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Success Starts Here

As a leading global supplier of wafer fabrication equipment and services to the semiconductor industry, Lam Research develops innovative solutions that help our customers build smaller, faster, and more power-efficient devices.

This success is the result of our employees' diverse technical and business expertise, which fuels close collaboration and ongoing innovation.

Join the Lam Research team, where you can write your own success story. Come help us solve our customers' toughest problems and be part of a company that plays a vital role in the future of electronics.

Lam Research - a company where successful people want to work.

Sales Account Director

Date: Jul 28, 2018

Location: Meylan, FR, 38240

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POSITION SUMMARY

Responsible for selling of our Etch / Clean / Deposition systems, and CSBG products to dedicated customers and markets. Identifies potentials and develops sales of defined new and current accounts according to local and corporate sales programs, strategies and goals. Ensures by performing successful sales activities to achieve continuous customer satisfaction and targeted sales goals.

Acts as a strategic link to Field Process Manager and Account Managers. Maximize market share and revenue for the region at customers.  Actively sells Lam’s technological capabilities, products and services.

 

PRIMARY FUNCTIONS

 

  1. Discerns and analyzes needs of accounts and market, also working closely with General Manager, Account and Field operations Managers to recognize customer requirements, develops plans and strategies to sell our products to capitalize on growth or supplier substitution

     

  2. Performs planned, systematic and pro-active sales activities to penetrate new and potential customers as well as to ensure and/or to enlarge sales for prospective and current accounts.

     

  3. Contacts and meets with major Account management team to provide and receive sales and customer service relevant information on products, equipment and business; organizes and performs presentations, participates in user-meetings and follows-up acquisition and pre-/post sales activities in relation with the CSBG after sales team.

     

  4. Provides and negotiates quotations based on close collaboration with Account management to define Machine Description (MD), delivery time frame and Product Specification (Spec).

     

  5. Reviews conformity of Machine Configuration (MC) with MD and personally ensures synchronization of Purchase Order (PO), MC and quote with Spec; communicates machine changes internally, taking care of defined deadlines prior to customer agreements. Plans, organizes and monitors customer demo and on site visits in detail, by time and in close contact with involved departments and functions.

     

  6. Reviews permanently current sales projects and programs and communicates situation and results with Account management, Field operations, Sales Support and other relevant local and corporate functions. Monitors cash collection status and undertakes adequate actions.

     

  7. Maintains appropriate accounts database including key player, org chart, relevant products and suppliers systems information, as well as applicable documentation and reporting of accounts contacts, visits, meetings, programs, activities and achievements. Provides sales forecasts.

     

  8. Completely understands and articulate the customers’ technology roadmaps and develop, with the account staff, the strategic penetration plans to intersect future tool buys.

     

  9. Extrapolates and projects technology roadmap information into tool and process requirements for future systems.  Refines to self-consistency with Fremont and product marketing.

     

  10. Promotes Lam’s technological leadership within the account in order to develop and enhance customers' perceptions.

     

  11. Maintain and broaden technology relationships in Fremont, the industry and the academic community.  Insure cross-fertilization occurs and that the account's capabilities improve as a consequence. 

     

  12. Serve as high level technical backup to field process and product support groups locally. Frequent interaction with other Regional Technologists to share knowledge and customer technology trends.

     

  13. Escalation support for difficult process related issues.

     

  14. Act as a role model for other technical employees and management within the region.

     

    May perform other related duties as assigned or requested.

     

     

     
     

     

     

 

POSITION QUALIFICATIONS

 

Minimum Education                  Master Degree in electromechanical, electronics, electrical engineering and additional transversal education in Marketing, Sales /Business Administration.

 

Minimum Experience                Experience in the Semiconductor Industry at Customer Service on-site, sales and marketing experience, team management and leadership of a total > 7 years.

                       

Liaison                                     GMs, Account Managers, RBO and CSBG Managers), Regional Financial Analysts, Etch, Clean and other Product Group Management Organizations, account teams

                                                                       

Required Skills                           Excellent written/verbal communication

Strong presentation skills and PS&DM skills

                                                Teamwork

Fluent in English

                                                Customer management

Ability to establish successful relationships in a multicultural environment with external and internal customers

                                                Internal and external service orientation required

                                                Capability to prepare and execute business plans

 

EVALUATION CRITERIA     

 

Knowledge Level                      Substantial semiconductor industry and market knowledge required

Impact                                      All Europe

                                                Day-to-day

International and regional travel required >50%.

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