Strategic Account Manager, Central Europe

Location: Based in Central Germany (ideally) or France

Travel: Up to 25-30% domestic and international travel.
Reports To: Senior Director of Sales  

Department: Optical Systems – Sales & Business Development

ABOUT US

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.

 ABOUT THE ROLE 

The Strategic Account Manager, Optical Systems is responsible for driving profitable sales growth across France, Germany, Austria, Switzerland and Northern 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.

STRATEGIC BUSINESS DEVELOPMENT

• 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.

ACCOUNT MANAGEMENT

• 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. 

TECHNICAL SALES LEADERSHIP

• 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.

OPPORTUNITY DEVELOPMENT

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

CUSTOMER RELATIONSHIP MANAGEMENT 

• 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.

INTERNAL LEADERSHIP

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

ABOUT YOU

• Bachelor's degree in Optical Engineering, Physics, Mechanical Engineering or equivalent commercial experience 
• Master's degree or MBA preferred.
• Experience in project management, commercial negotiations and strategic account development
• Proven experience in technical sales or business development.
• Experience managing strategic accounts exceeding €10M annually.

CORE COMPETENCIES 

• Strategic planning and account development
• Executive-level communication and stakeholder management
• Contract negotiation and commercial acumen
• Capture management and opportunity qualification
• Forecasting, pipeline management, and sales planning
• Customer-focused problem solving and advocacy
• Relationship building and influencing skills

KPIs

• Achievement of bookings and revenue growth targets
• Gross margin performance
• Pipeline growth and opportunity conversion
• Win rate and capture effectiveness
• Forecast accuracy
• Customer satisfaction and retention
• Delivery of strategic account plans and business objectives

WHY G&H?

Working at G&H means contributing to technologies that make a real difference, alongside talented colleagues in a collaborative and supportive environment. We invest in our people, encourage continuous learning, and provide opportunities to grow your career while working on complex engineering challenges at the forefront of optical and photonics technology.

We offer a competitive total remuneration package, commensurate with experience.

Notes: This job description is not intended to be exhaustive in every respect, but rather to clearly define the fundamental purpose, responsibilities and dimensions for the role. Therefore, this job description does not describe any individual role holder. In addition to the contents of this job description, employees are expected to undertake any and all other reasonable and related tasks allocated by their line manager.

The Company is committed to providing equal employment opportunities for all employees and applicants for employment. The Company does not discriminate in employment opportunity or practices on the grounds of gender, race, religion or belief, age, disability, sexual orientation, gender identity, protected veteran status, or any other characteristic protected by national laws under which the Company operates.

Potential candidates should be aware that many of the employment roles at Gooch & Housego are subject to government security and export control restrictions. These restrictions mean that factors such as your nationality, any nationalities that you may have previously held and your place of birth, could restrict the roles you are eligible to perform within the organisation.