Position Overview
The Key Account Manager – Aerospace is responsible for owning and expanding revenue within assigned aerospace key accounts, with a dual focus on:
- Growth of custom-engineered Test & Measurement (T&M) solutions under the Titan brand
- Expansion and monetization of the installed base through services, modernization, and long-term support agreements
This role serves as the commercial owner of the account lifecycle—from strategic penetration planning through execution—partnering closely with engineering, service delivery, and leadership teams to position Ascential Technologies as a long-term aerospace partner, not just a project supplier.
Core Account Ownership & Growth Responsibilities
Strategic Account & Revenue Ownership
- Own revenue growth and account penetration across assigned aerospace customers, with accountability for new systems, services, and recurring revenue.
- Develop and execute site-level account plans, including installed asset mapping, decision-maker alignment, whitespace identification, and quarterly expansion targets.
- Establish and manage annual and multi-year growth plans to achieve a minimum of $8M+ in annual revenue across assigned accounts.
Installed Base & Services Expansion (Differentiator)
- Build deep site intelligence for each installed Titan or legacy stand, including configuration, utilization, maintenance history, failure risks, and downtime windows.
- Convert reactive support into contracted relationships, positioning preventive maintenance, calibration, response coverage, training, and modernization as risk mitigation and uptime improvements.
- Identify and close upgrade and modernization opportunities tied to:
- Controls and instrumentation refresh
- Obsolescence mitigation
- Safety and compliance requirements
- Throughput and data quality improvements
- Grow recurring revenue streams, including renewals, multi-year support agreements, and standardized service bundles across the install base.
Technical & Value-Based Sales Leadership
- Lead complex, technical, value-based sales cycles with engineering, maintenance, quality, and program stakeholders.
- Translate customer operational pain points into clearly scoped solutions with defined outcomes, ROI, and lifecycle value.
- Prepare and present technical quotations, proposals, and statements of work, ensuring alignment with internal engineering and delivery teams.
- Maintain disciplined opportunity qualification, pricing rigor, and forecast accuracy.
Cross-Functional Execution & Customer Success
- Act as the primary commercial interface between the customer and internal teams, ensuring commitments are executable and expectations are clear.
- Coordinate with engineering, service, and operations to ensure successful delivery, high customer satisfaction, and strong renewal positioning.
- Provide structured account updates, pipeline reporting, and market feedback to senior leadership.
Metrics for Success
- Achievement and sustained growth of annual revenue targets ($8M+)
- Increase in services attach rate and installed base recurring revenue
- Expansion of scope, number of stands covered, and contract duration within each key account
- Forecast accuracy and healthy pipeline coverage
- Customer satisfaction, renewals, and long-term account retention
Qualifications & Profile (Refined)
Required
- Bachelor’s degree in Engineering (Mechanical, Electrical, or related) or equivalent technical experience.
- 5–10+ years of experience selling technical solutions, services, or aftermarket support into aerospace, defense, MRO, or industrial test environments.
- Proven success expanding revenue within an installed base, including renewals, upsell, and cross-sell.
- Strong ability to sell into engineering, maintenance, and program-driven organizations.
- Demonstrated commercial rigor in pricing, contracts, and opportunity management.
- Willingness to travel to customer sites as required.
Preferred / Nice to Have
- Experience with test stands, drivetrain or gearbox testing, controls, instrumentation, calibration, or data acquisition systems.
- Familiarity with OEM installed base dynamics, sustainment strategies, and competitive displacement.
- Proficiency with Salesforce CRM and data-driven account management.
- Strong analytical capability using tools such as Excel for forecasting and account analysis.
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