Key Account Manager, Semiconductor

SUMMARY

Jenoptik, the world’s premier supplier of OEM optics-based solutions for the semiconductor, life sciences, industrial, and optical testing & measurement markets is fast growing.  We are looking for a Key Account Manager (KAM) to join our rapidly expanding Semiconductor team and manage the semiconductor market in North America while collaborating with global and US based colleagues. 

The KAM will become the JOSI semiconductor market expert and will be a key advisor in the company’s strategic semiconductor market planning. This position presents a unique set of challenges and offers room to grow in a diverse and interesting company.

PRIMARY RESPONSIBILITIES (INCLUDE BUT NOT LIMITED TO):

• Develop Key Accounts to gain market share and grow the Jenoptik Optical Systems’ business ahead of the semiconductor industry’s CAGR growth.
• Develop deep relationships with C-Level contacts downward and map our customers’ organization.
• Participate in global account meetings for commercial and operational review on quarterly and annual basis.
• Present technical proposals, negotiate orders, and coordinate meetings with the customer.
• Define and internally communicate a full understanding of the customer’s needs and technical requirements
• Support the transition of new projects from Sales to Program Management to Operations.
• Regularly reporting: weekly sales report, customer meeting and conference reports, monthly forecasts for orders and revenues, quarterly market reports
• Contribute to the development of JENOPTIK’s product and technology roadmap
• Develop an understanding of market segmentation, application and customer needs, competition, market trends and dynamics to support strategies to target new opportunities and threats
• Develop the requirements and business cases for new products
• Set product line pricing strategy and work with sales team on proposals for larger opportunities
• Facilitate business development through customer visits and demos, building relationships with customers and key influencers
• Help create messaging and content for marketing materials specific to this market and this product line, including white papers, data sheets, tradeshows, conference sponsorships, web site, PR, product memos, and newsletters
• Champion the product line through presentations at conferences and assisting with tradeshows
• Assist worldwide sales and service with technical support
• Very regularly conducts on-site customer visits.  Travel 50%.
• Performs all other duties as assigned

• REQUIREMENTS:

• Minimum 10 years industry experience selling complex products and solutions into semiconductor capital equipment OEMs
• Education: M.B.A. or equivalent work experience

• Team player and works well in complex, cross-functional, global situations
• Strategic selling skills for complex sales
• Self-motivated, self-managing team player
• Must possess “soft skills”: conflict resolution, negotiation, creative problem solving, and influencing
• Ability to work with others in a global management matrix structure
• Excellent communication skills, both written and verbal
• US Citizen or qualified U.S. worker.
• Travel as required (50%) both domestic and international to customer locations, international sales meetings or training in Germany at our headquarters.
• Experience in sales or business development for European or Asian companies a plus

Knowledge of German language a plus

PHYSICAL REQUIREMENTS:

The physical requirements described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, the employee is occasionally required to stand; walk; sit; use of hands or fingers to handle, or feel objects, tools or controls and keyboarding; reach with hands and arms; climb stairs; balance; stoop, kneel, crouch or crawl; talk and hear.

The employee must occasionally lift and/or move up to 25 pounds.