North America Key Account Manager

Your Role

The North America Key Account Manager owns a strategic tier1/tier2 account(s) for Delivery Systems and Services (DS&S) products and services. As the single point of contact for commercial and technical matters, you will quote capital equipment, provide technical lead for molecule delivery requirements, resolve equipment field issues, and run the monthly North America customer work group on strategic initiatives. You will promote SERVICES, TURNKEY, GASGUARD, CHEMGUARD, POLYFLOW and related spares.

Drive Business Financial Performance

Execute customer sales requiring cross-functional support and drive demand plan forecasts from customer volume projections. Serve as the voice of the customer in product development.

Project Prioritization

Identify customer needs in collaboration with cross-regional and cross-functional leadership teams.

Manage Overall Customer Relationships

Build strong relationships across all customer locations, with day-to-day support alongside the regional Technical Sales team. Partner with EMD Electronics teams (e.g., Engineering, Procurement, Product Management, Supply Chain Planning) to align customer and DS&S strategies.

Strategic Impact

• Develop quotations for capital equipment and spares for new fabs, expansions, and process changes.
• Monitor capital equipment orders for correct scope and on-schedule manufacturing, keeping the customer updated and resolving technical issues.
• Provide technical sales support for spec gas and chemical precursor equipment, from proposal through aftermarket.
• Obtain customer volume forecasts and deliver demand plans to DS&S planning for Sales and Operations and capacity planning.
• Own plan of record specifications/scope and change control, managing customer and EMD Electronics change notifications via the MOC process.
• Share competitive feedback with DS&S marketing and product management to align solutions with customer roadmaps.
• Identify cost-saving design and component alternatives that benefit EMD Electronics and the customer.
• Own the customer-specific equipment price list, lead DS&S contract and T&C negotiations, and price new products and services with Marketing, Product Management, Engineering, and Services to meet profitability targets.
• Manage the customer's global supplier report card and SCQI process.
• Manage spec gas equipment quality notifications through closure, report progress to the customer account team director, and influence Electronics to prioritize critical quality and reliability issues.
• Communicate equipment features, benefits, and schedules to customer project managers.
• Provide stakeholders with monthly/quarterly reports, Opportunity Lists, revenue and profit forecasts, and hit-rate data.
• Administer the volume discount program.

Minimum Qualifications

• Bachelor's degree in marketing, business, engineering, or other related discipline or 10+ equivalent sales, commercial or relevant experience in lieu of education.
• 5+ years' work experience in sales, engineering or product management or technical sales.
• Demonstrated experience managing large, complex customer accounts with cross functional coordination responsibilities.
• Up to 50% travel domestic and international.

Preferred Qualifications

• Master's degree in relevant technical or business discipline.
• 5+ years of Semiconductor Sales Experience in the semiconductor equipment, specialty gas delivery, or chemical delivery systems industry.
• Experience using CRM and sales analytics tools (Salesforce.com, PowerBI, SAP) to drive sales forecast, track opportunities, manage accounts and data-driven demand plans.
• Sales track record, Change Management, Matrix Management, Critical Thinking (Analytical Capability), Project Management, Learning Agility.
• Track record of influencing cross functional partners such as Engineering, Manufacturing, and Supply Chain without direct authority.
• Proficiency noticing/predicting patterns, trends or discrepancies when looking at information and data to create critical insights and use these to devise clear plans/recommendations on how an innovative approach or concept can solve a given business problem or realize business strategy.