Key Account Manager, Semiconductor

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As a Key Account Manager, Semiconductor, will be responsible to create and foster executive level relationships within key end users, consultants, engineering firms, systems integrators, original equipment manufacturers (OEMs) and contractors, influencing demand to drive specifications, design wins, and reciprocal value. A key element of this role will be assembling and oversight of capture teams. The Key Account Manager (KAM) will influence solutions, able to articulate the value ABB brings to one-line projects and semiconductor industry machine builders, displacing competition. The KAM will negotiate and secure national agreements and annual contracts. Tight collaboration will exist between the KAM and local field resources, as well as global segment and application experts.

This position reports to

Sales Support Manager - Technical Sales

Your responsibilities

• Leads the development of sales strategies for named accounts by providing the customer’s current business and long-term plans, including the coordination of national strategies
• Defines and proposes sales targets and growth margins for the account. Deploys these targets within CIO, Critical Power and Services sales structure. Ensures account achievement with a structured follow up process
• Leads the development and implementation of an account plan. Designs the executive relationship strategy and coverage plans, prioritizing opportunities and identifying a target for each solution element. Proposes recovery plans in case of potential order shortfalls
• Establishes and develops account relationships based on a defined strategy. Acts as focal point for problem resolution and monitors customer claims. Plans, facilitates, and conducts customer negotiations
• Develops, maintains and shares detailed knowledge of the customer’s business strategy, purchasing behavior, organization, decision-makers, customer business drivers, economic trends and competition
• Sells products/solutions/services to customers, focusing on volume, mix and profitability targets for assigned business unit(s)
• Monitors competitors’ activity with each account and ensures appropriate response strategies are formulated and implemented
• Creates added value for the customer and ABB by ensuring a coordinated sales approach (e.g. frame agreements). Communicates details in accordance with ABB supply, offering and strategy
• Coordinates the use of internal or external resources (e.g. technical, advertising and marketing) in order to provide value added services to accounts

Your background

• Bachelor of Science Engineering or Industrial Distribution with minimum of 8 years related commercial experience.
• MBA or business preferred in addition.
• Experience leading or participating in capture teams selling. Able to lead and direct front end and back end capture team members to drive anticipated outcomes.
• Direct sales experience in the electrical industry, experience selling solutions to Amazon preferred
• Proficient in the use of Microsoft Office Applications (Word, Excel and PowerPoint)
• Demonstrated strong verbal/written and presentation skills to all levels in an organization, including C and VP level
• Demonstrated strong problem solving, selling and negotiation skills
• Ability to work independently and manage time
• Technical aptitude, knowledge of electrical one line and switchgear
• Broad business acumen, ability to plan and execute on plans
• Ability to travel 50% and work extended hours on occasion when required, which might include weekends
• Ability to mentor sales reps and coordinate matrixed activities
• Digital competencies to promote and sell solutions
• Candidates must already have a work authorization that would permit them to work for ABB in the US

Benefits

• Retirement plan
• Life insurance
• Disability insurance
• Healthcare plan
• Wellbeing program

More about us

ABB’s Electrification Global Markets organization is responsible for the go-to-market strategy and generating profitable growth for the Electrification Business Area. Our 10,000 strong commercial team represents the portfolio of all Electrification Business Area Divisions in over 100 countries. Our unmatched domain expertise across key industry verticals and channels combined with our truly global footprint makes us able to deliver extraordinary business results, supporting our customers with solutions which address their current needs, whilst considering the future emerging trends such as Urbanization, Digitalization and Shift to Electricity and Sustainable Energy. We look forward to receiving your application. If you want to discover more about ABB, take another look at our website www.abb.com. Equal Employment Opportunity and Affirmative Action at ABB ABB is an Equal Employment Opportunity (EEO) and Affirmative Action Employer encouraging diversity in the workplace. All qualified applicants will receive consideration for employment without regard to their race, creed, color, ancestry, religion, sex, national origin, citizen status, age, sexual orientation, gender identity, disability, marital status, family medical leave status, or protected veterans status. For more information regarding your (EEO) rights as an applicant, please visit the following websites: https://www.eeoc.gov/sites/default/files/2022-10/EEOC_KnowYourRights_screen_reader_10_20.pdf https://www.dol.gov/sites/dolgov/files/OFCCP/pdf/pay-transp_%20English_formattedESQA508c.pdf As an Equal Employment Opportunity and Affirmative Action Employer, applicants may request to review the Affirmative Action Plan of a particular ABB facility between the hours of 9:00 A.M. - 5:00 P.M. EST Monday through Friday by contacting an ABB HR Representative at 1-888-694-7762. #LI-Hybrid Protected veterans and qualified individuals with a disability may request a reasonable accommodation if you are unable or limited in your ability to use or access ABB's career site as a result of your disability. You may request reasonable accommodations by calling an ABB HR Representative at 1-888-694-7762 or by sending an email to [email protected] Resumes and applications will not be accepted in this manner.