Sales Manager

Who are we looking for?

This role will drive profitable revenue growth for ESI in EMS, ODM/OEM in the value chain for MacDermid-Alpha’s Semiconductor and Assembly Solutions (SAS) business. This person will be responsible for execution of the account management 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”.

What will you be doing?

• 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 (Up to C-level) 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 (strategic) 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.

Who are You?

• A Master’s Degree in an engineering field like Chemical Engineering or Chemistry equivalent with experience in business, sales, marketing, or related field.  An advanced degree (MBA, Master’s) is a plus.
• >10 years of demonstrated sales account & channel management experience, exceeding targets and objectives
• Experience in selling advanced engineered materials (i.e. Solder, Thermal materials, PCB protections, Die Attached & Adhesives) for Consumer Electronics, Power Supply & EV (IGBT Module)
• Track record in negotiating and crafting complex B2B deal structures with customer of global footprints.
• 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 40% or more of your time to traveling 

What competencies will you need?

• 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.
• Proven track record in development and execution of the account plan and take the full accountability to achieve the opportunity revenue target
• 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.