What are the responsibilities and job description for the Field Sales Engineer - Semiconductor position at HARTING Americas?
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We are seeking a Field Sales Engineer - Semiconductor (based in California) to have a strong strategic focus on generating new demand by shaping technologies and systems with market leading OEMs. This high visibility role will interface with all functional areas of the organization, representing the entire HARTING product portfolio and acting as the champion of the customer. Successful FSEs will not only excel at generating overall revenue, but also implementing strategies and plans that develop the relevant Key Accounts, and products & solutions for the market. The FSE will plan and execute the penetration of designated National and Key Accounts with the full range of HARTING products and technologies and achieve budgetary and medium-term sales goals.
HARTING aims to be a trusted advisor to HARTING customers and positions itself as the go-to source expert for industrial connectivity solutions. We partner directly with Original Equipment Manufacturers (OEMs) and Distribution partners for standard product, designed-in value-added products, and Product Development initiatives. As we delve further into the semiconductor space, the Field Sales Engineer - Semiconductor will be critical to our relationship-building within the market.
To succeed in this role, you will be highly driven to :
- Evaluates and investigates customer needs and provides product application solutions.
- Map network of manufacturing plants, design and decision-making centers, supply chain methods, subcontractors, contract manufacturers and distributors associated with the designated Key Accounts.
- Develop business relationships at the highest possible levels of critical decision makers within both the Key Account as well as their major sub-contractors, to cement the company-to-company relationships and early access to future business.
- Evaluate the overall connectivity potential and determine the share of this potential by competitors on an on-going basis.
- Propose and execute with management support, medium to long term penetration plans to maximize HARTING's share of this potential and identify profitable new product development opportunities.
- Execute a minimum of 20 high-quality, actionable customer engagements each month, to be entered in CRM weekly.
- Generate a new business opportunity pipeline in excess of 4x account growth goal annually, documented in CRM and updated on a bi-weekly basis.
- Develop a strategic business plan for the Key Accounts to support demand generation goals, defined customer development goals, new product sales goals, and customized solutions goals.
- Maintain and share monthly territory performance analyses by product group, market segment, account potential, etc.
- Proactively lead technology adoption within strategic customer group by utilizing all available organizational tools (including technology days, digital tools, roadshow truck, etc.)
- Faithfully maintain CRM to include data regarding key decision makers, location information, contact information, and other criteria as required by the company.
- Create and present comprehensive, high-level business reviews / updates on a quarterly basis for internal audiences (up to and including VP and CEO level).
- Advise direct manager and relevant product managers on an ongoing basis of competitive actions required and recommended action to be taken.
- Work closely with product management and marketing staff members in activities such as market and product selection; product introduction strategy; sales launches, and new programs and promotions as required.
- Recognizes and reacts to new product opportunities.
- Represents HARTING at trade shows.
- Perform other duties as assigned.
Skills and experience to thrive in this role :
HARTING Americas is a subsidiary of HARTING Technology Group, a German-based global leader in industrial connectivity solutions. We develop, manufacture, and sell the world's most durable and reliable products and solutions for use in Machinery & Robotics, Automation Devices, Rail & Transportation, Intralogistics & Conveyor Systems, Energy, and Datacenter market segments.
As a third generation, family-owned company, with over 75 years of history, we continue to create value and shape the future with technologies for people. You will discover that we work hard - to fulfill our personal, company, and customer goals, and in our commitment to our community with our holiday drives and our paid VTO (Voluntary Time Off). You will also discover that we like to have fun - like when we celebrate the holidays, host theme days and sweater parties, prost to Oktoberfest, and much more!
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HARTING USA offers an attractive total compensation package and employee benefits, including :
