Sales Manager

Who are we looking for?

Reporting to Sales Director in Taiwan, the Sr. Sales Manager will be responsible for driving the development and growth for MacDermid Alpha’s Packaging & Board Assembly (PBA) business at designated Regional Accounts and other related local accounts in the territory. A trusted advisor, who is passionate about finding and providing solutions to our customers for their semiconductor material needs, effortlessly managing expectations and stakeholders both across customers and the organization. While the role is commercial, a strong technical background and the willingness to continuously develop oneself both commercially and technically as well as the ability to apply a structured approach in working with the customer are key to be successful. 

What will you be doing?

a.    Meets year-over-year assigned revenue and margin targets for profitable sales volume growth and strategic objectives for assigned accounts 
b.    Establishes productive, professional relationships with key personnel and management in assigned customer accounts to manage existing business and to proactively look for new opportunities. 
c.    Develops and executes on a personal plan for assigned accounts/segments with performance objectives, financial targets, and critical milestones for multiple years and pro-actively works with supervisor and global (key) sales managers to expand the business in assigned territory/accounts 
d.    Is the voice of customer insider our company and coordinates the involvement of company personnel, including support, service, and management resources, to meet account performance objectives and customer’s expectations. 
e.    Manages the solution development/proposals and value creation efforts that best address customer needs, while coordinating the involvement of all necessary company personnel. 
f.    Takes personal responsibility for customer engagements, communication and expectation management in detail and execution, including price negotiations and contracts. 
g.    Participates in and collaborates with other sales team members, key account teams, adjacent departments, and business units 
h.    Frequently reviews and reflect on own performance and takes charge of developing self, including personal actions to improve. 

Who are You?

Manages at least 1 Regional Account.  Would most often come internally from the high performers of the territory sales team.  This person has a minimum of 5 years of sales experience and has demonstrated success of consistently achieving account and territory growth targets.

a.    Bachelor required (Engineering is preferred).  Graduate degree (MBA is preferred) and specific credentials in a related field are encouraged.
b.    Proficient English language capability – written and verbal.

Senior Sales Manager:
i.    > 8 years relevant experience in Semiconductor Assembly or Power Electronics.
ii.    Strong industry / domain / vertical experience and knowledge.  
iii.    >3 years’ experience as People Manager or leadership position
iv.    Some network in the industry and/or target sector.
v.    Experience selling specific and related technologies and/or adjacent technologies.

What competencies will you need?

a.    Account Presence:
i.    Live in the account.  Aspire to provide so much value and to be so critical to the account that they want to give you and us office(s) at their location(s).  
ii.    Wake up every day thinking about how we can CREATE. WIN. & GROW. with the account.
b.    Knowledge & Business Alignment:
i.    Understand and document how the account is organized – mapping divisions, business units, locations to our businesses and resources. 
ii.    Proactively align our businesses, technologies, resources, contacts, and capabilities to the customer to maximize our mutual opportunities for growth and success.  Introduce other ESI businesses where possible.
iii.    Understand and document how they go-to-market, their customers, their competitors, and their supply chain.  Determine opportunities to provide value and to grow our mutual opportunities together within the broader scale of the customer’s commercial eco-system – OEMs, Tiers, etc.
iv.    Understand what’s most important to the customer now and on the next 2–5-year horizon.  Learn the customer’s strategies, culture, values, and initiatives to improve and grow their business.  Proactively develop ways to align our strategies, cultures, and values for our mutual success.
c.    Stakeholder Management:
i.    Develop and manage critical stakeholder relationships.  Map these and analyze them regularly. 
ii.    Mobilize, align, and coordinate all internal and external resources needed for development, new business growth, and retention at all levels within the account.
iii.    Ensure the “right hand always knows what the left hand is doing”.  Introduce and shepherd resources that will give us the greatest chance for success.
d.    Opportunity Management:
i.    Proactively CREATE & WIN new commercial business – specifications, approvals, and opportunities – connecting our technologies to the customer’s strategies.  
ii.    Develop effective value equations, business cases, and opportunity strategies for the customer to grow their business by utilizing our solutions.  
iii.    Ensure individual opportunity and/or program strategies are aligned with the overall account strategy.
e.    Account Management:
i.    DEFEND & GROW.  Position and differentiate our business to customer.  Defend existing business by demonstrating tangible and quantifiable value to the customer.  
ii.    Maintain and document current competitive intelligence and SWOT analysis.  Proactively manage our risks and vulnerabilities within the account.  
iii.    Maximize profitability.  Drive the forecast.  Ensure we deliver on (direct and/or indirect) quarterly & annual revenue and margin targets.  Actively look for ways to increase opportunities for growth in revenue, margin, and profitability. 
f.    Strategy, Communication, & Action:
i.    Drive the account strategy, account plan, and account review process.  Develop, execute, and report-on the account plan goals & objectives on a quarterly and annual basis (in S.M.A.R.T. format).  
ii.    Conduct regular account strategy sessions and business reviews.  Communicate BROADLY & REGULARLY on account progress and developments.  
iii.    Stay organized.  Always ensure the accuracy of information in ATLAS.   This includes Account Plans, Goals, & Objectives, Stakeholder Analysis, Contact Information, Opportunity and/or Program Pipelines, Account Hierarchies and Locations, Internal & External Activity History, Critical Notes & Attachments, Project Plans, Etc.

SKILLS & COMPETENCIES

1.    Demonstrated ability to create and execute account plans with multi-year vision.   Plans characterized by disciplined objective setting with associated action plans.
2.    Strong business/account management skills (negotiation, seeing and quantifying value, expectation management).
3.    Competence with principles and structure of P&L.
4.    Proficient / Credible command of products and applications as related to business segment.
5.    Capability to manage large multi-national, multi-factory, multi-product-segment account.
6.    Strong individual project/time management skills.
7.    Strong competence with sales process and CRM systems.
8.    Comfortable following a consistent team-based sales process and methodology for Regional Account management planning – where account planning horizons could span 2-5 years and new opportunity sales cycles could last 9-18 months depending on the size and duration of the contract. 
9.    Mature, Senior-level communication and presentation skills.
10.    Ability to develop effective and meaningful customer relationships at all levels – Strategic, Financial, Operational, and Technical.
11.    Strong skills linked to gaining cooperation and motivation across internal, cross-functional teams, locally and globally.  Mobilizes teams.