Key Account Manager

Pavilion Integration Corporation (PIC), is a leading supplier of photonic modules and sub-system solutions for the biophotonic and industrial sensing markets. PIC manufactures free space and fiber coupled lasers, detectors, laser modules, and optical subsystems covering the UV, Visible and IR wavelength ranges for demanding biomedical and sensing industries. We chose the name Pavilion Integration Corporation for our company envisioning a place that allows us (customer and vendor) to openly discuss in mutual trust, and to work out leading edge breakthrough solutions that will enter the marketplace in disruptive ways to literally light the darkness on disease and discovery.

PIC is seeking a Sales Engineer / Key Account Manager to take up responsibility for the company’s day-to-day sales activities, including revenue and sales growth, monthly, quarterly and annual financial goal management, and sales support. The Sales Engineer serves as a leader of the organization, providing for all staff a strong day-to-day leadership presence. The Sales Engineer / Key Account Manager works in close and complementary partnership with the VP Marketing and CEO.

• Meet or exceed monthly, quarterly and annual bookings, revenue, and gross margin goals.
• Directly manage major and critical developing customer accounts, and coordinate the management of all other accounts.
• Establish and manage the company’s sales infrastructure to enable outstanding execution of current and future programs and maintain the company’s leading competitive position.
• Establish performance goals that are aggressive, achievable, and tied to long-term goals, with clear objectives and delivery dates and identified and accountable owners.
• Establish and lead the sales performance management process that measures and evaluates performance and goal achievement, including monthly performance reviews of key metrics (including customer satisfaction metrics).
• Develop, document, establish, and direct execution of sales processes and policies to support overall company policies and objectives.
• Research and develop strategies and plans that identify market opportunities and new project developments, and lead to robust revenue growth.
• Direct short-term and long-term planning and budget development to support strategic business goals. Direct company sales operations to meet budget and other financial goals.
• Work closely with the VP Marketing on trade shows and marketing promotional activities.
• Promote positive relations with partners, vendors, and distributors.
• Take prompt and decisive corrective action when necessary to ensure achievement of financial, quality, and service goals and compliance with policies and procedures.
• Ensure compliance with all applicable legal and regulatory requirements and best practices.
• Establish and ensure compliance with all appropriate standards of conduct.

• At least eight years experience managing sales for mid-size companies with international operations, including growing organizations and infrastructure, leading teams, and developing performance cultures among groups of diverse, talented individuals.
• Track record of exceeding goals and a bottom-line orientation, together with the ability to balance the need for operational efficiency with nimbleness and innovation.
• Knowledge of structuring sales quota goals and revenue expectations.
• Ability to consistently make good decisions through a combination of analysis, wisdom, experience, and judgment.
• Hands-on, action-oriented, highly organized and directed leader, who enjoys working hard and looks for challenges.
• Ability to think strategically and anticipate future consequences and trends and incorporate them into the sales plan.
• Ability to attract, train, manage, and motivate a skilled team of managers and personnel in a culturally diverse setting.
• Excellent interpersonal, communications, public speaking, and presentation skills, with an outstanding ability to effectively represent the company from a sales perspective.
• Undergraduate degree required, MBA or similar advanced degree highly desired.