DuPont Account Manager in Marlborough, Massachusetts
DuPont E&I business serves the semiconductor manufacturers with various products enabling advanced manufacturing. Lithography is one of the key areas that semiconductor manufactures require advanced products to enable new generations of advanced semiconductors chips for commercial use. Advanced lithography products enable smaller critical features sizes which result in more transistors in semiconductor chips that are required for consumer electronics. The ability for DuPont to share new lithography products, work with customers to understand new lithography product needs and problem solve product performance makes for a very exciting and rewarding career with DuPont E&I.
The Technical Account Manager will be responsible for the growth of DuPont’s market share at various customers across the United States through managing the day-to-day technical sales responsibilities for these customers in the region. Working predominantly in the Semiconductor Industry, although knowledge of adjacent markets would also be useful, there will be a need to communicate with internal R&D and Marketing functions and develop an understanding of the customer needs and technical roadmap. There will be a strong requirement to introduce new products as well as to validate value propositions. Understanding and coordinating the supply chain and logistics channels for the customers in the region is also key, and where possible, working with the supporting functions to deliver cost saving and value propositions for the customer base.
We are looking for a self-starter and passionate Technical Account Manager with first-hand technical and sales experience who has the ability to think and plan strategically as well as to combine technical & commercial attitudes and who can develop a business.
Ability to lead, align, and motivate diverse account team; having the business acumen to define a global/local account strategy that considers intricacies and customer’s needs in individual regions; manage defined plans and team(s) to achieve objectives; assertiveness to request the necessary interaction from the customer’s organization to help meet the defined goals; ability to work across multiple functions and potentially global internal/external organizations to achieve both local and global goals.
Identifying and meeting the needs of current and prospective customers by promoting and selling products to increase and defend market share.
Providing consultative, interactive, and integrated sales and technical solutions to the customers.
Creating, developing, and maintaining strong, effective customer relationships.
Elaborating strategic account plans by using extensive knowledge of customer’s total needs and DuPont product offerings, sharing with key stakeholders, participating in regular account team meetings to measure progress towards set goals and promote long term value creation.
Producing appropriate sales forecasts and sharing business and industry intelligence with DuPont counterparts (Marketing, Research & Development, Technical Service, etc.) that may impact short- & medium-term demand.
Achieving sales goals and objectives in assigned territory/customers as derived from business strategies and marketing plans to drive profitable growth.
Working intensively with CRM or Salesforce (call reports, opportunity management, etc.)
A key component of the role will include a good awareness of competitive activities and planning to effectively compete with the competition.
Responsible to coordinate and lead regular communications and interactions with the customer. This will include coordination of engagement activities to grow market share, as well as commercial interactions. Other communications as necessary (business continuity concerns, logistics, etc.)
Will be responsible to coordinate communication within the global account team if applicable.
Develop long-term business relationships. Relationships will be developed and grown within all levels of the customer’s organization.
Effectively work with other functional groups within DuPont to drive satisfaction both within DuPont and at customer. Groups include PQE, Demand Planning, Manufacturing, Customer Service, Quality, etc.
Technical degree required, additional business degree a bonus.
Knowledge in semiconductor manufacturing, semiconductor customers, and associated lithography process consumables utilized in 14 – 7 nm processes, adjacent market knowledge also a plus.
5-10 yrs. relative semiconductor industry sales experience; international job experience a plus.
Proficient in planning/writing business case on how to proceed with a defined strategy.
Proven track record of growing market share with customers; existing semiconductor customer and other related relationships a plus.
Teambuilding and engagement management skills are important.
Ability to travel to customer sites, possible global travel 3 or 4 times a year.
DuPont is an equal opportunity employer. Qualified applicants will be considered without regard to race, color, religion, creed, sex, sexual orientation, gender identity, marital status, national origin, age, veteran status, disability or any other protected class. If you need a reasonable accommodation to search or apply for a position, please visit our Accessibility Page for Contact Information (http://www.dupont.com/global-links/accessibility.html) .
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