SALES ACCOUNT MANAGER :
EDUCATION : Preferred : BS Engineering / Chemistry / Physics
EXPERIENCE REQUIREMENTS :
7 years prior Commercial management or Product
Marketing management experience with a Top 3
Semiconductor IDM
Preferred : Semiconductor Process Engineering background
REQUIREMENTS : Leadership
- Demonstrate ability to assemble customer perspective from a series of loosely related facts,
condense the information to its core meaning, develop a strategy to capitalize on an opportunity
or counteract an emerging threat, and then drive SCREEN's full response.
Demonstrate ability to interact comfortably and professionally with all customer representativesfrom Technicians to Vice President level
Self-motivated, independent individual who is capable of leading multi-discipline accountmanagement organization including Marketing, Development, Field Service, Technical Support,
and Sales Support.
Proactive response with positive attitude toward allPatience, diplomacy, and tact under pressured circumstances are essentialSelf-control to remain composed through long-term, demanding engagementsAbility to foster mutual respect, communicate, and work effectively within the SCREENOrganizations
Sales / Business Management
Work to meet Individual Sales Objectives for each Product assigned as direct responsibilityThoroughly qualify all new business targets and confirm any forecast changes early / oftenIdentify resources and tactics needed to achieve Sales Objectives deployed by SCREENManagement
Manage entire sales process from finding opportunity to final equipment sign-off.Demonstrate capability to present First Level Sales Presentations to Customers for keySCREEN Products
Coordinate meetings with Product Engineering to present 2nd and 3rd Level SalesPresentations
Negotiate and coordinate all factory visits, equipment evaluations, process evaluations,and source inspections
Audit released, web-based Purchase Orders and forecast changes for accuracyGuide / instruct Sales Administrator on order entry, special concessionary sales terms, andforecast responses, keeping pace with routine customer changes
Negotiate payment and settlement terms for any outstanding obligations in a constructiveyet adversarial manner as required
Manipulate customer perception of SCREEN's Technology Value to secure a stronger marketposition and to maximize profit margins for all business transactions
Develop intimate knowledge of customer's problems and mold SCREEN Technology to solve these.Increase the installed base of existing technologies and penetrate the account with additionalSCREEN Technologies both new and evolutionary additions
Help establish Organization profile to include organization charts by site, contacts, installedbase, competitors installed base, etc.
Coordinate all RFQ's (Mainframe and Modification) from initial request, to quoted response,through negotiations, and on to booking
Assist Sales Support group in maintaining account files to include, Call reports, Weekly StatusReports, User Meeting reports, Action (AR) Item Lists, RFQ's and responses, Specifications,
Quotes (Capitol Equipment, Service Contract, Modification), Customer Purchase Orders, Order
Entry Documentation, Installed Equipment Status List, and Sales Forecast.
Communication
Demonstrate effective written and oral communication to SBU Staff, remote site staff, customerinterface personnel, and SCREEN Japan management
Understand and communicate all potential opportunities and potential risks to SCREEN businessTake necessary action to address opportunities and risks to SCREEN businessDemonstrate ability to manage effective meetings including preparation, meeting execution,summary reporting, and necessary follow-up
Establish and coordinate periodic meetings required to maintain control of the accountPublish Action items within 24 hours of the meetingFollow up on Action Items and close accordinglyApprove and coordinate all major meetings and events between the account and any SCREENrepresentative
Review and approve contract positioning and formal communications between SCREEN and thecustomer.
Maintain and accurate forecast in designated formatDirect Responsibilities :
Customer Specific Expectations
Develop relationships with key customer contacts in all areas including development (PTD),purchasing (CED), Japan CED (JFCED), and US Factory sites (VF).
Promote the extendibility of existing SCREEN platforms residing as the customer's process ofrecord by supporting the design change meetings, promoting co-development projects, and
inspiring new technology directions.
Take commercial ownership for sustaining business activity developing from the SCREEN SingleWafer Cleaning platforms
Support the DNS Sales processes governing system level and special Modification kit Orderprocessing including Negotiating terms of Sale, monitoring PO placement, ensuring P.O.
accuracy, guiding Order Entry, Forecasting, and Weekly reporting
Support all customer Web Based systemsProvide back-up sales efforts for new business opportunities including new Wet Cleantechnology collaborations, and expandability of existing tool sets.
Support all manner of Customer defined meetings including the Technical (DCP) meetings.Handle Escalations between customer and SCREEN Japan
