Senior Sales Manager

Job Title:

Senior Sales Manager

Job Description:

Position Summary:

The Senior Sales Manager is responsible for achieving sales objectives, market share and profitability targets at assigned accounts by executing Corporate, Division and Business Unit sales strategies. 

• Provide leadership for the Japanese AMH Regional Sales team.

• Understands Corporate and Commercial team goals and works with AMH Market Leaders to ensure completion.

• Analyzes and manages the Regional Sales Channel Partner network to optimize profitability and market share.

Responsibilities: The core purpose is the mission of the job – why it needs to be filled and how it fits into the organization. By narrowly defining the Core Purpose, you’re able to define what’s needed to solve the existing business challenge(s)

• Entegris is a leader in the Semiconductor Industry and is seeking a Senior Account Manager for the company’s Advanced Material Handling (AMH) Division. Entegris’ AMH Division provides critical solutions to monitor, protect, transport, and deliver critical liquid chemistries, wafers and other substrates for a broad set of applications in the semiconductor industry. We expect that you will embrace the role of business owner providing strategy, adding value, and executing on growth strategies to achieve success in AMH business. This role will be based in Japan and be responsible for Account Management of Advanced Logic, Foundry, and Trailing Device Node accounts.

• Develops and owns the sales plan that achieves revenue, profitability and forecasting objectives.

• Understands customer’s business and technology roadmaps and drives internal teams for continuous improvement in terms of product quality, establishing technical edge, and market competitiveness for attaining or maintaining the number one supplier position. Role is also responsible for accurate forecast, maximizing revenue, margin, market share analysis and achieving Annual Operating Plan.

• Understands corporate, division and field operations goals and develops account strategies to achieve set sales objectives with the support from manager.

• Participates in global AMH sales and BU team meetings as well as provides new project sales strategies incorporating cross-functional team efficiencies to drive maximum revenue on complex sales opportunities. 

• Drives effective pricing strategy through contract and price negotiation processes. Focuses on enlarging and developing market share in accordance with total margin strategy.

• Works closely with global and regional support teams such as Applications Engineering, Product Management, Logistics, Quality, Finance, Customer service, and AMH team to ensure indirect pre and after-sale service are effectively provided.

• Ensures channel alignment of all sales activities for accounts that are co-managed by Direct and Indirect sales channels.

• Serves as Entegris primary point of escalation in addressing and resolving matters that have been elevated as a critical.

• Demonstrates leadership presence that can resolve escalated matters in a manner that keeps Entegris in good standing, ensuring key stakeholders (BU, Region, Corporate) visibility to issues.

• Establishes customer intimacy to ensure Entegris is supporting customer’s long-term business strategy. Collaborates with customer to identify their initiatives, specify problems, define needs, and recommend solutions.

• Develops and maintains senior level industry contacts and relationships to provide opportunities for new business. 

• Works closely with Finance, Logistics, BU and Quality to eliminate non-value add cost to improve competitiveness.

• When warranted, develops a supplier rating management process with cross functional teams; orchestrates internal action plans based on customer feedback and continuous improvement activities to achieve customer’s satisfaction.

• Utilize significant technical knowledge of product lines to maintain and pursue new business opportunities.

In this role you will:

-The primary responsibility of the Account Manager will be to grow revenue while protecting Entegris profitability and assets for the AMH business unit. The role will focus on achieving BU goals in End User (Semiconductor/Panel/Storage) market segments. Additionally, this role will be recognized internally and externally as the customer business owner. We expect that you will work with BU to develop strategic plans and road maps.

-Serve as Regional escalation point for AMH

-Participate and provide Regional leadership in sales and business review meetings

What are the expected outcomes? What must this role get done in order to meet your business objectives? Define “what success will look like.”

• Achieve AMH BU Annual Operating Plan target and goal.

• Work with product manager to maintain customer profile (market share, Served Available Market)

• Track and win new projects opportunities for AMH business.

• Establishes short/long term business strategies for winning key customer opportunities.

• Maintain and grow current AMH market share.

• Develop and maintain an accurate Customer Forecast in Entegris’ Integrated Business Platform

• Defend margins and be responsible for protecting Entegris assets.

• Provide competitor information and customer technology roadmap.

• Establish customer intimacy and relationship.

• Complete blue sheet reviews with team for key new projects and opportunities

Qualification and Preferred Skills:

• Minimum of 10 years sales experience in Semiconductor Industry. Silicon Carbide(SiC) market knowledge is a plus.

• Demonstrated success with AOPs and BU goal and end-to-end execution of marketing strategies.

• Excellent interpersonal and communications skills, experience working in a matrix environment and managing multiple priorities and projects with dynamic timelines to execution.

• Knowledge and expertise in SEMI market. Knowledge of AMHS, wafer processing/handling and/or gas/chemical delivery aspects of semiconductor operations is a plus.

• Entrepreneurial, self-starting, strategic thinker with demonstrated track record of success in the development and execution of marketing strategies.

• Is curious, seeking to understand opportunities, challenges, issues, and solutions to a level that optimizes insights for maximum resolution.

• Ability to effectively deal with ambiguity.

• Ability to effectively communicate with global business unit and sales team members.

• Strong bias for action and drive for results.

• Strong written and verbal communication skills, with a strong background in data analysis including Excel and other database tools. Proficient in PowerPoint.

• Proficiency and prior experience with Salesforce CRM platform.

• Ability to travel 25% domestically.

• Confidence and courage to handle challenging situations with marketplace, internally within Entegris and among staff

• Strong problem solving, negotiation, and sales skills

• Knowledge of Japanese Semiconductor fab market.

What are the Position Specific Competencies? Define the skills/competencies necessary to do the job. These should tie directly back to the purpose and outcome.

• MBA or BS degree(preferred) with 10+ years’ experience in WW SEMI Fabs, OEM tool vendor or other SEMI supplier market in a sales or field application position.

• Strong problem solving and sales skills; knowledge of SEMI Market; Advanced Logic, Memory, Foundry, SiC/GaN a plus.

• Communications proficiency in Japanese- Native level and English-Business level (Strong fluency in English for writing/speaking/reading/listening. Ability to translate highly technical information a plus.)

Your success will be measured by:

People and Teamwork

• Motivate and inspire the AMH BU team by helping build strong relationships that leverage Entegris core competencies and make the team nimble and efficient.

• Self-motivated, curious, and creative problem solver

• Become a trusted resource, mentor, and advisor that helps develop a culture of excellence

Accountability, Integrity, Trust

• Provide realistic assessments of Entegris capabilities and align these to the customer expectations. Be the face of the AMH BU team both external and internal.

• Strong communication and presentation skills; capable of effectively communicating with all levels of management and across all functional areas.

Creativity and Innovation

• Collaborate cross functionally in a matrixed organization and help develop internal competencies and resources to grow an AMH BU team business.

Dedication to Excellence

• Become a trusted resource and advisor that helps develop the culture of excellence as a standalone agile startup AMH BU business.