Job Title: Account Manager – Military/Aerospace
Location: Sarasota, FL (In-Person / Hybrid)
Company Overview
Founded in 2001, American Photonics (APC) is a premier, ISO 9001:2015 certified, ITAR-registered, and HUBZone-certified manufacturer of precision infrared (IR) optics and optical coatings. Headquartered in Sarasota, Florida, we specialize in high-precision, 100% US-made optical components (including ZnSe, Germanium, and Silicon lenses, windows, and mirrors) critical to military thermal imaging, night vision, targeted surveillance, and high-power defense laser applications. APC is dedicated to strengthening the domestic defense supply chain by providing mission-critical optics that meet rigid military standards.
Position Summary
American Photonics is seeking an experienced Account Manager – Military/Aerospace to lead, maintain, and scale our portfolio of military clients, federal laboratories, and Tier-1 Defense Primes (e.g., Lockheed Martin, Northrop Grumman, Raytheon). In this role, you will manage long-term program relationships and spearhead the acquisition of new defense contract vehicles. You will serve as the primary liaison between defense procurement officers, engineering teams, and internal production to deliver high-performance optical components built to precise military specifications (Mil-Specs).
Key Responsibilities
- Defense/Military Account Management: Act as the dedicated point of contact for established Defense Primes, Department of Defense (DoD) entities, and aerospace contractors; manage complex blanket purchase agreements (BPAs) and long-lifecycle programs.
- Capture & Proposal Management: Proactively monitor, identify, and qualify federal procurement opportunities (via SAM.gov and defense supply registries); lead the internal RFQ/RFP response process, ensuring technical, pricing, customer presentations, and compliance requirements are met.
- Technical Program Liaison: Translate complex defense blueprints, custom specifications (surface quality, coatings, environmental testing), and strict Mil-Specs to internal engineering and optical fabrication teams.
- Supply Chain Navigation: Navigate complex defense procurement cycles, Federal Acquisition Regulations (FAR/DFARS), and specialized quality clauses to secure vendor-of-choice status on critical programs.
- Strategic Representation: Represent American Photonics at defense manufacturing industry days, aerospace symposia, and procurement matchmaking events.
Minimum Qualifications
- Experience: 5+ years of account management, business development, or program management experience dealing directly with DoD clients, federal agencies, or Tier-1/Tier-2 Aerospace & Defense primes.
- Regulatory Knowledge:
- Technical Literacy: Proven capability to interpret mechanical/optical engineering drawings, products, material datasheets, and stringent performance specifications.
- Education: Bachelor’s degree in business, Supply Chain Management, Engineering, Physics, or a related field (or equivalent specialized military/defense contracting experience).
Preferred Qualifications
- Prior experience in precision optics, photonics, infrared sensors, or laser systems manufacturing.
- Established network of active contacts within defense supply chain procurement or aerospace engineering groups.
- Familiarity with military quality standards.
- Solid working knowledge of ITAR, EAR, and FAR/DFARS compliance requirements.
What We Offer
- Competitive base salary coupled with performance-driven contract capture incentives.
- Comprehensive benefits package including Health, Dental, and Vision insurance.
- 401(k) program.
- Paid Time Off (PTO) and paid federal holidays.
- Direct contribution to reinforcing domestic manufacturing capabilities supporting national security programs.
Pay: From $1.00 per year
Benefits:
- 401(k)
- Dental insurance
- Health insurance
- Vision insurance
Application Question(s):
- What is your direct experience handling ITAR (International Traffic in Arms Regulations) and EAR (Export Administration Regulations) controlled technical data during the quoting and discovery phases?
- Are you familiar with navigating FAR/DFARS (Federal Acquisition Regulation) clauses and customer flowdowns in contract agreements?
- Can you walk me through your experience tracking and qualifying defense program opportunities? What is your process for monitoring platforms like SAM.gov or defense logistics registries?
- Explain your role in a typical RFP/RFQ response for a major defense prime (e.g., Lockheed Martin, Northrop Grumman). How do you coordinate between the client's procurement officers, their material engineers, and your internal production team?
- How do you approach positioning a company to get placed on an approved vendor list (AVL) or secure a long-term Blanket Purchase Agreement (BPA)?
- Describe a time when a defense client’s strict performance or quality specifications (e.g., specific testing protocols, material certifications, or Mil-Specs) conflicted with your factory's standard operational capacity. How did you resolve the gap?
- Who are the typical stakeholders you interface with at a Tier-1 defense prime, and how do you alter your communication when speaking to a supply chain specialist versus a lead systems engineer?
- Defense programs often experience budget shifts, administrative delays, or timeline extensions. How do you maintain an active, warm relationship with a defense client during a long periods of program stagnation?
Work Location: In person
