Account Manager

Business Unit:  Semiconductor & Assembly Solutions
Division:  SAS Commercial

Business Overview

Element Solutions Inc. (NYSE: ESI) is a leading specialty chemicals company whose operating businesses formulate a broad range of solutions that enhance the performance of products people use every day. Developed in multi-step technological processes, our innovative solutions enable our customers' manufacturing processes in several key segments, including electronic circuitry, communication infrastructure, automotive systems, industrial surface finishing, consumer packaging, and offshore energy. 

Customers of our businesses use our innovation as a competitive advantage, relying on us to help them navigate in fast-paced, high-growth markets. For example, in-car technology, from infotainment to driver assistance, is accelerating the pace of new product development and changing the competitive playing field for automotive manufacturers. With a long-standing presence in automotive markets and a deep market expertise in electronics, we sit at the intersection of this fast-growing market. The breadth of our offerings provide strong strategic value to the end markets we serve. 

 

SEMICONDUCTOR & ASSEMBLY SOLUTIONS (SAS) 

As a global supplier to the semiconductor industry, we provide advanced copper interconnects, die attachment, wafer bump processes, solder technologies, fluxes, cleaners, and other attachment materials for the integrated circuit fabrication, semiconductor packaging, and electronic assembly industries. Our products touch nearly every facet of modern life and enable smart devices, phones, computers, electric vehicles, and more to function properly. SAS consists of three distinct business units (Circuit Board Assembly, Semiconductor Assembly, and Wafer Level Packaging) which are positioned to meet our customers’ ever-changing needs. We operate globally, employ over 2,500 employees, and represent a $1.2BN (and growing) business. 

Job Purpose

This role will drive profitable revenue growth for ESI in China for MacDermid-Alpha’s Semiconductor and Assembly Solutions business. This person will be responsible for execution of the account strategy to achieve the company’s annual revenue and margin growth goals for his/her accounts. Including: defining and executing the tactics to: (i) CREATE new opportunities and pipeline for future business growth, (ii) compete and WIN new opportunities to generate profitable new revenue growth, and (iii) defend and GROW our relationships and engagements to build profitable, sustainable, and predictable revenue growth. An experienced sales professional who continues to drive for the highest level of “Sales Excellence”.

Job Responsibilities

  • Takes the lead in developing and executing on account planning process for the assigned accounts and all aspects of the revenue lifecycle: Demand Creation (CREATE.), Opportunity Management (WIN.), Account Management (GROW.)
  • Meets year-over-year assigned revenue and margin targets for profitable sales volume growth and strategic objectives in assigned accounts.
  • Establishes productive, professional relationships with key personnel and management in assigned customer accounts and takes personal responsibility for senior level customer communication including key negotiations and contracts.
  • Coordinates the involvement of company personnel, including support, service, and management resources, to meet account performance objectives and customers’ expectations.
  • Leads solution development and value creation efforts that best address customer needs, while coordinating the involvement of all necessary company personnel. 
  • Encourages global collaboration between team members, adjacent departments, and business units to meet the objectives for the assigned accounts
  • Is an example for others, continuously displays role model account management skills and behaviors in detail and execution e.g. negotiation, customer engagement, expectation management
  • Takes charge of developing self and frequently reviews and reflect on own performance with actions to improve.

Requirements & Qualifications

  • A Bachelor’s Degree, or higher in an engineering field like Chemistry, Electronics, Mechanics or equivalent with experience in business, sales, marketing, or related field.  An advanced degree (MBA, Master’s) is a plus.
  • 5 – 7 years of demonstrated account management experience, exceeding targets and objectives.
  • Experience in selling advanced metal plating materials for semiconductor foundry or OSAT industry.
  • Track record in negotiating and crafting complex B2B deal structures.
  • Strong experience with structured sales processes, sales performance metrics, sales analytics, and Customer Relationship Management (CRM) systems such as Salesforce.com.
  • Willing to devote at least 50% or more of your time to traveling.

Skills

  • Sales skill along the sales revenue lifecycle: prospecting, qualifying, questioning, listening, proposing, presenting, closing etc.
  • Excellent communication skills, combined with good relationship and networking skills. 
  • Displays executive presence and excellent internal and external stakeholder management skills
  • Good business acumen with an eye for detail and the skills to analyze and interpret data to solve day to day issues and problems
  • Ability to work collaboratively with stakeholders across the organization.
  • Excellent conflict management to resolve collaboratively issues with internal and external stakeholders.

Competencies

  • Proven track record in development and execution of account plan and strategy.
  • Deep understanding of sales tools and technologies like CRM, sales enablement platforms, and other productivity tools. Competent in using one of the following Sales Methodologies is a major plus: RADAR from The Complex Sale, Strategic Selling, Target Account Selling, SPIN Selling, Solution Selling, etc.
  • Project, time, and conflict management.
  • Proficient in English both verbally and written.
  • Highly proficient in the use of Microsoft Office suite of tools.

EEO Statement

We strive to embody the five “Elements of our Culture,” our “5Cs”: Challenge, Commit, Collaborate, Choose and Care. These core values are the foundation of our organization which our employees embrace in their interactions with customers, colleagues and other stakeholders to drive financial performance and create a rewarding work environment.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran.