Strategic Account Manager SAM

On this journey the SAM will play a strategic and vital role in unlocking INFICON potential and in achieving the companys long term strategic goals. The SAM will be responsible for managing the relationship with one of INFICONs strategic and most important customers.

As a SAM for this specific role your overall responsibility is to orchestrate all interactions and development with our customer Lam Research with a longterm business (P&L) view and enabling delivery of consistent predictable and repeatable business results towards 2030 and beyond.

Main activities and responsibilities

As a SAM your overall responsibility is to orchestrate all interactions and development with the customer Lam Research where the main activities and responsibilities are:

• Leadership: Strategic Account Management
  • Understand the customers business their market and organizational needs
  • With the support of the Industry Consultant derive customers main problems pain points and strategy into a differentiated value proposition and targeted fair share in upcoming CAPEX and OPEX investments.
  • Define longterm bold account aspiration and strategy set short term goals to drive impact.
  • Create and maintain and execute the strategic account plan updated when relevant with input from the SA Team.
  • Conduct regular account coordination activities with the INFICON strategic account team namely the local Key Account Managers in countries where the customer has operating sites and other important INFICON stakeholders.
  • Review the global strategic account plan with the executive sponsor and senior management to continuously align with overall INFICON strategy.

• Growth: Scouting for/capturing opportunities
  • Early identification of global growth opportunities from all potential revenue streams at the account including expanding our share of wallet creating new applications services consumables and new business areas.
  • Support the local sales and application teams following the customers buying cycle.
  • Coach and provide input to opportunity plans owned by local Sales Managers
  • Drive towards aligning customer and INFICON R&D roadmaps and establishing integrated partnerships across functions from the beginning to end of the product cycle.
  • Facilitate early entry into new application areas and fab locations within this account.

• Communication & Information
  • Drive our agenda and strategy on a continuous and proactive level. Create and set the narrative that moves forward the account strategy.
  • Ensure the relevant customer buying center members know the business impact of INFICONs latest solutions (e.g. innovation roadmap sharing modular design new supplier partners) and facilitate similar sharing from customer to INFICON.
  • Maximize customer sponsorship of INFICON at executive level
  • Ensure all relevant opportunities activities and relevant information are visible in the chosen communication channel (Teams/CRM)
  • Encourage crossregion and crossfunctional interaction between INFICON and the customer organization. Ensure omnichannel consistency and quick responses.

• Relationship management: Strengthening the relationship
  • Map build and strengthen relationships to strategic stakeholders in the customers organization.
  • Establishing the SAM Diamond: multilevel relationships between INFICON and the customer.
  • Conducting Scheduled Business reviews with the customer and INFICON account
  • Organize the right meeting with the right people to discuss the topics that matters most (e.g. executive meetings engineering workshops technical roadmap presentations).

• Deal making: Negotiate Profitable and Fair Deals
  • Drive holistic value creating and value capture for the account longterm and shortterm.
  • Close deals by using creativity and by mastering the art and science of negotiation.
  • Master all elements of business contracts including solid understanding of legal aspects.
  • Proactively initiate and facilitate global framework agreement H&S and CSR activities (if applicable) to ensure INFICON solutions are fully approved as Tier 1 supplier by the customer.
  • Ensure consistency between T&Cs offered in individual markets.

Cognitive attributes and competencies

As a SAM is a strategic role and is operating simultaneously on interorganizational intraorganizational and interpersonal level it is a challenging role that require strong cognitive attributes and competences.

Cognitive attributes as:

• Reflective careful listener and open to new ideas.
• Pertain to diplomacy and analytic mindsets.
• Able to connect people and information and get things done primarily based on sound analysis experience outoftheboxthinking and creative strategies.
• Able to recognize and attend to multiple points of view simultaneously.

Competences as:

• Strategic thinking and planning allowing you to create line of sight between INFICONs 2030 aspirations the strategy and the activities with the customer.
• Exceptional executivegrade presentation skills providing timely and relevant data to inform and solicit decision making or consensus inside INFICON as well as with the customer.
• Conflict resolution inside INFICON as well as with the customer in a way that does not damage the relationship but drives growth and fair deals.
• Ability to lead complex contract negotiations and is very strong in contract management.
• Strong financial and business acumen and able to use it for the benefits of INFICON as well as for the customer.
• State of the art funneltoforecast management competencies
• Deeply developed interpersonal competences enabling you to build strong relationships on all levels with the customer to act comfortably in social business meetings and to use verbal and nonverbal communications and affect the mood of individuals and groups.

Qualifications :

Besides being able to handle the mentioned responsibilities and carry out the main activities at a high level consistently and to a large extent possess the cognitive attributes and competences following qualifications apply for the SAM role:

Education and Experience

• Minimum Bachelors degree in Business Marketing Engineering Computer Science or related field. Masters degree is a plus.
• 1015 years of experience in sales account management or business development within the industry.
• Experience negotiator incl. contracts
• Proven track record of managing and growing strategic accounts.
• Experience working with crossfunctional teams (e.g. Sales Product Development Supply Chain).

Technical Skills

• Strong understanding of the industry including current trends technologies and key players.
• Technical proficiency with CRM software MS Office Suite and other sales enablement tools.
• Familiarity with the product development lifecycle and the ability to grasp complex technical products and solutions.

Other Requirements

• Willingness to travel as required to meet business needs
• Demonstrated ability to work independently prioritize effectively and manage multiple tasks simultaneously.
• High level of integrity professionalism and drive with a strong commitment to excellence and accountability to take active part in supporting the INFICON journey beyond your own Strategic Account.

Additional Information :

For New York the expected salary range for this position is between $130k and $165k per year plus commission. The actual compensation will be determined based on experience location and other factors permitted by law.

INFICON provides a dynamic work environment that promotes diversity equity and inclusion. Our employees experience ongoing green initiatives flexible work hours and a variety of health and wellness programs.

INFICONs forwardthinking approach offers countless opportunities to design support and manufacture a diverse product portfolio that expands globally. Our Lean and Agile work environment offers competitive compensation relocation assistance a discretionary bonus and generous employee benefits; major medical dental health vision 401K vacation and sick time tuition reimbursement and more!

INFICON is committed to ensuring that our online application process provides an equal opportunity to all job seekers that apply without regard to race religion ethnicity national origin citizenship gender age protected veteran status disability status genetic information sexual orientation or any other protected characteristic. A notice describing Federal equal employment opportunity laws is available here and here to reaffirm this commitment. 

INFICON Inc. strictly complies with all aspects of the Export Administration Regulations (EAR) including those sections dealing with deemed exports to foreign nationals.