Job Opportunities

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.

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Job Description

Job Number
Job Title
Regional Account Manager - US Territory
SAT : Sales and Marketing

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.
The Regional Sales Manager is responsible for the strategy, development and maintenance of new and existing accounts within a pre-defined geographic territory. The role of a Regional Sales Manager is to identify and target prospective customers and identify, pursue and close new sales opportunities, through the successful execution of pre-sales customer engagement and relationship development. This external-focused position will operate as part of a regionally aligned team and serve as a key customer advocate internally to the business. 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.

Customer Relationship Development (50%):
•   Establish, grow and maintain customer relationships
•   Work with reps, value-added-resellers and distributors to address new and/or on-going opportunities and to enhance business in active and new/related markets
•   Proactively manage the day-to-day business with strategic accounts
•   Support and collaborate with Product Sales Managers on customer meetings, discussions and product demonstrations
•   Support coordination and participate in regional representation at tradeshows
•   Retain ownership of customer issues and engage the relevant parts of the organization for effective resolution
•   Present account and regional growth strategies to Sales Management and establish and execution plan
•   Make recommendations for and implement specific account and regional target campaigns that demonstrate growth opportunities for the region and/or business
•   Drive the business forward through developing an innovative and personalized approach to new and existing customers

Bid Qualification and Proposal Activities (30%):
•   Perform qualification of accounts and opportunities
•   Perform bid/no bid/Price to Win analysis and recommendation
•   Responsible for matching the capabilities of the company with the customer’s requirements/needs
•   Provide pre-sales support to customers and provide quotes for standard product lines
•   Strategy development and coordination of major pursuits within assigned territory and cross regionally
•   Work closely with Central Account Managers and Product Line Sales to address customer needs as required
•   Coordinate sales efforts with other departments to ensure qualified responses to customer requests

Market Intelligence (10%):
•   Survey the market to provide customer oriented inputs and collaborate with Sales Intelligence/Business Managers/Product Line Sales and Tech Directors to drive product line roadmaps
•   Contribute to the development of product marketing collateral materials
•   Provide competitive market intelligence to Sales Intel team
•   Identify and suggest new market approaches to drive growth and profitability into the business

Reporting Tasks (10%):
•   Coordinate with the Account Management teams to maintain the opportunity pipeline within the CRM
•   Perform regular CRM funnel reviews to maintain data integrity
•   Support Lessons Learned exercises post proposal activity

•   Provide quarterly plan to Regional Director with gap to close analysis
•   Utilize CRM to highlight to sales management where multiple routes to the same opportunity are being pursued
•   Work alongside Regional Director and Sales Operations in support of annual quota setting activities
•   Provide weekly/monthly/quarterly report inputs as required

•   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

•   Working knowledge of Microsoft Office Suite
•   Strong analytical skills
•   Strong communication and presentation skills

Preferred job requirements
•   Bachelor’s degree in Engineering related subject
•   Understanding of the SATCOM markets
•   Account Management experience
•   Working knowledge of funnel management and maintenance
•   Familiarity with a Customer Relationship Management (CRM) system

Working Conditions
•   Domestic and International travel required (50%-75%)
•   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
•   Long hours at a computer terminal

This position requires potential access to technology controlled under the International Traffic in Arms Regulations (ITAR) or the Export Administration Regulations (EAR). The successful candidate must be a “U.S. Person” as defined under ITAR and EAR. In order to be a U.S. Person for ITAR and EAR purposes, you must (i) be a citizen or national of the United States; or (ii) be a lawful permanent resident of the United States; or (iii) a protected individual as defined by 8 U.S.C. 1324b(a)(3).

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.