Semiconductor Account Manager

MOTION CONTROL ACCOUNT MANAGER FOR SEMICONDUCTOR AND DATA STORAGE MARKETSOur world class Motion Team is revolutionizing the way things move. Electronic motion control brings quantum leaps in flexibility, precision, efficiency and reliability to applications as diverse as robots, lift trucks, medical equipment and packaging machines. Our breadth of products and brands are unmatched. We are a globally active company in one of the fastest growing industries – the automation industry.
POSITION SUMMARY:Responsible for directing sales and business efforts at specified Industry Account(s). An Industry Account is defined as direct OEM accounts within specific vertical markets. Specific vertical markets will include: Semi/Electronic Assembly & Data Storage. The Industry Account typically has multiple facilities requiring coordination of activities.
The Industry Account Manager creates and implements sales and marketing strategies that will result in an increase in product sales and market penetration/expansion within the designated account(s).
ESSENTIAL DUTIES AND RESPONSIBILITIES:
Developing and implementing successful sales strategies at assigned accounts.Establishing detailed account plans and identifying key buying influencesDetermination of buying influence “wins” and appropriate actions required to develop a preferred position with the key buying influencesIdentify projects within the account which may contain motion control opportunities.
Scope project size (volumes, timings, logistic requirements, etc.)Define technical requirements for individual components and systems (mechanical, motors, drives, controls, performance, functions, machine operation, etc.)
Establishment of appropriate sales programs designed to achieve relationship growth within the following areas at the account:
Engineering (product and system specification)
Senior Management (coaching and co-management)
Purchasing (supply chain mgmt)
Marketing (new product plans)
Operations (application & consumption of product)
Sizing of total account market (motion control product consumption by the account)Lead global sales effort to increase sales and penetration at assigned accounts:Coordinate sales/support actions between geographically distributed account design and manufacturing locations.Develop and distribute sales actions to inside personnel that may be assigned to assist sales efforts (territory personnel)Develop sales action priorities and implement across organizationDevelop and present materials needed to accomplish internal selling objectives (e.g. product requirements, target pricing, volumes, etc)Develop materials and present to personnel at account as required to win business.Leverage Marcomm produced materialsAccount specific value propositions for company products and servicesPosition products specifically within account requirementsLead negotiations and win business at targetsEngage and lead resources as needed to secure businessMeet assigned quotas for bookings, sales and other metrics as may be assigned.
REQUIREMENTS
THE SUCCESSFUL CANDIDATE WILL HAVE:Strategic planning abilityLeadership skills – including those necessary to lead informally such as coaching and influencing skillsNegotiation skills/relationship managementPresentation skillsExcellent oral and written communication skills (English)Ability to set and achieve goalsPlanning and organizing abilityCognitive reasoning ability including critical thinking and numerical reasoning abilityBusiness/product positioning experienceProficiency in Microsoft Office tools (Powerpoint, Outlook, Word, Excel, Access) and standard web based research tools such as One Source.Be adaptable to changeBe capable of cross functional interactionHave strong interpersonal skillsHave customer contact & management skillsTactical implementation of strategy skillsExperience with pricing (strategic pricing planning & tactical deployment)Have broad knowledge and expertise in sales managementHave knowledge of basic financial concepts (shareholder value, return on assets, financial forecasting and budgeting)Have the ability to manage the complex selling process, consisting of engagement at all levels of a prospect organization, from engineering & technical teams to senior management. Includes an understanding of when and why to engage at the various levels within such accountsHave experience in using process driven sales tools such as strategic selling, value selling, etc.Ability to comprehend and prepare written contractsAbility to use authority, respect and trust in a balanced manner to get people to achieve goals.Broad knowledge of management principles including management of people to be their best.
EDUCATION and/or EXPERIENCE
Bachelor’s degree in Engineering or related technical is required with three to five years of executive level sales experience. Experience within the motion control industry is preferred.