Strategic Account Manager, Southern Europe

Job Type

Full-time

Location:

Based in UK or Europe

Travel:
Up to 25-30% domestic and international travel.

Reports To:

Senior Director of Sales

Department:
Optical Systems – Sales & Business Development

G&H is a world leader in optical designing, testing and manufacturing. As experts in the technology of light, G&H works with customers to provide optical systems, assemblies, and components for demanding applications

G&H's Optical Systems Division specialises in the design and manufacture of precision optics, optical coatings, vision systems, and advanced photonics solutions for customers operating in aerospace & defence, industrial, and life sciences markets. Our work supports cutting-edge technologies where performance, accuracy, and reliability are critical.

Our success is built on innovation, precision, and the talent of our people. We are committed to developing capability at every stage of a career, from apprenticeships and graduate pathways through to leadership development.

The Strategic Account Manager, Optical Systems is responsible for driving profitable sales growth across Europe by developing strategic customer relationships and identifying new business opportunities for G&H's optical systems, precision optics and custom-engineered solutions

The role combines technical sales, business development, strategic account management and applications engineering, acting as both the commercial and technical interface between customers and G&H engineering, product management and manufacturing teams. Success requires a strong understanding of optical technologies, commercial acumen and the ability to manage technically complex, long sales cycles from opportunity identification through to production.

• Develop and execute strategic account plans for assigned customers.
• Identify and qualify new opportunities across commercial, civil, national security, defence and space markets.
• Drive customer engagement from concept development through production.
• Build multi-level relationships with engineering, procurement, program management, executive leadership, and supply chain organizations.
• Influence customer technology roadmaps through early engagement.

• Own customer revenue, bookings, margin, and pipeline performance.
• Develop annual account growth strategies and 1-3 year business plans.
• Lead quarterly business reviews.
• Maintain accurate opportunity management, forecasting and pipeline reporting using Salesforce CRM.

• Lead commercial discussions for optical assemblies, precision optics, laser systems, optical coatings, imaging systems, infrared optics, SWIR/MWIR/LWIR solutions, optical payloads, and space-qualified optical hardware.
• Translate customer technical requirements into internal development activities.
• Coordinate with Engineering, Product Management, Program Management, Manufacturing, Operations, Quality, and Supply Chain.

• Lead opportunity qualification, capture strategy, competitive positioning, pricing strategy, proposal development, contract negotiations, and risk identification.

• Develop trusted relationships with program managers, chief engineers, systems engineers, procurement, supply chain, and executive leadership.
• Represent G&H during technical reviews, customer audits, executive meetings, and industry conferences.

• Coordinate cross-functional teams to ensure customer requirements are understood, risks are identified, manufacturing readiness is achieved, and customer commitments are met.

• Bachelor's degree in Optical Engineering, Physics, Mechanical Engineering or equivalent commercial experience
• Master's degree or MBA…