Key Account Manager

IDEX•Albuquerque, NM

4d•Remote

About The Position

Based in the US, the Key Account Manager is directly accountable to our Semiconductor Metrology and Inspection key accounts for Material Science solutions (MSS) in North America. This role is a business partner responsible for aligning the customer’s project timelines to our operational capacity and bringing in new product introduction wins (NPI). The Key Account Manager will find, champion, and win opportunities for our core technologies in optics, laser machining, and mechatronics within these key customers, using tools such as 80/20 and MEDDPICC to drive accelerated growth for MSS. This role will represent 14 MSS factories to our customers with a special focus on CVI Laser Optics, IDEX Health and Science Rochester, Louwers Hanique, and Millux. This role can be US Remote.

Requirements

3 years or more prior experience in a technically-oriented Sales role
Strong verbal and written communication skills
High technical fluency in one or more of Semiconductor metrology inspection tools, optics, laser machine processing, high voltage feedthroughs or precision machining.
Basic computer skills required, including facility with Microsoft Office and experience with custom CRM and ERP systems
Ability to consistently representing the business in the best light in all circumstances.
Proven ability to find and close new business opportunities within a technical or industrial landscape.
Deep understanding of the production lifecycle, including lead times, supply chain constraints, and the NPI process.
Ability to synthesize complex data into accurate forecasts using ERP software and Advanced Excel functions.
The ability to say "no" or "not yet" to a customer in a way that preserves the relationship while protecting the business’s operational integrity.
Applicants for certain positions may need to be "U.S. Persons", as defined in the International Traffic in Arms Regulations or the Export Administration Regulations. Generally, a "U.S. Person" is a U.S. citizen, U.S. national, lawful permanent resident, or an individual who has been granted refugee or asylum status.

Nice To Haves

The "Hunter" Mentality
Manufacturing IQ
Analytical Rigor
Communication Mastery

Responsibilities

Execute our strategic intent through to 2030.
Understand the ways and means we will grow our platform and leverage them within your customers to build new opportunities.
Identify within our key accounts the urgent and immediate pain which MSS can solve.
Align MSS and customer business roadmaps.
Turn these activities into business opportunities.
Drive "share of wallet" growth by introducing existing customers to new technologies, materials, or service offerings.
Achieve year-on-year incremental share increases in alignment with goals and priorities set by Key Account director and Metrology and Inspection Sales director.
Drive timely and accurate completion of MEDDPICC and 80/20 process for incoming requests and outgoing quotes.
Lead the "speed advantage" strategy, ensuring that new projects move through the design phase without operational bottlenecks.
Align the customer’s need timeline with our production scheduling to ensure projects are delivered on time to launch.
Act as the voice of the customer to critical needs are fully incorporated into solution offering.
Build and maintain 12-month rolling demand forecasts to drive raw material procurement and factory capacity planning.
Identify gaps between customer forecasts and actual PO placement, flagging potential under-utilization or capacity "crunches" before they occur.
Conduct regular face to face meetings with key customer stakeholders to review new business opportunities, business reviews, customer quality, scorecard feedback and to discover customer intelligence.
Act as the main escalation path for customer concerns on factory performance.
Regularly sync with the Production, Quality, and Supply Chain teams to understand current floor capacity, equipment downtime, and material lead times.
Partner with the Enterprise Solutions Engineering Team to ensure that customer quality constraints and delivery schedules are realistic and executable.