Electronics Business Development Manager - Strategic Accounts
Carl Zeiss Inc San Jose, CA
- Posted: 23 days ago
- Benefits: vision, 401k, dental, life insurance, medical,
The Electronics Business Development Manager - Strategic Accounts (EBDM-SA) role requires a deep knowledge of the internal workings of the microelectronics & semiconductor industry and experience developing account-specific marketing and sales strategies to increase market share in technically complex competitive sales scenarios. The primary foci of the position will be to penetrate a defined group of strategic global accounts that have a strong US presence with the goal of opening doors to new business opportunities by building internal intelligence (account profiles). Based on this intelligence the EBDM-SA will cascade information to the appropriate ZEISS colleagues in the global sales and marketing infrastructure to ensure success globally in the defined accounts. Success will require technical knowledge of each solution within the current ZEISS RMS portfolio and associated microscopy applications, combined with excellent communication and time management skills are required.
At all times, conduct in accordance with company guidelines and standards is expected. Key Metrics and KPIs of this position:
• Key Account Profile Generation
• Global Electronics funnel development of assigned accounts via Lead & Opp Generation and Order Intake
Number and nature of Direct Employee Reports:
Primary Duties and Responsibilities:
1. Relationship Building and Account Intelligence
o Persistently engage and network to build relationships within defined global strategic accounts with presence in the US. Relationships will span both account locations across the globe as well as
functions/disciplines within the account including users, purchasers, and owners of their roadmaps.
o Understand and map customers install base, workflows, and where ZEISS solutions would be best applied
o Establishes trusting relationships within assigned key accounts globally
o Develop deep and overall environmental analyses for assigned key accounts
2. Global Electronics Business Alignment and Information Cascade
o Serve as the primary US interface and point of contact for assigned accounts nationally and/ or globally
o Regularly update CRM system with required customer data and networking info, opp plans, and call plans
o Proactively communicates key elements of intelligence to the proper global colleagues o Gives feedback information to the segment head-on all customer interactions to contribute to the overall environmental analysis for the segment.
o, Collaborate with product marketing and sales channels to validate customer preferences and develop data-based insight to surpass the critical adoption rate.
3. Funnel Development
o Define and execute tactics of statements-of-work in pilot projects to help generate collateral and develop emerging market segments in defined accounts
o Deploy account strategies in conjunction with global sales/marketing colleagues
o Accountable for funnel development and global OI of assigned global accounts
o Serve as the Project Manager and coordinator for Global Key Account Opportunities o Develop and validate Key Selling Propositions (KSP’s) for global key accounts, actively provide feedback to NA and global colleagues for KSP refinement and cascade
o Propose, design, and manage collaborations with influencers in strategic accounts
o Serves in supporting function with responsible direct sales team to close opportunities
4. Serve as a brand ambassador for ZEISS
Experience and Education Requirements:
• Technical education and background in electronics and/or semiconductors
• Experience working in the Electronics Industry is strongly preferred
• Understanding of electron, x-ray, and ion-beam microscopy/instrumentation
• Positive “can do” attitude coupled with a willingness to continuously acquire product and application knowledge independently.
Working Conditions and Special Demands:
• Willingness and ability to travel globally.
Carl Zeiss Inc- solutions contribute to world optics development and technological progress. With our passion for excellence, we create value for our customers and inspire the world to see in new ways.
Carl Zeiss IncWhy Work Here?
Carl Zeiss Inc - an internationally leading technology enterprise operating in the fields of optics and optoelectronics.
Carl Zeiss Inc- an internationally leading technology enterprise operating in the fields of optics and optoelectronics. Carl Zeiss Inc- solutions contribute to world optics development and technological progress. With our passion for excellence, we create value for our customers and inspire the world to see in new ways.
AddressSan Jose, CA