Sales Account Manager

Company: SCREEN SPE USA
Location: Carrollton
Posted on: September 13, 2023

Job Description:

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 representatives from Technicians to Vice President level

Self-motivated, independent individual who is capable of leading multi-discipline account management organization including Marketing, Development, Field Service, Technical Support, and Sales Support.

Proactive response with positive attitude toward all
Patience, diplomacy, and tact under pressured circumstances are essential
Self-control to remain composed through long-term, demanding engagements
Ability to foster mutual respect, communicate, and work effectively within the SCREEN Organizations

Sales / Business Management

Work to meet Individual Sales Objectives for each Product assigned as direct responsibility
Thoroughly qualify all new business targets and confirm any forecast changes early/often
Identify resources and tactics needed to achieve Sales Objectives deployed by SCREEN

Management

Manage entire sales process from finding opportunity to final equipment sign-off.
Demonstrate capability to present First Level Sales Presentations to Customers for key

SCREEN Products

Coordinate meetings with Product Engineering to present 2nd and 3rd Level Sales

Presentations

Negotiate and coordinate all factory visits, equipment evaluations, process evaluations, and source inspections

Audit released, web-based Purchase Orders and forecast changes for accuracy
Guide / instruct Sales Administrator on order entry, special concessionary sales terms, and forecast responses, keeping pace with routine customer changes

Negotiate payment and settlement terms for any outstanding obligations in a constructive yet adversarial manner as required

Manipulate customer perception of SCREEN's Technology Value to secure a stronger market position 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 additional SCREEN Technologies both new and evolutionary additions

Help establish Organization profile to include organization charts by site, contacts, installed base, 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 Status Reports, 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, customer interface personnel, and SCREEN Japan management

Understand and communicate all potential opportunities and potential risks to SCREEN business
Take necessary action to address opportunities and risks to SCREEN business
Demonstrate 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 account
Publish Action items within 24 hours of the meeting
Follow up on Action Items and close accordingly
Approve and coordinate all major meetings and events between the account and any SCREEN representative

Review and approve contract positioning and formal communications between SCREEN and the customer.

Maintain and accurate forecast in designated format

Direct 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 of record 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 Single Wafer Cleaning platforms

Support the SCREEN Sales processes governing system level and special Modification kit Order processing including Negotiating terms of Sale, monitoring PO placement, ensuring P.O. accuracy, guiding Order Entry, Forecasting, and Weekly reporting

Support all customer Web Based systems
Provide back-up sales efforts for new business opportunities including new Wet Clean technology 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

Keywords: SCREEN SPE USA, Carrollton , Sales Account Manager, Executive , Carrollton, Texas