Key Account Manager - (semiconductor or photonics manufacturing)
PERMANENT
Salem, NH
The Key Account Manager will be responsible for managing the ongoing business relationships with Key Customer Accounts while developing and executing a multi-year strategy to further enhance value add to the customer and maximizing the account's impact through targeted relationship development and opportunity identification.
This full-time, exempt remote-based role will report to the Vice President, Sales & Marketing.
ESSENTIAL FUNCTIONS:
- Develop and implement Sales, Pricing, and Product plans to achieve market share leader in all markets, while continuously increasing profitability and market share
- Strategic, Revenue, and Bookings forecasts are developed for the current fiscal year as well as the following fiscal years
- Market/customer requirements and trends are identified and communicated to Sales, Marketing, Manufacturing and Engineering Operations.
- Translate new and emerging markets into strategic plans to position the company as the market leader
- New product opportunities are identified, and clear direction and leadership is provided to cross functional team(s) regarding global account strategy, team member responsibilities and expectations.
- Strategic account plans are developed, implemented, and reviewed to maximize growth & customer satisfaction
- Develop influential network on all levels and dimensions with a focus on strategic relationship development planning to drive growth.
- Develop, Deliver and Negotiate proposals leading to profitable closings
- Manage a multi-million dollar major account business.
- Presentations are prepared and given to customers, management and key operations personnel on market planning, analysis, and future product development
- High overall customer satisfaction is maintained
- Competitive Benchmarking is performed to assure accurate knowledge of market size, SWOTS, key competitors and their strategies.
- Cross-functional team of sales, engineering & manufacturing are coordinated to deliver high performance, cost effective solutions to targeted accounts
- Communication with department teams and Senior Management is timely and consistent
- Role model for Quality, Customer Satisfaction, Employee Satisfaction and Business Results
SKILLS & ABILITIES:
- 10+ years of experience in B2B sales/account management with strong focus on technical sales and solution selling.
- Previous experience in semiconductor or photonics manufacturing.
- Experience in marketing and strategy.
- Highly systematic and conceptual thinking skills
- Experience calling on executive management of large multi-national companies
- Proven skills in strategic planning, product and global market development, market research, and marketing communications.
- Proven track record of delivering high performance and world class results
- Demonstrated sales and negotiating skills
- Demonstrated ability to cross functional teams and achieve results through others
- Experience with problem analysis and resolution at the strategic and functional levels
- Experience in laser products and laser component applications
- Experience with CRM, Word, Excel, Outlook, PowerPoint, Email.
- Excellent interpersonal, communication and presentation skills and ability to comprehend (including technical concepts) and communicate at a high level with customers, distributors, and principals at different purchasing and engineering levels
- Ability to deal effectively with differences of opinion, to influence, to draw ideas from others, and to negotiate and mediate
- Ability to anticipate and handle multiple priorities and complex/abstract issues
EDUCATION AND EXPERIENCE:
- BS in Engineering or Science discipline
- Masters in Business or Technical Master's degree a plus.