Sales Account Manager

4 weeks ago

San Diego, United States Soitec Full time

Job Responsibilities: Regional sales operation: - Manage forecasts, quotations, PO’s, backlogs, account receivables, logistics, external/internal reports for continuously smooth operation. - Prepare external/internal meetings and presentations, contract negotiations and agreement drafts, SWOT and competitors analysis, etc. - Work independently and with Field Application Engineering team to manage projects and address all field issues.

Customer management: - Build personal, customer relations and intimacy based on mutual trust and respect. - Frequently communicate with both direct (fabs) and indirect (fabless) customers to address their needs, expectations, roadmaps, etc. - Work to uncover what our customer’s value. Establish and deliver that value and make sure Soitec gets paid for that value. - Learn our customer’s business, and their technical position today and where they want to be tomorrow. Make sure we are able to deliver the right product, at the right time. - Work closely with our customer’s customers to influence and ‘design-in’ our products to maximize our market-share opportunities.

HQ interactions: - Frequently communicate and collaborate with all HQ units including Customer Support, Planning, BU’s, Business Development, Quality, Product, R&D, Legal, Supply Chain, etc. - Work collaboratively with the business units to prepare and deliver Soitec value messaging targeted specifically for each customer and what they value - Formulate a single pages strategy together with the BU and execute flawlessly - Hold the BUs accountable to the single page strategy - Communicate with the BU teams real time. Assure they understand what our customer’s value.

Business development: - Work independently and collaborate with Corporate BD to grow new business, applications, and customers. - Focus on fabless and ecosystem

Miller Heiman methodologies: - Fully apply strategic and conceptual selling methodologies to entire sales process - Specifically work to uncover the customer’s decision maker analysis. There are 6-10 different buying influences involved in any decision .Assure we are covering each buying influence by building excellent personal relationships - Develop a primary and secondary coach for every business opportunity - Develop and validate a scorecard from the customer’s perspective. Understand top parameter care-abouts, quantify success. Be honest with ourselves and know our strengths (leverage them) and our weaknesses (red flags) and work to mitigate/eliminate them.

Requirements: >2 years experience in semiconductor industry with at least one of the major US customers General semiconductor materials, applications, industry, and global ecosystems Local and international business/sales practices Knowledge of our top customer’s technical processes, and business focus. Excellent business acumen

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