Note: The job is a remote job and is open to candidates in USA. Qnity is a global provider of materials and solutions for advanced electronics and high-tech industries. The Account Manager will manage key accounts and territories, promote metallization products, develop strategic account plans, identify and convert new opportunities, and collaborate cross-functionally to achieve revenue and margin targets while supporting customer needs.
Responsibilities
- Leverage semiconductor metallization and/or printed circuit board metallization experience to work directly with customers to identify material needs and requirements to then promote Qnity products that meet those needs
- Deliver financial results (revenue, margin, YoY growth) to grow 1-3 assigned top Key Accounts, territory customer base, and other customers to meet Qnity ACP business targets
- Develop, update, and execute territory Strategic Plan and Strategic Key Account Plans to drive internal cross-functional support needed and activities with key customers to successfully grow the business
- Effectively build customer relationships to go deeper into & across all key roles/functions (key engineers, influencers, & decision makers), as well as multiple levels throughout customers organization
- Leverage customer relationships and intimacy, as well as all other available internal/external resources to understand customer technology trends, competitive environment and strategic customer needs and to build thorough customer intelligence including customer products and technologies, fab capacity (wafer starts, tools), TAM, competitor situation, and material selection process
- Capture and document Key Account Technical Roadmaps, CTQ requirements, and opportunity window timing to share with internal functions to enable Marketing, R&D and other functions to develop and deliver technology solutions needed by key accounts and market drivers
- Act like an owner to hunt, develop, open, and engage new opportunities. Then aggressively drive actions internally and with the customer to ensure strong ongoing engagements throughout the material selection process from advanced scouting through development, material evaluation and selection. Convert opportunities to wins then ensure smooth implementation, pilot scale, and ramp to HVM Mfg
- Regularly review customer consumption, inventory levels, and ensure forecast accuracy to effectively manage the business, consistently deliver to meet monthly and annual revenue targets, and avoid material discard risk
- Demonstrate Commercial Excellence in all aspects from preparing and delivering professional polished presentations driving key takeaway messages, documenting and sharing Mtg Minutes and Call/Trip Reports across the organization. Independently manage customers with confidence to Qnity’s business interests, such as proactively managing customer expectations, being prepared with counter points to defend against price reduction requests or to effectively manage price increase communications to maintain healthy margins
- Work effectively with other functional groups (such as Marketing, R&D, Applications Technical Support, Customer Service, Supply/Demand Planning, Logistics, Quality, etc…) to deliver a high level of service to customers – effectively become the customer’s “Go-To” solutions provider, and maintain and defend position by resolving any quality, supply or performance issues raised by customers to become Partner of Choice
- Monitor competition by gathering current marketplace information on pricing, products, new products, delivery schedules, merchandising techniques, etc
Skills
- BA's degree or higher in Science or Engineering
- Expert knowledge in Semiconductor industry or Printed Circuit Board industry, Metallization Manufacturing process, Semiconductor or Printed Circuit Board Customers, and Metallization Chemistry
- 5-10 years semiconductor or printed circuit board industry experience
- Highly self-motivated and target driven, Strong Business Acumen
- Excellent selling, communication, and negotiation skills
- Ability to create and deliver presentations tailored to the audience interests and needs
- Ability to travel to customer sites within (Eastern half of US) territory 30-50%, as well as to US Mfg sites and/or global travel 1 to 2 times a year
- Ideally located in Northeast US
Benefits
- Home/Remote work arrangement
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