Key Account Manager

Role Overview:

Based in the US the Key Account Manager is directly accountable to our Semiconductor Metrology and Inspection Key accounts for Material Science solutions (MSS) in North America. You aren’t just a "point of contact"—you are a business partner responsible for aligning the customer’s project timelines to our operational capacity and bringing in new product introduction wins (NPI).

You will be finding, championing and winning opportunities our core technologies in optics, laser machining and mechatronics within these key customers. You will use key tools such as 80/20 and MEDDPICC to deliver accelerated growth to MSS.

This role will represent 14 MSS factories to our customers with special focus on: CVI Laser Optics, IDEX Health and Science Rochester, Louwers Hanique and Millux.

Opportunity Identification & Growth

• Execute our strategic intent through to 2030. Understand the ways and means we will grow our platform and leverage them within your customers to build new opportunities.

• Pipeline Development:
  Identify within our key accounts the urgent and immediate pain which MSS can solve. Align MSS and customer business roadmaps. Turn these activities into business opportunities

• Strategic Upselling:
  Drive "share of wallet" growth by introducing existing customers to new technologies, materials, or service offerings.

• Achieve year-on-year incremental share increases in alignment with goals and priorities set by Key Account director and Metrology and Inspection Sales director.

NPI & Project Alignment

• Drive timely and accurate completion of MEDDPICC and 80/20 process for incoming requests and outgoing quotes

• Ideation to Production:
  Lead the "speed advantage" strategy, ensuring that new projects move through the design phase without operational bottlenecks.

• Align the customer’s need timeline with our production scheduling to ensure projects are delivered on time to launch.

• Requirement Alignment:
  Act as the voice of the customer to critical needs are fully incorporated into solution offering.

Forecasting & Demand Planning

• Data Integrity:
  Build and maintain 12-month rolling demand forecasts to drive raw material procurement and factory capacity planning.

• Risk Mitigation:
  Identify gaps between customer forecasts and actual PO placement, flagging potential under‑utilization or capacity "crunches" before they occur.

Internal Operational & Customer Alignment

• Conduct regular face to face meetings with key customer stakeholders to review new business opportunities, business reviews, customer quality, scorecard feedback and to discover customer intelligence.

• Act as the main escalation path for customer concerns on factory performance.

• Constraint Management:
  Regularly sync with the Production, Quality, and Supply Chain teams to understand current floor capacity, equipment downtime, and material lead times.

• Constraint Synchronization:
  Partner with the Enterprise Solutions Engineering Team to ensure that customer quality constraints and delivery schedules are realistic and executable.

• 3 years or more prior experience in a technically-oriented Sales role

• Strong verbal and written communication skills

• High technical fluency in one or more of Semiconductor metrology inspection tools, optics, laser machine processing, high voltage feedthroughs or precision machining.

• Basic computer skills required, including facility with Microsoft Office and experience with custom CRM and ERP systems

• Ability to consistently representing the business in the best light in all circumstances.

• The "Hunter" Mentality:
  Proven ability to find and close new business opportunities within a technical or industrial landscape.

• Manufacturing IQ:
  Deep understanding of the production lifecycle, including lead times, supply chain constraints, and the NPI process.

• Analytical Rigor:
  Ability to synthesize complex data into accurate forecasts using ERP software and Advanced Excel functions.

• Communication Mastery:
  The ability to say "no" or "not yet" to a customer in a way that preserves the relationship while protecting the business’s operational integrity.

Certain positions with IDEX Corporation and its business units require…