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 accounts 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 Masters degree a plus.
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