Key Account Manager - West

Position Summary: 

Astrodyne TDI is looking for a Key Account Manager (KAM) as part of our continuous expansion plans in the semiconductor capital equipment market. A deep understanding of the Semicap market along with existing commercial and technical relationships is a requirement for the position.  The KAM is responsible for success in this market segment, expressed in terms of increased customer engagement and effective design-ins into new programs.  

The KAM will focus exclusively on developing a strategic sales plan to grow sales of all ATDI product lines at the target accounts.  Initially, the KAM will be trained to sell the full suite of ATDI standard power supplies, filters and transformers.  However, the strategic objective is to engage the full technical capability of ATDI as the engineering extension of the target OEM.  These higher technology integrated products include power distribution sub-systems with integrated RF Filtering, auxiliary power, energy storage, power conditioning, and e-Chuck power supplies.  The KAM will also develop and nurture senior-level client relationships to expand the ATDI position across all relevant business units at the target customers.  This position will have complete account management that includes revenue budgeting, forecasting, technical support management, and quarterly business reviews. The KAM will be located within driving distance of the target OEM engineering centers and work out of a home office.   

The KAM will own the GTM strategy for the vertical, work closely with our partners and maintain relationships with key players at strategic accounts. The KAM represents AstrodyneTDI at the customer, has the authority to negotiate on behalf of the Company, and furthers the Company's interests.  

Job Responsibilities:  

Develop a business plan for the penetration of accounts and the growth of sales of the Company's products to customers in the assigned vertical or list of target accounts. 

• Implement defined strategies and tactics to achieve budgeted sales and new account business development objectives. 
• Establishes and builds professional relationships with Key Accounts. Demonstrated existing relationships at ASML, ASM, KLA and Intel is fundamental, with other strategic semicap accounts a plus. 
• Maintains strategic account plans by customer to drive and coordinate our engagement 
• Prepares, recommends and negotiates pricing, terms and conditions for quotations (RFQ's) blanket agreements and contracts for management approval. 
• Works closely with the FAE assigned to the region and in conjunction with Marketing and Engineering teams, creates effective proposals and RFP/RFQ responses that identify prospects' needs and requirements and outline our solution and value proposition. 
• Proactively manages and maintains a high level of customer satisfaction within existing account base. 
• Drives on-going, proactive qualification, management and progression of sales leads and prospects. 
• Coordinates the resolution of customer concerns, complaints and corrective actions. 
• Attends trade shows and other market/industry events and possibly acquires speaking engagements. 
• Maintains the SalesForce.com database of opportunities and contacts 

Supervisory Responsibilities:  

• Possesses the ability to influence and motivate other internal organizations, that are not direct reports, to achieve solutions for customers and drive revenue growth. 
• Demonstrates a consultative approach and ability to make recommendations to Company prospects with solutions that can meet their requirements.  
• Must have capability to refine existing information and further develop and qualify leads/opportunities through referrals, networks, trade shows, web resources, and other methods to enhance the opportunity pipeline. 

Qualifications:  

• Bachelor's degree in engineering preferred or equivalent combination of education and experience.
• Experience with Power Supply, EMI Filter and Transformer is a plus.
•  A minimum of 5 of experience in the territory with an established network of contacts in the Semicap markets.   
• The KAM must be able to travel extensively to customers, prospects, and to manufacturer's reps in order to drive additional new business.  

Work Environment and Physical Demands 

• Occasional, Saturdays necessary to fulfill job requirements. 
• Overnight travel is expected to average 30% within territory on a weekly basis, plus out of region as the need arises. 
• Must be able to drive a car and be insurable. 
• Ability to understand others, articulate verbal direction and instruction, give feedback to operators and brainstorm with customers and engineers. 
• Due to Military affiliations, we are unable to sponsor candidates who require a Visa. Candidates MUST be a US Citizen or a Permanent Resident/Green Card Holder. 

Salary Range: $180,000-$210,000