Senior Account Representative

This role of Account Representative will focus on account management of existing accounts as well as creating pipeline opportunities within existing or new accounts. This successful candidate will use knowledge of electronic applications to work closely with potential customers on new applications for Micromax ™ products, including capturing and documenting the specific technical needs of each application.  The successful candidate will drive value capture of unmet needs and attractive opportunities within an account and deploy a variety of strategies to grow revenue.  The successful candidate will work closely with the regional business and functional teams to nurture growth opportunities through our pipeline providing key inputs to the product development when needed.

The role is focused on North and Latin America in Micromax™ accounts.  The role involves significant travel in the US and Latin America, approx. 40-60%.

• Account management duties for accounts in both the US and Latin America.  These duties include PO generation, forecasting, and customer communication.
• Work closely with the Product Management and Technical teams to organize the pipeline development and management process of opportunities at existing and new accounts.  Benchmark best practices and work collaboratively to determine and influence the team’s approach to assessing account needs to maximize revenue and account growth opportunities.
• Cultivate existing customer base as well as potential new customers; driving new applications with a focus on value and collaborative growth.
• Create, implement, and close growth projects with the accounts in the opportunity pipeline.  Attention to detail in documenting the new opportunities is critical.
• Determine value propositions for key end use applications.
• Determine competition and competitive offerings; determine competitive advantages and risks; forecast potential competitive responses and develop mitigation strategies.
• Continually monitor and refine Voice of Customer (VOC) through the application development cycle.
• Work closely with regional teams to develop pricing plans and implementation strategies.
• Must be able to work collaboratively within the organization for solutions that meet CTQs of several groups including Sales, R&D, Project Management and Product Management.  Effective communication is critical.

Required

• Bachelor’s Degree in Electrical or Chemical Engineering or similar technical / STEM field with 5+ years’ experience in commercially-oriented roles, including business development, sales, or technical service.
• OR 10+ years relevant experience without degree in commercially oriented roles, including business development, sales, or technical service.
• Proven track record of opportunity development and growth for new and existing customers in the electronics field.
• Intellectual curiosity coupled with a strong drive towards documentation of pipeline opportunities and execution of these opportunities.
• Able & Willing to travel 40-60% of the time
  • Travel will be in the U.S. and Latin America.
  • Duration of each trip may vary. Some are 1-2 days, others may be longer, depending on location and situation.
• Able to work independently
• Must live near a major airport

Desired

• Experience in the Electronics industry, Thick Film Inks, Semiconductor industry, Printed Circuit Board industry (previous Microcircuit Materials or Micromax™ experience preferred)
• Spanish language skills preferred
• Motivated, self-starter

Additional Details

• The Senior Account Representative will work in a team of 8, which consists of Account Representatives, Occupational Development Engineers, Advanced Specialists, Demand Manager. This role will report to the Director of Sales.
• When hired, the Senior Account Representative should attend onboarding and training onsite in Wilmington, DE, which will be approximately 1-week-long.