Senior Account Manager

Kawasaki Robotics is a leading supplier of industrial robots and robotic automation systems with a broad portfolio, able to service a wide range of applications all around the world. As a member of the Semiconductor Sales team, the Senior Account Manager is responsible for managing the successful relationship with customers, as well as growing the business. This position is located in our San Jose, CA office.

Key

Duties and Responsibilities:

* Work with KRI SJ Sales Director to develop sales strategy to achieve organizational sales goals and revenues for North America customers

* Support Growth in Sales to OEMs and End Users

* Responsible for 5-10 key Kawasaki customers - relationship building, revenue & market share growth.

* Cultivate effective business relationships with clients in key accounts.

* Understanding market trends, managing key accounts and achieving revenue targets

* Developing and implementing sales strategies

* Support the activities and performance of the sales team

* Monitor actions & achievement to the set sales objectives

* Liaise with other company functions to ensure achievement of sales objectives

* Provide feedback and support to the sales team

* Participate in direct sales team training, as may be required

* Development of sales presentations and proposals

* Investigate lost sales and customer accounts

* Track, collate and interpret sales figures

* Forecast annual, quarterly and monthly sales revenue projections, as may be needed

* Generate timely sales reports and account summaries

* Develop pricing strategies and collect competitor pricing information

* Conduct market research and competitor and customer analysis

* Control expenses and monitor budgets

* Analyze data to identify sales opportunities

* Attend trade meetings and industry conventions, as may be needed

* Cultivate effective business relationships with executive decision makers in key accounts

Experience Skills and

Qualifications:

* Business, Engineering degree or related professional qualification

* Strong background in sales

* Experience with planning and implementing sales strategy

* Familiarity with semiconductor products, industry trends and a proven track record of

meeting or exceeding sales targets

* Proven experience in customer relationship management

* Knowledge of market research

* Experience with selling to Capital Equipment and sale team leadership

* Experience with planning and implementing sales strategy

* Technical sales skills

* Proven experience in customer relationship management

Key Competencies and

Skills:

* Excellent written and verbal communication skills

* Ability to organize, prioritize and planning

* Problem analysis and problem-solving

* Team building / team-leadership

* Formal presentation skills

* Persuasiveness in speaking and writing

* Adaptability to changing customer situations

* Innovation and thinking "out of the box"

* Judgment making / Decision-making

Additional

Competencies:

* Effective Communication:
Clear and compelling communication, captivating presentations and honing written and verbal communication skills.

* Active Listening:
Pays attention to what prospects say to uncover their pain points, preferences and objections. Responds thoughtfully and adapts sales approach accordingly.

* Customer Service:
Meaningful discovery questions, building rapport with customers, takes time to learn about the customers, understands pain points and establishes meaningful relationships.

* Has worked in an Account Manager position, managing semiconductor OEM customers (e.g. AMAT, Lam, KLA, ...).

* Has worked as a semiconductor supplier (e.g. like Kawasaki), at an OEM and/or an end Fab customer (e.g. Intel, ...).

* Attitude: positivity, energy, work ethic, focuses on relationship-building, learns from failures, adjusts and grows and is competitive.

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