTC resources while ensuring stakeholder objectives are aligned.
  • Work with clients to understand their needs and provide full scale solutions
  • Expand RTC services with current clients through organic growth and relationship development strategies
  • Work with all the stakeholders to define and execute the engineering programs and work orders
  • Manage all the changes and issues with the stakeholders
  • Provide customers program progress status and maintaining active communication
Program Team Management
  • Select and structure the program teams to ensure maximum performance (includes skill identification, selection of & onboarding appropriate engineers).
  • Select a direct reporting (solid line) team.
  • Identify supporting functional staff.
  • Develop and mentor (when necessary) subordinates.
  • Set role and performance expectations and provide continual feedback and performance appraisals.
  • Provide overall leadership and direction to the program team to include coaching team members, resolving conflict, reviewing performance, and initiating corrective actions as needed.
  • Direct the performance of program functions – such as procurement, manufacturing, quality assurance and logistics.
  • Assess work orders criteria and accordingly recruit qualified talent  base
  • Work with RTCo HR to on-board and off-board personnel
  • Assure the engineering teams comply with standard company policies and procedures; educate, inform and enforce when needed
  • Review engineering program team member’s status reports across projects and address issues as appropriate with sensitivity to customer needs and deadlines
  • Staff the projects with the most qualified and cost effective resources required to complete the program
  • Regularly evaluate current work flow processes; assist and assure the teams  work as efficiently as possible
  • Manage team capacities to help the team manage their bandwidth
Supplier and Subcontractor Management
  • Manage suppliers, subcontractors, and team members to ensure all programs and company projects meet strategic objectives.
  • Identify and propose teaming opportunities with suppliers and subcontractors that enhance customer value and are aligned with RTC strategic goals.
Program Execution
  • Establish and clearly communicate overall program objectives and long term vision and strategy.
  • Champion company values.
  • Oversee program planning and execution through all applicable phases, including concept, exploration, engineering development, advanced development, production, sustainment and retirement.
  • Meet customer and company requirements while balancing the multiple roles and differing requirements.
  • Drive timely and clearly communicated decisions and recommendations.
  • Ensure program-wide focus on safety, reliability, cost, schedule and adequacy of systems, procedures and people for long-term success.
  • Address business impediments to excellence and continual improvement.
  • Drive data-based decision-making through the program.
  • Facilitate and make trade off decisions between project quality, costs, resources, scope and schedule
  • Assess  program risks and develop strategies for dealing with potential and identified risks
  • Assess process flows on a continuous basis and make adequate recommendations for process improvements internally and with the customers
Performance Measurement
To ensure the CFO, Program Management and Engineering Services is contributing to the success of the programs while at the same time supporting the strategic growth of RTC, the following metrics will be used to measure his/her performance.
  • Proposal turn time and close ratio
  • Program-committed Revenue, Gross Margin and Cash (Program P/L)
  • Program SPI (Schedule Performance Index) and CPI (Cost Performance Index)
  • On Time Delivery (OTD) of all customer program milestones and end item deliverables
Position Qualifications and Preferences:
  • Bachelor’s degree in Engineering, Computer Science, or other technical area
  • Aerospace Industry experience required
  • 5 to 10 Years relevant and proven management experience in a Account Management capacity overseeing  projects with 5 or more team members
  • Professional appearance, demeanor and communication with clients
  • Self-Starter, organized, detail oriented
  • History of strong leadership, deep practical engineering knowledge and a proven track record for timely project delivery, project management, cost control and customer satisfaction
  • Must be able to work effectively in a team environment and will interface closely with the RTCo Partnership, Finance, Marketing and Operations department
  • Knowledge and creativity to the position as well as have the discipline to drive results and follow established fundamental processes
  • Motivate when it matters and lay down the law when its needed
  • Dynamic thinker, identify risks, and create & implement solutions quickly
  • Be open to suggestions and self-improvement; desire to learn and grow
  • Perseverance with assigned tasks and projects
  • Must be able to synthesize and present data to upper management – providing trade-offs and recommendations
  • Ability to travel domestically as required depending on business needs
  • MBA a huge plus
  • PMP certification preferred
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