Sales Account Manager, Semiconductor

As a Sales Account Manager (SAM), your primary responsibility is to orchestrate all interactions and business development activities with account customers, fostering strong, long-term partnerships. Your main activities and responsibilities include:

ESSENTIAL FUNCTIONS

• Account Strategy and Goal Setting: Understand customers' business, technical, and organizational needs. Align with HQ and regional teams on long-term aspirations and set timely goals to drive results.
• Partnership Management: Map, build, and strengthen multi-level relationships between Rigaku and key stakeholders within the customers' organization. Organize executive meetings, TRMs, technical workshops, etc.
• Customer Escalations and Requests: Coordinate regional support teams and HQ to address customer escalations and CIP requests. Enhance overall customer satisfaction with Rigaku's support and products.
• Business Development: Collaborate with applications, service, and technical development teams to explore new business opportunities. Align customer and Rigaku roadmaps to drive early entry into new application areas and fab locations within the account.
• Cross-Site Communication: Create and set the narrative that advances the account strategy. Ensure alignment across all account sites to present a unified voice to customers.
• Deal Structuring and Commercial Coordination: Negotiate profitable and fair deals. Manage all commercial items effectively, including NDAs, RFI/RFP/RFQ responses, Evaluation Agreements, PA/CPA, lead times, forecasts, POs, and any commercial escalations.

Position Responsibilities include:

• Strategically drive new business opportunities and annual sales performance
• Cultivate and nurture a professional and consultative relationship with the customer, at all levels including Executive Leadership, Engineering/R&D and Procurement
• Provide recommendations to the RSMD marketing and sales organizations in a core -understanding of the unique business needs of the customer.
• Correctly interpret the customers' requirements in terms of RSMD's current and future products or services
• Improvement of the sales process through business metrics, preventive, correction actions and process changes.
• Take a leadership role and accountability in working with cross-functional teams to develop winning proposals and submissions.
• Generate opportunities through existing and new customer relationships (e.g. CWCA), lead-generation, and by scheduling and presenting at marketing events
• Negotiate corporate level terms/pricing/contracts and advance them to closure.
• Oversee revenue and opportunity forecasts.
• National/International travel circa 20-30%

WORK ENVIRONMENT

This position requires frequent travel to customer sites, including industrial and manufacturing locations, which may involve exposure to varying environmental conditions such as noise, dust, heat, and outdoor weather. The role also includes time spent in a typical office setting for administrative tasks, customer communication, and planning. Flexibility and adaptability to diverse work settings are essential for success in this role.

Education:

• PhD or Masters preferred, Physics, Chemistry or Engineering

Experience:

• Over 5 years of experience in capital equipment field application, marketing, account management, or business development within the Semiconductor industry.
• Semiconductor X-Ray and other related metrology experience required.
• Proven track record of managing and growing strategic accounts.
• Experience working with cross-functional teams (e.g., Applications, Service, Product, Customer Procurement, etc.).
• Technical proficiency with CRM software, presentation tools, and other sales enablement tools.
• Willingness to travel domestically and internationally as required to meet business needs.
• Experience in closing large, solution-oriented challenges.
• Experience with contract terms and conditions, issue identification, risk mitigation and ensuring customer satisfaction
• Demonstrated expertise in specialty, consultative, solution selling and business development skills to align the customer's needs with our solution to drive sales and close deals

Computer Skills:

• Proficiency with Salesforce for aligning account forecasts and managing customer information