30+ days ago - req26732
Sales Account Manager
Sales & marketing
Other job categories
In a nutshell
Shanghai - TCN, China
Sales & marketing
Other job categories
Responsible for managing all aspects of Cymer’s relationship with the assigned accounts to maximize customer satisfaction and profitable market share potential.Ensures that the Cymer value proposition is effectively articulated to the customer (either personally or through other Account Team members) so as to maximize customers’ perceived value of Cymer’s product portfolio.
Radford:This position develops new accounts and/or expands existing OEM/VAR accounts.Customers may be geographic or named accounts.These incumbents are the most senior level individual contributor Sales Account Managers and are viewed as experts by the company and in the field.Incumbents focus on critical, large, complex, high visibility, strategic, or tactically important accounts and may be responsible for the development of new business opportunities for new products or emerging areas.May have a leadership role and in some companies, management personnel will perform these functions.
DUTIES AND RESPONSIBILITIES
Strategy and Business Development
Develops the overall objectives and strategy to develop a valued relationship within all targeted areas of the accounts.This is done working together with Account Team members from other functional areas (Sectors, Product Management, Applications, IBP, etc.).
Understands customers’ culture, product portfolio, competitive position, financial state, investment plan, organization structure, key decision makers, installed base, and Cymer competitive strengths and weaknesses.
Develops, updates, and communicates Account Plans on a regularly scheduled basis.
Maintains or increases market share of our products and services in assigned accounts.
Ensures alignment of customer and Cymer product roadmaps, and promotes new products and new technology with well planned strategies to assigned accounts.
Manages account business essentials including accurate laser (MAF) and Install Base Products forecasts at appropriate margins, achieving revenue target.
Obtains accurate information about competitors, markets, and customer capital spending plans.Analyzes market share by gathering information about competitor’s shipments.
Builds and maintains relationships with all levels for customers’ decision-maker network (economic, technical, user buying influences).
Manages key customer negotiations - warranty and service issues, new product introductions, etc.
Leads senior management operations reviews as necessary to report and control Account/Cymer objectives.
Works closely with Product Management team to ensure success of technical discussions, including acceptance of product specification modifications and FCO.
Performs other duties as assigned.
Considered an expert in the Company and may be the in-house expert on specific technologies. Having broad expertise or unique knowledge, uses skills to contribute to development of company objectives and principles and to achieve goals in creative and effective ways. Technical Committee review may be required to achieve this level (i.e., barriers to entry may exist).
Works on the most complex technical projects or business issues requiring state-of-the-art technical or industry knowledge where analysis of situations or data requires an evaluation of intangible factors. Exercises independent judgment in methods, techniques and evaluation criteria for obtaining results. Creates formal networks involving coordination among groups.
Acts independently to determine means of arriving at a solution which is not generally determined by anyone other than the incumbent.Generally provides a leadership role across work groups and may supervise the activities of others.
Excellent written and verbal communication skills.
Ability to translate, statistically analyze data, and effectively report problems through written and/or graphical formats.
Excellent customer service skills, with an advanced understanding of customer relationship building.
Ability to use MS Word, Excel, PowerPoint, and electronic e-mail systems.
Product, sales, or marketing management experience.
Familiar with new product introductions, key account management, and working with field professionals.
Cross-functional or matrix management experience.
Semiconductor manufacturing or semiconductor capital equipment management experience.
Professional business manner, appearance, and personal maturity is required.
Ability to explain to others logically the problem in order to achieve appropriate understanding and cooperation from supporting team.
Ability to make accurate forecasts and to reconcile results to the forecast.
Must be a self-starter with ambition and initiative, be a team player, and be able to make a good first impression.
Possesses very strong skills acquired through advanced training, study and experience.Often knowledge is “self taught” as formal training in emerging technologies may not exist.Typically has advanced degree (Master's, PhD). Minimum of twelve (12) years of experience is required.
Requires a Bachelor’s Degree (or above) in Engineering.
A minimum of twelve (12) years of experience in sales, account management, marketing, sales promotion, or strategic planning in the semiconductor capital equipment business.
Front-end semiconductor process technology knowledge.
Engineering background is preferable.
PHYSICAL DEMANDS AND WORK ENVIRONMENT
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
While performing the duties of this job, the employee routinely is required to sit; walk; talk; hear; use hands to keyboard, finger, handle, and feel; stoop, kneel, crouch, twist, reach, and stretch.
The employee is occasionally required to move around the campus.
The employee may occasionally lift and/or move up to 20 pounds.
May require travel dependent on business needs.
Specific vision abilities required by this job include close vision, color vision, peripheral vision, depth perception, and ability to adjust focus.
Can work under deadlines.
The environment generally is moderate in temperature and noise level.
Must be able to read and interpret data, information, and documents.
Can observe and respond to people and situations and interact with others encountered in the course of work.
Can learn and apply new information or skills.
Ability to travel (domestic and international) via air and auto at least 50% of the time.