Introduce Soitec and context of the position:
How does something you do not see improve your daily life?
This is what our products do and they are in your smartphones, cars, and connected objects. They make them more efficient and less energy intensive. We are passionate about innovation in technology and proud of the value we create for our customers. At Soitec, we are also in a state of transformation: cultural, managerial and digital.
We want to make our company an organization where freedom of action and accountability guide our actions. Do you want to change things or test a new idea? If so, what are you waiting for? It is time to come to Soitec!
Soitec is a global company based in France, whose main business is manufacturing and sales of Silicon-on-Insulator (SOI) wafers and innovative engineered substrates for the semiconductor / microelectronics industry. Sales Account Manager is the primary interface between Soitec and customers in the assigned region. He/she is responsible for all aspects of sales, communications, customer relationship management. The Account Manager is the ‘GM’ for the customer and the overall business Soitec has today and tomorrow with each customer. The Account Manager is responsible to maintain and grow marketshare and revenue based share with the customer.
What does the job consist?:
Key role & responsibilities
1) Regional sales operations
Manage forecasts, quotations, PO’s, backlogs, account receivables, logistics, external/internal reports for continuously smooth operation.
- Prepare external/internal meetings and presentations, contract negotiations and agreement drafts, SWOT and competitors analysis, etc.
- Work independently and with Field Application Engineering team to manage projects and address all field issues.-
2) Customers management
Build personal, customer relations and intimacy based on mutual trust and respect.
- Frequently communicate with both direct (fabs) and indirect (fabless) customers to address their needs, expectations, roadmaps, etc.
- Work to uncover what our customer’s value. Establish and deliver that value and make sure Soitec gets paid for that value.
- Learn our customer’s business, and their technical position today and where they want to be tomorrow. Make sure we are able to deliver the right product, at the right time.
- Work closely with our customer’s customers to influence and ‘design-in’ our products to maximize our market-share opportunities.
3) HQ interactions
Frequently communicate and collaborate with all HQ units including Customer Support, Planning, BU’s, Business Development, Quality, Product, R&D, Legal, Supply Chain, etc.
- Work collaboratively with the business units to prepare and deliver Soitec value messaging targeted specifically for each customer and what they value
- Formulate a single pages strategy together with the BU and execute flawlessly
- Hold the BUs accountable to the single page strategy
- Communicate with the BU teams real time. Assure they understand what our customer’s value
4) Business development
- Work independently and collaborate with Corporate BD to grow new business, applications, and customers.
- Focus on fabless and ecosystem
5) Miller Heiman methodologies
- Fully apply strategic and conceptual selling methodologies to entire sales process
- Specifically work to uncover the customer’s decision maker analysis. There are 6-10 different buying influences involved in any decision. Assure we are covering each buying influence by building excellent personal relationships
- Develop a primary and secondary coach for every business opportunity
- Develop and validate a scorecard from the customer’s perspective. Understand top parameter care-abouts, quantify success. Be honest with ourselves and know our strengths (leverage them) and our weakenesses (red flags) and work to mitigate/eliminate them.
Requirements & qualifications:
Educational Qualifications :
Degree – Minimum 4 years relevant experience
Experience : >2 years experience in semiconductor industry with at least one of the major US customers
Job Knowledge :
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General semiconductor materials, applications, industry, and global ecosystems
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Local and international business/sales practices
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Knowledge of our top customer’s technical processes, and business focus.
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Excellent business acumen
Personal Capabilities :
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Strong personal values: integrity, honesty, most importantly focused on doing the ‘Right-Thing’ in support of our customer’s success, and success of Soitec
- Excellent interpersonal and cross-cultural communication and networking skills
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Excellent connecting and uncovering skills
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Exceptional listening skills
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Proven track record building personal customer relationships based on mutual trust and respect
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Knowledge of Miller Heimann skills – specifically decision maker analysis, and leveraging scorecards
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Strong technical background with demonstrated performance including knowledge of the customer’s technical process and business
- Excellent presentation skiils
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Team player
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Entrepreneurial spirit and skills. Strategically focused.
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Strong problem-solving and multi-tasking capabilities
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Sense of commitment and urgency
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Flexibility for business travel both international and domestic
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Can do, will do mindset. Growth mindset