Lead, Account Management

Job Title: Lead, Account Management

Job Summary: The Account Manager is responsible for achieving sales objectives, gaining new market share and profitability levels at assigned region’s specific markets (non-core market), through executing the Business Unit strategies as well as developed tactical sales strategies for the Southeast Asia region.

Reports to: Sr Account Manager/Sr Sales Manager

Key Responsibilities

Strategy

• Responsible for assigned accounts within Southeast Asia and shall take the lead on generating visible business growth.
• Understand customer’s business and technology road map and drive internal teams for continuous improvement in terms of product quality, establishing technical edge and market competitiveness.
• Understand corporate, division and field operations goals and develop specific strategies to achieve set sales objectives with the support from Regional Director.
• Monthly update on activities progress, strategic plans including account’s financial status and their business strategy, competitive landscape, market share data and customer’s needs and requirements.
• Need to be well versed in all Entegris product offerings/services and able to promote and sell.
• Participate in Regional Sales meetings.

Account Management

• Participate in team’s weekly working meetings, provide updates on opportunities and issues as well as accelerate market share wins.
• Develop and upkeep key account sheet, customer org, and battlefield. Regular on-time submission of accounts forecast plan.
• Drive effective pricing strategy, manage contract and price negotiations process at accounts; focus on increasing average selling prices and improving profitability in accordance with total margin strategy.
• Work closely with global and regional support teams such as Product Management, Logistics, Quality, Finance, etc. to ensure indirect pre and after-sales service to accounts are effectively provided.
• Effective utilization of support of Regional Product Support and Field Applications Engineers for pre and after-sales activities.

Relationship Management

• Develop and maintain senior level industry contacts and relationships to provide opportunities for new businesses.
• Complete quarterly review of newly identified Economic Buying Influence (EBI), Technical Buying Influence (TBI) and Coach Roles at accounts and details of their influence on attaining quantifiable revenue.

Asset Management

• Manage Entegris assets (accounts receivable, expenses, inventory, personnel, etc.) effectively serving customer needs while providing Entegris with a suitable return on its investment.

Technical Leadership

• Support and work with marketing team on trade shows, technical conferences and seminars as needed.
• Align the technology road map of each division in core developments with the technology goals of the strategic or critical customer.

Process Management

• Assess and discover ways to improve internal business processes that positively influence customer satisfaction.
• Maintain regular usage and update accounts information and activities on CRM.

New Market Development

• Assess and discover ways to offer and penetrate Entegris range of products to new marketplace/regions that will exponentially grow the business.
• Understand new market needs, make recommendations to Product teams, and co-work on solutions to serve the market needs.

Senior Account Manager may have supervisory responsibilities.

Requisite Criteria & Skills

• Bachelor’s Degree in Engineering or Science with 3 – 5 years’ experience in the semiconductor/wafer fab industry.
• Previous sales experience in Semiconductor front end will be a plus.
• Hard working, possess drive and willingness to get in and find out what’s going on and knock down walls.
• Possess Class 3 driving license and own a car.