Sales Account Manager

Company: SCREEN SPE USA
Location: Carrollton
Posted on: September 12, 2023

Job Description:

EDUCATION: Preferred: BS Engineering/Chemistry/PhysicsEXPERIENCE REQUIREMENTS:> 7 years prior Commercial management or ProductMarketing management experience with a Top 3Semiconductor IDMPreferred: Semiconductor Process Engineering backgroundREQUIREMENTS: LeadershipDemonstrate 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 SCREENs full response.Demonstrate ability to interact comfortably and professionally with all customer representatives from Technicians to Vice President levelSelf-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 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 SCREEN OrganizationsSales / Business ManagementWork 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 SCREENManagementManage entire sales process from finding opportunity to final equipment sign-off.Demonstrate capability to present First Level Sales Presentations to Customers for keySCREEN ProductsCoordinate meetings with Product Engineering to present 2nd and 3rd Level SalesPresentationsNegotiate and coordinate all factory visits, equipment evaluations, process evaluations, and source inspectionsAudit released, web-based Purchase Orders and forecast changes for accuracyGuide / instruct Sales Administrator on order entry, special concessionary sales terms, and forecast responses, keeping pace with routine customer changesNegotiate payment and settlement terms for any outstanding obligations in a constructive yet adversarial manner as requiredManipulate customer perception of SCREENs Technology Value to secure a stronger market position and to maximize profit margins for all business transactionsDevelop intimate knowledge of customers 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 additionsHelp establish Organization profile to include organization charts by site, contacts, installed base, competitors installed base, etc.Coordinate all RFQs (Mainframe and Modification) from initial request, to quoted response, through negotiations, and on to bookingAssist Sales Support group in maintaining account files to include, Call reports, Weekly Status Reports, User Meeting reports, Action (AR) Item Lists, RFQs and responses, Specifications, Quotes (Capitol Equipment, Service Contract, Modification), Customer Purchase Orders, Order Entry Documentation, Installed Equipment Status List, and Sales Forecast.CommunicationDemonstrate effective written and oral communication to SBU Staff, remote site staff, customer interface personnel, and SCREEN Japan managementUnderstand 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-upEstablish 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 SCREEN representativeReview and approve contract positioning and formal communications between SCREEN and the customer.Maintain and accurate forecast in designated formatDirect Responsibilities:Customer Specific ExpectationsDevelop 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 customers 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 platformsSupport 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 reportingSupport all customer Web Based systemsProvide 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, Sales , Carrollton, Texas