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    Sales Account Manager - San Diego, United States - Soitec

    Soitec
    Soitec San Diego, United States

    1 week ago

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    Description

    Job Responsibilities:

    Regional sales operation:

    Manage forecasts, quotations, POs, backlogs, account receivables, logistics, external/internal reports for continuously smooth operation.

    Prepare external/internal meetings and presentations, contract negotiations and agreement drafts, SWOT and competitors analysis, etc.

    Work independently and with Field Application Engineering team to manage projects and address all field issues.

    Customer management:

    Build personal, customer relations and intimacy based on mutual trust and respect.

    Frequently communicate with both direct (fabs) and indirect (fabless) customers to address their needs, expectations, roadmaps, etc.

    Work to uncover what our customers value. Establish and deliver that value and make sure Soitec gets paid for that value.

    Learn our customers business, and their technical position today and where they want to be tomorrow. Make sure we are able to deliver the right product, at the right time.

    Work closely with our customers customers to influence and design-in our products to maximize our market-share opportunities.

    HQ interactions:

    Frequently communicate and collaborate with all HQ units including Customer Support, Planning, BUs, Business Development, Quality, Product, R&D, Legal, Supply Chain, etc.

    Work collaboratively with the business units to prepare and deliver Soitec value messaging targeted specifically for each customer and what they value

    Formulate a single pages strategy together with the BU and execute flawlessly

    Hold the BUs accountable to the single page strategy

    Communicate with the BU teams real time. Assure they understand what our customers value.

    Business development:

    Work independently and collaborate with Corporate BD to grow new business, applications, and customers.

    Focus on fabless and ecosystem

    Miller Heiman methodologies:

    Fully apply strategic and conceptual selling methodologies to entire sales process

    Specifically work to uncover the customers decision maker analysis. There are 6-10 different buying influences involved in any decision .Assure we are covering each buying influence by building excellent personal relationships

    Develop a primary and secondary coach for every business opportunity

    Develop and validate a scorecard from the customers perspective. Understand top parameter care-abouts, quantify success. Be honest with ourselves and know our strengths (leverage them) and our weaknesses (red flags) and work to mitigate/eliminate them.

    Requirements:

    • >2 years experience in semiconductor industry with at least one of the major US customers
    • General semiconductor materials, applications, industry, and global ecosystems
    • Local and international business/sales practices
    • Knowledge of our top customers technical processes, and business focus.
    • Excellent business acumen
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