Director Account Management 

Responsibilities

The Director Account Management reports to the Corporate Director and GM of Sales and Service and is responsible for a Key Customer product line sales and customer level product satisfaction. The position is responsible for the growth, product penetration and viability of ASM Front-End Business products worldwide.  To accomplish these responsibilities, the Director will lead the Program Management team and work with the ASM Business Units to oversee ASM interests in marketing, sales, and pricing; process performance; hardware/software performance and product evolution. 

Job Summary

The primary responsibility for the role is to coordinate and lead the selling of ASM products (sales and upgrades), developing and maintaining relationships with, and ensuring business continuity is established and sustained for product lines at a Key Customer.

The Director Account Management position requires heavy engagement with the customer and the ability to drive strategic account management concepts with the customer.  It requires the ability to successfully establish relationships within the Key Customer account to sell complex technical solutions.  It also requires the abilities to provide leadership to the Account Managers, Field Process team, Service team, Business Unit personnel and maintain contact with high level personnel at the customer to influence the need for ASM's value added product solutions.  The position requires successful interaction with a multiple of internal product divisions, and support organizations for successful support of a Key Customer. The Director Account Management will be responsible for the development of an account plan and strategy that enhances ASM's ability to engage in future technology collaborations, enable incremental sales of our existing product offerings and support up-selling efforts in our installation base at a Key Customer.  In addition, the following responsibilities are required:

• Compliments our "safety first" culture throughout the organization
• Represents the product lines as the senior point of contact and commercial interface with the customer
• Maintains a technical proficiency to anticipate customer requirements and applications for future business
• Prepare sales and business plans with recommendations to product lines for development opportunities
• Participates in the development of the product lines annual forecast and sales strategy
• Manages order book and forecast for the applicable product lines
• Manage tool configurations prior to and after shipment
• Manages resolving commercial issues in the customer working groups
• Works with hardware process and software engineering to ensure project requirements are being met.
• Maintain/improve customer satisfaction with good installbase tool performance with process and service teams
• Primary owner for all contractual and commercial issues between ASM and customer
• Assists Site management in contract interpretation and the resolution of product related commercial events
• Thinks strategically, with the demonstrated ability to implement tactics
• (Travel: 30-80% domestic and international)

Education

BS in Technical Discipline

Experience 

• 10+ years in Account Management, Sales or related Sales support activities in the Semiconductor Capital Equipment Industry
• Account management or Sales support experience required
• Project management experience required
• CRM and SAP experience preferred 

Requirements:

• Min 10 years of experience in the semiconductor/capital equipment
• You are adept at thinking strategically, organizing and illustrating those thoughts and translating plans into action
• You possess the ability to self-direct and prioritize among competing goals and exhibit flexibility in a fast-paced environment
• You have creative problem-solving skills including negotiation and conflict resolution skills.
• You're energetic, collaborative, and proactive; a leader who can positively and productively impact both strategic and tactical finance and administration initiatives
• You have solid knowledge and experience in semiconductor / capital equipment industry.
• You are a team player and can work well in a multicultural International environment.

Skills:

• Excellent verbal and written communication skills in Japanese and English.  Ability to prepare and deliver effective technical sales presentations to all levels of management.
• Thorough understanding of semiconductor processing and knowledge of technical equipment operation.
• Effective application of sales and marketing theories and principles.
• Analysis and evaluation of market conditions and business trends.