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Rochester Precision Optics · 2 hours ago

Strategic Account Manager

West Henrietta, NY, US

Full-time

Onsite

Mid, Senior Level

$110K/yr - $120K/yr

5+ years exp

Rochester Precision Optics (RPO) is a global leader in precision optical components and is seeking a results-driven Strategic Account Manager to enhance sales growth across defense and commercial markets. This role involves managing customer relationships, addressing inquiries, and collaborating internally to drive strategic account growth and optimize customer service.

ManufacturingProduct Design

No H1B

U.S. Citizen Only

Responsibilities

Act as the company representative for assigned customers, managing relationships, products, services, deliverables and communications

Develop strong, long-term client relationships and strategic account plans (targets, whitespace, product adoption, pricing strategy)

Manage, resolve and communicate customer issues including delivery status, credit issues, reschedules, expedites, etc

Collaborate across the organization (Business Development, Inside Sales, Engineering, Program Management, Operations, Supply Chain) to execute quotes and respond swiftly to customer inquiries—ensuring the catalog-/standard-product workflow is efficient and accurate

Attend production and sales meetings, conference calls with customers and BD team to report status, opportunities and risks

Review and manage all incoming orders and acknowledgements for accuracy, specification, timing, and alignment with catalog SKUs

Take ownership of ERP system (Epicor) and CRM (HubSpot) data for the BD team—ensure data integrity, training, and reliable usage

Manage incoming customer inquiries from the website, trade shows and direct outreach; spearhead the initial vetting and distribution of new catalog opportunities into the CRM

Partner with e-commerce/marketing to optimize online conversion, promotions, landing pages and catalog user experience; drive cross-sell/upsell of standard product lines

Forecast monthly/quarterly revenue, units and margin for assigned accounts; maintain pipeline hygiene and apply price-to-win logic for volume / standard orders

Regularly conduct QBRs with strategic catalog accounts; track SLAs (lead time, on-time-delivery, RMA rate) and drive corrective actions internally

Map and influence customer product roadmaps (e.g., transition from legacy to next-gen standard optics) to lock in catalog wins and ensure product lifecycle management

Qualification

B2B sales experienceOptics knowledgeProject managementCRM proficiencyERP experienceCommunication skillsOrganizational skillsProblem-solving skillsTeam playerDetail-oriented

Required

Bachelor's degree in business, marketing, or related field preferred; 7+ years of relevant experience in lieu of degree considered

5-7 years of proven B2B sales success in a high-impact role, ideally within manufacturing or optics

Minimum 3 years' experience in project management, sales support or customer service

Familiarity with manufacturing environments and ability to communicate at a technical level; optics experience is strongly preferred

Advanced understanding of global account management principles and intermediate knowledge of business contract structure

Demonstrated ability to manage transactional sales while cultivating long-term strategic partnerships

Experience supporting business development efforts and driving growth within existing accounts

Proficient in strategic planning, data analysis, and KPI-driven performance management

Exceptional verbal and written communication skills for presenting, negotiating, and cross-functional collaboration

Proven ability to build trust-based relationships with demanding clients, partners, and internal teams

Strong organizational skills with attention to detail and the ability to manage multiple priorities

Proactive, adaptable and creative approach to solving customer challenges and uncovering growth opportunities

Proficiency in Microsoft Office Suite (Excel, Word, PowerPoint) and CRM Platforms (HubSpot)

Experience working with ERP systems to manage client data, order processing, and cross-functional collaboration; Epicor preferred

Ability to learn quickly and understand complex product offerings and translate them into customer solutions

Compliant with ITAR, EAR and other laws and regulations as defined: 'U.S. citizens, lawful permanent residents ("Green Card" holders), persons granted refugee status or asylum status in the United States, or temporary residents granted amnesty.'