Responsibilities
SUMMARY OF RESPONSIBILITIES:
As an important member of the Bruker Nano Surfaces and Metrology Division (BNSM) Sales Team, the Key Account Manager will manage and lead two strategic accounts and several regional accounts. The position is preferably located in Tokyo or Yokohama. The Key Account Manager will work with new and existing customers to address their AFM, X-Ray, optical metrology, and photomask repair needs. Bruker AFM, X-Ray, optical metrology, and photomask repair products are used in a wide range of applications within the largest semiconductor manufacturers in the world. Our customers’ reputations and success depend on our passion for solving their most complex measurement problems. This individual must be a proven semiconductor equipment sales executive with demonstrated experience in exceeding quota, leading account penetration activities, and selling complex solutions to engineering, manufacturing, and development teams.
ESSENTIAL FUNCTIONS:
- Develop key account strategies for promotion and sale of AFM, X-Ray, optical metrology and photomask repair equipment within assigned semiconductor key accounts and territory.
- Meet or exceed all quarterly objectives for assigned accounts & territories.
- Plan & execute annual Technology Roadmap Meetings (TRM) at our key accounts to include customer executives as well as Bruker executives.
- Become part of a high-performance team environment within Bruker, driven by winning.
- Develop and maintain effective customer relationships at all levels of the buying organization. Continually manage communication with the customer to further strengthen the relationships and ensure customer satisfaction.
- Develop key relationships (at all appropriate levels) within strategic accounts. Profile, call-on, and develop relationships with key executives (Directors, VPs, etc.)
- Provide accurate and timely forecasts along with the ability to maintain a significant opportunity pipeline to assure success and on-going sales growth at the key account(s).
- Develop detailed knowledge of the customers within the territory.
- Develop a strong understanding of the competitive landscape within the region.
- Develop and execute strategic and tactical sales plans for short- and long-term objectives.
- Evaluate and champion emerging and strategic accounts for Bruker Semiconductor Division.
- Work closely with sales, applications engineering, marketing, and field service to assure the highest level of customer engagement and satisfaction.
ADDITIONAL RESPONSIBILITIES:
- Establish and manage relationships with cross functional departments within Bruker for product fulfillment, customer service, pricing, etc.
- Provide timely information on competitive activities within the region and overall marketplace.
- Use SalesForce.com as a sales tracking and forecasting tool.
- Oversee the regional weekly sales reporting processes, present information to the Sales Director
- Travel requirements are approximately 30–50% of the work time.
Qualifications
KNOWLEDGE, SKILLS, AND ABILITIES:
- Prior experience in semiconductor capital equipment is a must.
- Positive “can do” attitude, a highly motivated self-starter.
- Prefers to work in a performance-driven environment.
- Fluent in English (written and spoken)
- Very strong interpersonal skills and ability to interface with internal and external customers and support groups within Bruker.
- Excellent leadership, communication, interpersonal and negotiation skills
- Goal oriented with a good track record in achieving sales targets.
- Solid understanding of semiconductor metrology requirements
- Strong technical background – able to understand the problems that our customers are trying to solve, understand our customers’ current and future metrology requirements, and able to recommend new metrology opportunities to Bruker.
EDUCATIONAL/EXPERIENCE REQUIREMENTS:
- S. with a minimum of 10 years work experience in a multi-tiered, technical selling environment, including but not limited to the selling of both software and hardware products.
- At least 5 years of demonstrated progressive management experience in a multi-tiered, technical selling environment, including but not limited to the selling of both software and hardware products.
