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Central Account Manager

Plano, TX
  • Expired: over a month ago. Applications are no longer accepted.
Job Description

Communications & Power Industries (CPI), headquartered in Palo Alto, California, is a global manufacturer of electronic components and subsystems focused primarily on communications and defense markets. With a heritage of technological excellence that spans decades, CPI develops, manufactures and globally distributes innovative and reliable technology solutions used in the generation, amplification, transmission and reception of microwave signals for commercial and military applications. CPI serves customers in the communications, defense, medical, industrial and scientific markets. The company has manufacturing locations in the United States, Canada, Europe and Asia, and sales, service and engineering offices around the world.

Job Summary
The Central Account Manager is a key sales function performing proposal and quote preparation as well as opportunity management support within assigned geographical territories. This role actively participates as a member of the regional sales team on all key pursuits with the objective of meeting specific needs/requirements of the customer. They will coordinate with Regional Sales, Product Sales and Business Management to qualify accounts and opportunities and prepare thorough responses to customer requests in a timely manner. This role will typically assist in closing complex and/or strategic deals. Will typically carry an overlay quota to those regions they support. Work closely with Regional Sales as a key contributor in CRM opportunity and data management that will ultimately provide the business with visibility into the health of the pipeline and drive the development of an orders forecast for business planning purposes.

Primary Duties and Responsibilities

Proposal and Quoting Preparation:
•Preparation of customer proposals and quotes ranging from simple quotes to complex cross-functional proposals
•Evaluate customer requirements and determine initial system design
•Initiates custom product requests and serves as primary interface to communicate customer requirements to the business for custom product requests
•Serves as key member on capture teams, acting both as a gatekeeper with regard to Sales process and as a filter between the Regional Sales team and the custom product request team
•Compile appropriate documentation needed to address customer requests and concerns
•Identify documents missing from the Sales “toolbox” and initiate efforts to ensure availability of all documents necessary to support the Sales process
•Coordinate sales efforts with other departments to ensure qualified responses to customer requests
•Collaborate with Regional Sales on preparation of bid qualification, deal structures and pricing/discount strategies keeping in mind both the needs of the customer and the needs of the business

Reporting Tasks:
•Coordinate with the Account Management teams to maintain the opportunity pipeline within the CRM
•Communicate and document customer interactions
•Ensure proper dispositioning of opportunities
•Track all orders received by Central Account Management team and reconcile to bookings log
•Provide weekly/monthly/quarterly report inputs as required on all quote activity and orders received

Market Intelligence and Product Roadmaps:
•Contribute to the development of product marketing materials
•Provide competitive market intelligence to Sales Intel team on an ad hoc basis
•Identify and suggest new market approaches to drive growth and profitability into the business

•CPI leadership
•Internal customers including Sales, Contracts, Finance, Engineering, Program and Business Area Management personnel
•Government Customers – program management level and above
•Commercial Customers – managerial level and above


Minimally Required Job Skills:
•Working knowledge of Microsoft Office Suite
•Strong organizational skills
•Strong analytical skills
•Strong communication and interpersonal skills
•Ability to contribute to team goals

Minimum Job requirements:
•Bachelor’s degree or equivalent industry experience is required
•Working knowledge of basic financial concepts

Preferred job requirements:
•Understanding of the SATCOM markets
•Familiarity with a Customer Relationship Management (CRM) system

Working Conditions:
•Domestic and International travel required (~15%-25%)
•Ability to work remotely and independently
•Typical 40 hour work week but will require periodic evening and weekend work in support of customer needs

Minimum Physical Job Requirements:
•Ability to carry/handle 15 lbs. (occasional – tradeshow setup, demo set up)
•Ability to travel
•Sitting at computer

CPI is proud to be an Equal Opportunity and Affirmative Action employer. We do not discriminate based upon race, religion, color, national origin, sex (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender, gender identity, gender expression, transgender status, sexual stereotypes, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics.

Company Description
With a history of innovation, technology leadership, reliability and product and service excellence, CPI is a market share leader in its five largest markets. We’re experiencing remarkable growth. The most exciting challenges still lie ahead, and we invite you to grow with us.

CPI is an enjoyable setting that manifests challenges and successes supporting critical communications throughout the world. We provide a work environment that aligns employees to develop and master a variety of skills to become a more valuable team member. Our commercial and military product applications resonate a sense of pride within the employee as they realize the importance of their efforts.



Plano, TX