Strategic Account Manager

INFICON•Portland, OR

1d•Hybrid

About The Position

INFICON is a leading provider of innovative instrumentation, critical sensor technologies, and Smart Manufacturing/Industry 4.0 software solutions that enhance productivity and quality of tools, processes, and complete factories. These analysis, measurement and control products are essential for gas leak detection in air conditioning/refrigeration and automotive manufacturing. They are vital to equipment manufacturers and end-users in the complex fabrication of semiconductors and thin film coatings for optics, flat panel displays, solar cells and industrial vacuum coating applications. Other users of our vacuum-based processes include the life sciences, research, aerospace, packaging, heat treatment, laser cutting and many other industrial processes. We also leverage our expertise in vacuum technology to provide unique, toxic chemical analysis products for emergency response, security, and environmental health and safety. On this journey the SAM will play a strategic and vital role in unlocking INFICON potential and in achieving the company’s long term strategic goals. The SAM will be responsible for managing the relationship with one of INFICONs strategic and most important customers. As a SAM for this specific role your overall responsibility is to orchestrate all interactions and development with our major customer, with a long-term business (P&L) view and enabling delivery of consistent, predictable and repeatable business results towards 2030 – and beyond. Main activities and responsibilities As a SAM your overall responsibility is to orchestrate all interactions and development with one of our major OEM customers where the main activities and responsibilities are: Leadership: Strategic Account Management Understand the customers business, their market and organizational needs With the support of the Industry Consultant, derive customer’s main problems, pain points and strategy into a differentiated value proposition and targeted fair share in upcoming CAPEX and OPEX investments. Define long-term bold account aspiration and strategy, set short term goals to drive impact. Create and maintain and execute the strategic account plan, updated when relevant with input from the SA Team. Conduct regular account coordination activities with the INFICON strategic account team, namely the local Key Account Managers in countries where the customer has operating sites, and other important INFICON stakeholders. Review the global strategic account plan with the executive sponsor and senior management to continuously align with overall INFICON strategy. Growth: Scouting for/capturing opportunities Accelerate existing projects to support customer’s immediate goals. Early identification of global growth opportunities from all potential revenue streams at the account including expanding our share of wallet, creating new applications, services, consumables and new business areas. Support the local sales and application teams following the customer’s buying cycle. Coach and provide input to opportunity plans owned by local Sales Managers Drive towards aligning customer and INFICON R&D roadmaps and establishing integrated partnerships across functions from the beginning to end of the product cycle. Facilitate early entry into new application areas and fab locations within this account. Communication & Information Drive our agenda and strategy on a continuous and proactive level. Create and set the narrative that moves forward the account strategy. Ensure the relevant customer buying center members know the business impact of INFICON’s latest solutions (e.g., innovation roadmap sharing, modular design, new supplier partners…) and facilitate similar sharing from customer to INFICON. Maximize customer sponsorship of INFICON at executive level Ensure all relevant opportunities, activities, and relevant information are visible in the chosen communication channel (Teams/CRM…) Encourage cross-region and cross-functional interaction between INFICON and the customer organization. Ensure omni-channel consistency and quick responses. Relationship management: Strengthening the relationship Map, build, and strengthen relationships to strategic stakeholders in the customers’ organization. Establishing the SAM Diamond: multi-level relationships between INFICON and the customer. Conducting Scheduled Business reviews with the customer and INFICON account Organize the right meeting with the right people to discuss the topics that matters most (e.g., executive meetings, engineering workshops, technical roadmap presentations). Deal making: Negotiate Profitable and Fair Deals Drive holistic value creating and value capture for the account, long-term and short-term. Close deals by using creativity and by mastering the art and science of negotiation. Master all elements of business contracts, including solid understanding of legal aspects. Proactively initiate and facilitate global framework agreement, H&S and CSR activities (if applicable) to ensure INFICON solutions are fully approved as Tier 1 supplier by the customer. Ensure consistency between T&Cs offered in individual markets.

Requirements

Minimum Bachelor’s degree in Business, Marketing, Engineering, Computer Science, or related field.
+10-15 years of experience in Semiconductor front-end wafer manufacturing, sales, account management, or business development within the industry.
Experience negotiator incl. contracts.
Proven track record of managing and growing strategic accounts.
Experience working with cross-functional teams (e.g., Sales, Product Development, Supply Chain).
Strong understanding of the industry, including current trends, technologies, and key players.
Technical proficiency with CRM software, MS Office Suite, and other sales enablement tools.
Familiarity with the product development lifecycle and the ability to grasp complex technical products and solutions.
Willingness to travel as required to meet business needs (<40% overall).
Demonstrated ability to work independently, prioritize effectively, and manage multiple tasks simultaneously.
High level of integrity, professionalism, and drive, with a strong commitment to excellence and accountability to take active part in supporting the INFICON journey beyond your own Strategic Account.

Nice To Haves

Master’s degree is a plus.

Responsibilities

Manage the relationship with one of INFICONs strategic and most important customers.
Orchestrate all interactions and development with our major customer, with a long-term business (P&L) view and enabling delivery of consistent, predictable and repeatable business results towards 2030 – and beyond.
Understand the customers business, their market and organizational needs.
Derive customer’s main problems, pain points and strategy into a differentiated value proposition and targeted fair share in upcoming CAPEX and OPEX investments.
Define long-term bold account aspiration and strategy, set short term goals to drive impact.
Create and maintain and execute the strategic account plan, updated when relevant with input from the SA Team.
Conduct regular account coordination activities with the INFICON strategic account team, namely the local Key Account Managers in countries where the customer has operating sites, and other important INFICON stakeholders.
Review the global strategic account plan with the executive sponsor and senior management to continuously align with overall INFICON strategy.
Accelerate existing projects to support customer’s immediate goals.
Early identification of global growth opportunities from all potential revenue streams at the account including expanding our share of wallet, creating new applications, services, consumables and new business areas.
Support the local sales and application teams following the customer’s buying cycle.
Coach and provide input to opportunity plans owned by local Sales Managers.
Drive towards aligning customer and INFICON R&D roadmaps and establishing integrated partnerships across functions from the beginning to end of the product cycle.
Facilitate early entry into new application areas and fab locations within this account.
Drive our agenda and strategy on a continuous and proactive level.
Create and set the narrative that moves forward the account strategy.
Ensure the relevant customer buying center members know the business impact of INFICON’s latest solutions and facilitate similar sharing from customer to INFICON.
Maximize customer sponsorship of INFICON at executive level.
Ensure all relevant opportunities, activities, and relevant information are visible in the chosen communication channel (Teams/CRM…)
Encourage cross-region and cross-functional interaction between INFICON and the customer organization.
Ensure omni-channel consistency and quick responses.
Map, build, and strengthen relationships to strategic stakeholders in the customers’ organization.
Establish the SAM Diamond: multi-level relationships between INFICON and the customer.
Conduct Scheduled Business reviews with the customer and INFICON account.
Organize the right meeting with the right people to discuss the topics that matters most.
Drive holistic value creating and value capture for the account, long-term and short-term.
Close deals by using creativity and by mastering the art and science of negotiation.
Master all elements of business contracts, including solid understanding of legal aspects.
Proactively initiate and facilitate global framework agreement, H&S and CSR activities (if applicable) to ensure INFICON solutions are fully approved as Tier 1 supplier by the customer.
Ensure consistency between T&Cs offered in individual markets.