Channel Account Manager

STMicroelectronics•Scottsdale, AZ

About The Position

At STMicroelectronics, we believe in the power of technology to drive innovation and make a positive impact on people, businesses, and society. As a global semiconductor company, our advanced technologies and chips form the hidden foundation of the world we live in today. When you join ST, you will be part of a global business with more than 115 nationalities, present in 40 countries, and comprising over 50,000 diverse and dedicated creators and makers of technology around the world. Developing technologies takes more than talent: it takes amazing people who understand collaboration and respect. People with passion and the desire to disrupt the status quo, drive innovation, and unlock their own potential. Embark on a journey with us, where you can innovate for a future that we want to make smarter and greener, in a responsible and sustainable way. Our technology starts with you. Objective: Drive revenues for assigned Distributor in the Region (Avnet), Domestic and/or Offshore, maximize ST share continuously in customer business Be the first point of contact for any request from Distributor headquarter (Management, Sales, Demand Creation, Purchasing, Marketing, Finance, Legal) YOUR ROLE Account Management: Promote the full ST portfolio with the help of PME and Divisional Marketing. Act as distributor first point of contact for asset, marcom and crisis management (e.g., backlog, delivery, inventory, quality, logistics, payment). Define budget, forecast and lead contract negotiation, backlog and inventory management, gap analysis, recovery actions. Ensure accurate customer profile codification in ST tables (i.e., POP, POS), from customers bill-to up to final ship-to. Build/maintain relationships with distributor management and asset teams through meetings (e.g., operational meeting on ongoing business, service related, listening to distributor needs) to maintain distributor intimacy. Effectively manage ST portfolio lifecycle evolution (from New Product Introduction, through Product Change Notification to Product Termination Notice). Run meetings/workshops using strategy and product presentations with distributor management and asset teams and organize trainings (supported by Distribution Demand Creation Team) to foster demand creation. Identify new prospect customers by understanding distributor strategy and market in depth. Contact/review with ST Sales team/Engineering team to understand/improve Distributor operation performance. Distributor strategy: Master distributor organizations and decision-making mapping to enlarge presence, network and influence. Anticipate future account requirements and propose actions to match their development strategy (e.g., product roadmap, application coverage, service/warehouse location coverage, resource needs). Cooperate with Distributor to generate ST business policy (promotion policy & customer policy, BLG/Inventory policy). Regular review Distributor action, define distributor management regulation include territory open, Incentive etc.

Requirements

Bachelor's Degree.
5-10 years of Channel Account Management experience.
Strengthen business relations by providing excellent support, promoting ST image and full product portfolio.
Strong team-working and total customer support attitude.
Excellent negotiation and listening skills.
Availability to travel for business, both domestically and internationally.

Responsibilities

Drive revenues for assigned Distributor in the Region (Avnet), Domestic and/or Offshore, maximize ST share continuously in customer business
Be the first point of contact for any request from Distributor headquarter (Management, Sales, Demand Creation, Purchasing, Marketing, Finance, Legal)
Promote the full ST portfolio with the help of PME and Divisional Marketing.
Act as distributor first point of contact for asset, marcom and crisis management (e.g., backlog, delivery, inventory, quality, logistics, payment).
Define budget, forecast and lead contract negotiation, backlog and inventory management, gap analysis, recovery actions.
Ensure accurate customer profile codification in ST tables (i.e., POP, POS), from customers bill-to up to final ship-to.
Build/maintain relationships with distributor management and asset teams through meetings (e.g., operational meeting on ongoing business, service related, listening to distributor needs) to maintain distributor intimacy.
Effectively manage ST portfolio lifecycle evolution (from New Product Introduction, through Product Change Notification to Product Termination Notice).
Run meetings/workshops using strategy and product presentations with distributor management and asset teams and organize trainings (supported by Distribution Demand Creation Team) to foster demand creation.
Identify new prospect customers by understanding distributor strategy and market in depth.
Contact/review with ST Sales team/Engineering team to understand/improve Distributor operation performance.
Master distributor organizations and decision-making mapping to enlarge presence, network and influence.
Anticipate future account requirements and propose actions to match their development strategy (e.g., product roadmap, application coverage, service/warehouse location coverage, resource needs).
Cooperate with Distributor to generate ST business policy (promotion policy & customer policy, BLG/Inventory policy).
Regular review Distributor action, define distributor management regulation include territory open, Incentive etc.