Key Account Manager - Semiconductor

ESI•San Jose, CA

5d•Remote

About The Position

MacDermid Alpha Electronics Solutions, a business segment of Element Solutions Inc (NYSE: ESI), is a global leader in electronic materials, renowned for its commitment to innovation, reliability, and sustainability. With a legacy of over a century, the company continuously sets new benchmarks in the electronics industry. They offer solutions across various sectors including automotive, consumer electronics, mobile devices, telecom, data storage, infrastructure, and AI. The company's culture is built on five core values: Challenge, Commit, Collaborate, Choose, and Care. They are seeking a commercially astute Account Manager to manage and grow a portfolio of strategic and mid-tier customers. The ideal candidate will have B2B experience in specialty chemicals or adjacent technical industries, excel at consultative selling, and be able to translate complex product capabilities into clear customer value. This role requires thriving in a global matrix environment, partnering cross-functionally to deliver differentiated solutions, secure long-term agreements, and achieve profitable growth. This is a remote position based in the Mountain or Pacific time zones, with customer concentrations in Northern California, Southern California, and Phoenix, AZ. Denver, CO is suggested as a centralized location for the territory.

Requirements

B2B experience in specialty chemicals (or adjacent technical industries).
Excels at consultative selling.
Ability to translate complex product capabilities into clear customer value.
Thrives in a global matrix environment.
Partner cross-functionally to deliver differentiated solutions.
Secure long-term agreements.
Achieve profitable growth.
Customer-Centric & Curious: Actively seek to understand customer processes and success metrics, turning insights into practical, value-adding solutions.
Results-Driven: Set ambitious goals and deliver on them—balancing growth, margin, and service excellence.
Clear, Persuasive Communicator: Simplify technical concepts, craft compelling business cases, and influence stakeholders at multiple levels.
Collaborative & Accountable: Work seamlessly across functions and geographies, taking ownership and following through.
Adaptable & Resilient: Navigate complexity, changing priorities, and supply dynamics with composure and creativity.
Data-Savvy: Use data and tools to prioritize efforts, manage pipelines, and make informed decisions.
Commercial Acumen: Strong grasp of B2B sales mechanics (value selling, pricing, contracting, TCO) and margin management.
Industry & Technical Understanding: Familiarity with specialty chemicals, applications, and customer processes; able to partner with technical teams during trials and qualifications.
Account Planning & Governance: Proficiency in stakeholder mapping, plan-on-a-page development, QBR cadence, and action tracking.
Negotiation & Influence: Skilled in structuring deals, handling objections, and closing agreements that balance value and risk.
Analytical & Digital Skills: Competent with CRM (e.g., Salesforce/MS Dynamics), Excel, and dashboards; able to interpret data for forecasting and decision-making.
Operational Discipline: Strong pipeline hygiene, accurate forecasting, and adherence to pricing/commercial policies.
Regulatory & Stewardship Awareness: Understanding of product stewardship, SDS, labeling, and major regulatory frameworks (e.g., REACH/TSCA) impacting customers.
Project & Time Management: Ability to run trials, manage timelines, and coordinate multiple projects across sites and regions.

Responsibilities

Own revenue, margin, and share-of-wallet targets across assigned accounts; build multi-year growth plans and execute quarterly action plans.
Understand customer processes, formulations, and performance requirements; position product/application solutions that deliver measurable outcomes.
Maintain a robust pipeline in CRM; qualify opportunities, drive trials, and convert to commercial wins with disciplined stage-gate management.
Prepare proposals, lead negotiations, and manage price execution (including indexation and surcharge mechanisms) in line with commercial policy.
Provide accurate forecasts; collaborate with supply chain and planning to balance service levels, inventory, and constraints.
Partner with Technical Service, R&D, Product Management, Quality, and Regulatory to tailor solutions and resolve issues quickly.
Map stakeholders, conduct QBRs/EBRs, track KPIs, and document plans, risks, and actions to ensure transparency and accountability.
Monitor trends, competitor activity, regulatory changes, and customer strategies; feed insights into pricing, innovation, and portfolio decisions.
Uphold ethical selling practices, ensure product stewardship and regulatory compliance (e.g., SDS, REACH/TSCA), and champion safe handling.