The Company
The company is a global, full-service control systems integration partner providing world-class automation solutions. The company delivers top-tier automation solutions across multiple industries, and have delivered over 1,700 automation projects to the Life Sciences, District Energy, and Mission Critical sectors. This privately held company, based in the Northeast, excels at managing and delivering turnkey projects to their EPC (Engineering, Procurement and Construction) & AE (Architect Engineer) partners over their 25 years of operation. The company specializes in customized direct-to-owner solutions, focusing on offering unmatched domain knowledge in order to deliver the best possible services and technologies for their customers’ needs.
The company has offices throughout the U.S. and Europe and has successfully expanded to 20 different locations across the US, Denmark, Ireland, and Germany. Each office is staffed with automation experts who fit the culture of encouraging professional growth to exceed customer expectations.
The Position
The Sales Manager, Semiconductor, will be accountable for the development and growth of direct sales and third-party partnerships within the Semiconductor vertical. Reporting to Head of Global Sales, the Sales Manager will be responsible to establish and build executive relationships within the Semiconductor and Fab Construction industries and expand sales opportunities, aligning the long-term vision and strategic plan with broader company objectives.
In this this newly created position, the Sales Manager will help develop a strategic plan for sales into the Semiconductor industry, working closely with the Semiconductor Business Unit Leader executive management to ensure plans align with broader company objectives. The individual will be hands-on and able to demonstrate self-sufficiency in the field. The Sales Manager will represent the organization at industry conferences, forums, and technical committees, playing a key role in advancing control systems engineering within the Semiconductor sector.
Primary Responsibilities and Duties:
· Establish and grow business within the Semiconductor and Fab Construction industries and expand sales opportunities.
- Develop sales strategy and co-work with Semiconductor Business Unit Leader regularly to stay on top of the opportunity status. Being proactive to anticipate next potential challenge in closing the deal. Build score cards as a part of sales strategy.
- Generate new opportunity & revenue results via customer/fab visits, email campaigns, sales plays, networking and participating in trade shows and conferences.
· Define and implement a long-term vision and roadmap to grow the Semiconductor business, collaborating with executive management and aligning it with the overall company strategy.
- Own forecasting revenue and skillfully managing entire sales process to grow a pipeline that leads to win/loss.
- Maintain existing account relationships through regular visits and penetrate new accounts or new process areas in existing accounts.
- Regularly prepare and lead compelling virtual and in-person client presentations to introduce new solutions.
- Key account management. Plan & execute Quarterly Account Review (QBR) for key accounts. Exceed sales forecast targets.
- Help collect ‘voice of customer’, customer high value problems and challenges.
- Coordinate and drive customer requirements/projects with internal and external stakeholders. Own commercial and facilitate technical negotiations.
The Candidate
The company is looking for a proven Semiconductor sales leader capable of delivering measurable business results. The candidate must have experience (5+ years) in Semiconductor sales and business development. Preferred candidates will have experience selling Control Systems in the semiconductor manufacturing industry during the construction and/or expansion phase of the fab. S/he will have a clear understanding of the relationships and interdependencies of the end client (semiconductor company), general contract, and engineering/design firms.
The candidate will have executive level connections within the Semiconductor industry with a clear understanding of the path needed to establish and build business. S/he will have progressive career experience with continuous roles of increasing responsibility. S/he will need to demonstrate self-sufficiency in the field and provide technical coaching to team members. The successful candidate will need to work closely with the company to understand and address scope and qualification issues. S/he will need to utilize knowledge and connections within the contractor ecosystem, along with an understanding of how sales efforts operate.
Summary of Requirements:
- BS Degree or higher in related field; MBA desirable but not required.
- Proven track record of successfully closing project opportunities in the $20-60M band.
· Experience in construction and understanding of the general contractor/customer environment.
· Strong customer knowledge.
- Highly driven, self-sufficient, well organized with proven sales record.
- Recognized success in building business within the Semiconductor industry, particularly the semiconductor fab infrastructure (beyond tools or equipment that reside in the fab).
- Willingness to travel >70% time throughout North America.
· Experience driving customer success while going the extra mile to take care of customer needs.
- Strong presentation and communication skills.
- Preferred candidates will have a technical background with a strong understanding of complex control and process system design.
· Strong experience fostering an environment of integrity, trust, collaboration, professionalism, and service.
