Strategic Account Manager

Strategic Account Manager

Reports to: Vice President and General Manager – North America

Classification: Exempt

Summary:

This position maintains and expands relationships with strategically important, named large customers within a specified geographic region. The Strategic Account Manager is responsible for achieving sales quota through the development of a strategic plan addressing the individual customer's goals and objectives. The Strategic Account Manager represents the entire range of company products and services to the assigned customers. Responsible for leading the customer account planning cycle and ensuring that the assigned customers' needs and expectations are met by the company.

Essential Duties and Responsibilities:

To perform this job successfully, individual must be able to perform each of the primary duties satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required:

1. Establishes productive, professional relationships with key personnel in assigned customer accounts.
2. Coordinates the involvement of company personnel including Support, Service and Management resources to orchestrate resolution of customer technical questions, concerns and escalations.
3. Proactively leads a joint company-strategic account planning process that develops mutual performance objectives, financial targets and critical milestones for a one- and three-year period.
4. Proactively prospects and generates sales leads throughout the assigned region.
5. Presents and sells company products and services to current and potential customers.
6. Follows up on leads generated from trade shows, field activity, referrals, Internet research and cold calls.
7. Proactively assesses, clarifies and validates customer needs and status on an ongoing basis.
8. Collects information needed to generate quotations.
9. Partners with customer to follow up, negotiate price and close orders.
10. Prepares presentations, proposals and sales contracts.
11. Business development in Key Accounts allowing for increased cross-selling opportunities and overall account management.
12. Leads solution development efforts that best address customer needs, while coordinating the involvement of all necessary company personnel.
13. Coordinates with Product Management to suggest enhancements that will drive customer satisfaction, increase product influence or broaden sales channels.
14. Must be able to travel domestically and internationally overnight, as needed, up to 70% of the time. Must possess a valid passport.
15. This position requires the use of EVG hired vehicles on EVG business. Individuals must be physically capable of operating the vehicles safely, possess a valid driver's license and have acceptable driving privileges.
16. Other duties, as assigned.

Additional Duties and Responsibilities:

1. Develops the annual sales order intake forecast for the designated strategic territory within the parameters defined by Management.
2. Closely coordinates company Executive involvement with customer Management.
3. Meets or exceed annual sales order intake forecast.
4. Documents customer contact activity.
5. Creates, reviews and revises quotations accurately.
6. Completes required training and development objectives within the assigned timeframe.
7. Provides weekly status report of Sales activity.

Qualifications / Education / Skills and Experience:

1. This position requires a four (4) year college degree in Engineering or Marketing or equivalent related experience in the semiconductor/microelectronics industry.
2. Requires a minimum of five (5) years of experience in the semiconductors/microelectronics industry or five (5) years of capital equipment sales experience.
3. Must be computer literate with MS Office software and have excellent oral and written communication skills to create and edit written materials and to persuade and influence others.
4. Experience with Miller Heiman and Seibel CRM preferred.