Key Account Manager, Optical Test & Measurement

OVERVIEW:

The Key Account Manager will establish new and grow existing customers to increase market share with Optical Test & Measurement customers by leveraging company and industry relationships and the broad technology portfolio of JENOPTIK and TRIOPTICS.

JENOPTIK is the leader in the application of photonics. TRIOPTICS is the global leader of optical metrology and manufacturing equipment. The KAM is responsible for selling high-precision laser technologies, cameras, imaging solutions, optics, optical systems, test & measurement equipment, and photonics-based manufacturing solutions to targeted OEMs.

This individual owns and drives the business development for the assigned territory within the Test and Measurement strategic market segments. They will become a regional market expert and will be a key contributor in the company’s strategic market planning.

RESPONSIBILITIES INCLUDE (BUT ARE NOT LIMITED TO):

• Develop Key Accounts to gain market share and grow company market share ahead of the industry’s CAGR.
• Develop deep and meaningful relationships with C-Level contacts downward and map our customers’ organization.
• Define and internally communicate a full understanding of the customer’s needs and technical requirements
• Function as the primary point of contact for the customer and support inside sales and service in resolving issues with customers.
• Develop, present, and negotiate NDAs, master service, and/or supply agreements (MSA) with customers.
• Maintain customer relationship management (CRM) and provide relevant market data.
• Active involvement in development and execution of budgets, forecasts, quotes, and contracts for the assigned territory and markets.

RESPONSIBILITIES (CONTINUED):

• Contribute to the development of the company’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.
• Assist in defining the requirements and business cases for new products and services.
• Facilitate business development through customer visits and demos, building relationships with customers and key influencers.
• Assist in the development and implementation of marketing plans as needed.
• Support marketing activities such as tradeshows, seminars, and demos when required.
• Coordinate with other company entities with regard to marketing activities (trade shows, advertising, customer visits. etc.)
• Very regularly conducts on-site customer visits. Travel 50%.
• Prepare and distribute trips, customer visits, trade shows, and other reports as requested.
• Performs all other duties as assigned.

REQUIREMENTS:

• Minimum 10 years solutions selling experience.
• Experience selling photonics-based products.
• Experience selling standard and custom solutions to tier 1 OEMs including:

               o Optics, LEDs, diodes, cameras, and related laser technologies.
               o Optical instruments, equipment, or other related metrology solutions.

• Bachelor’s degree in engineering or technical discipline preferred.
• Excellent communication skills, both written and verbal. Ability to prepare and present effective technical product presentations, and communicate professionally in written responses to emails, RFQs, and reports.
• Team player and works well in complex, cross-functional, global situations
• Strategic selling skills for complex sales

REQUIREMENTS (CONTINUED):

• 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
• Experienced with (CRM) Customer contact management software (e.g. SAP-CRM)
• Ability to travel 50% (domestically and internationally)
• Knowledge of German language a plus
• In compliance with federal law, all persons hired will be required to verify identity and eligibility to work in the United States and to complete the required employment eligibility verification form upon hire.

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.