As an important member of Bruker’s Semiconductor Division Sales Team, the Key Account Manager will manage and lead all sales activities in China and at our strategic semiconductor accounts. The position is preferably located in Shanghai, Nanjing, or Wuhan. The Key Account Manager will work with new and existing customers to address their AFM & X-Ray metrology, and photomask repair equipment needs. Bruker’s AFM, X-Ray, and photomask 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 and repair problems. This individual must be a proven semiconductor equipment sales executive with demonstrated experience in exceeding quota and in leading the account penetration activities, selling complex solutions to engineering, manufacturing, and development teams.
Responsibilities
SUPERVISES:
Sales, applications, and other support staff as required
ESSENTIAL FUNCTIONS: •Develop key account strategies for the promotion and sale of Bruker’s AFM, X-Ray and photomask repair equipment at all semiconductor accounts in China. •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 in Bruker China, driven by winning. •Develop and maintain effective customer relationships at all levels of our strategic accounts. Continually manage communication with our customers to further strengthen the relationships and ensure customer satisfaction. •Provide accurate and timely sales forecasts along with the ability to maintain a significant opportunity pipeline to assure success and on-going sales growth at our key accounts. •Develop detailed knowledge of the customers within China. •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 •Work closely with sales, applications engineering, marketing, and field service to assure the highest level of customer engagement and satisfaction. •Coordinate sales strategies with product marketing for the development of product introductions, new products and features, etc.
ADDITIONAL RESPONSIBILITIES: •Managing channel partners in China. A polished sales professional who is able to influence and nurture all aspects of the sales channel partnership. Build relationships and deliver revenue, execute on strategic initiatives, partner events, and lead generation activities. •Establish and manage relationships with all cross functional departments within the Bruker Semiconductor Division for product fulfillment, customer service, pricing, etc. •Ability to articulate clearly the customer technical application and request in both English and Mandarin languages •Provide timely information on competitive activities within the region and overall market place. •Use SalesForce.com as a sales tracking and forecasting tool •Travel requirements are approximately 25-35% of the work time.
Qualifications
KNOWLEDGE, SKILLS, AND ABILITIES: •Prior experience in semiconductor capital equipment is a must •Highly organized with solid time management & strong multi-tasking skills •Strong communication skills, both written and verbal •Positive “can do” attitude, a highly motivated self-starter •Prefers to work in a performance-driven environment •Very strong interpersonal skills and the 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 with an ability to understand the problems that our customers are trying to solve. An understanding of our customers’ current and future metrology requirements, and an ability to recommend new metrology opportunities to Bruker.
EDUCATIONAL/EXPERIENCE REQUIREMENTS: •Candidate must have a minimum of 10 years sales experience in related field •Bachelor''s degree in Physics or Engineering •Experience in sales management and ideally channel partner management preferred •Experience with semiconductor metrology and related test equipment preferred.
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