SALES ACCOUNT MANAGER:

EDUCATION: Preferred: BS Engineering/Chemistry/Physics

EXPERIENCE REQUIREMENTS:

>7 years prior Commercial management or Product

Marketing management experience with a Top 3

Semiconductor IDM

Preferred: Semiconductor Process Engineering background

REQUIREMENTS:

Leadership

• Demonstrate ability to assemble customer perspective from a series of loosely related facts,

condense the information to its core meaning, develop a strategy to capitalize on an opportunity

or counteract an emerging threat, and then drive SCREEN’s full response.

• Demonstrate ability to interact comfortably and professionally with all customer representatives

from Technicians to Vice President level

• Self-motivated, independent individual who is capable of leading multi-discipline account

management organization including Marketing, Development, Field Service, Technical Support,

and Sales Support.

• Proactive response with positive attitude toward all
• Patience, diplomacy, and tact under pressured circumstances are essential

• Self-control to remain composed through long-term, demanding engagements

• Ability to foster mutual respect, communicate, and work effectively within the SCREEN

Organizations

Sales / Business Management

• Work to meet Individual Sales Objectives for each Product assigned as direct responsibility

• Thoroughly qualify all new business targets and confirm any forecast changes early/often

• Identify resources and tactics needed to achieve Sales Objectives deployed by SCREEN

Management

• Manage entire sales process from finding opportunity to final equipment sign-off.

• Demonstrate capability to present First Level Sales Presentations to Customers for key

SCREEN Products

• Coordinate meetings with Product Engineering to present 2nd and 3rd Level Sales

Presentations

• Negotiate and coordinate all factory visits, equipment evaluations, process evaluations,

and source inspections

• Audit released, web-based Purchase Orders and forecast changes for accuracy
• Guide / instruct Sales Administrator on order entry, special concessionary sales terms, and

forecast responses, keeping pace with routine customer changes

• Negotiate payment and settlement terms for any outstanding obligations in a constructive

yet adversarial manner as required

• Manipulate customer perception of SCREEN’s Technology Value to secure a stronger market

position and to maximize profit margins for all business transactions

• Develop intimate knowledge of customer’s problems and mold SCREEN Technology to solve these.

• Increase the installed base of existing technologies and penetrate the account with additional

SCREEN Technologies both new and evolutionary additions

• Help establish Organization profile to include organization charts by site, contacts, installed

base, competitors installed base, etc.

• Coordinate all RFQ’s (Mainframe and Modification) from initial request, to quoted response,

through negotiations, and on to booking

• Assist Sales Support group in maintaining account files to include, Call reports, Weekly Status

Reports, User Meeting reports, Action (AR) Item Lists, RFQ’s and responses, Specifications,

Quotes (Capitol Equipment, Service Contract, Modification), Customer Purchase Orders, Order

Entry Documentation, Installed Equipment Status List, and Sales Forecast.

Communication

• Demonstrate effective written and oral communication to SBU Staff, remote site staff, customer

interface personnel, and SCREEN Japan management

• Understand and communicate all potential opportunities and potential risks to SCREEN business

• Take necessary action to address opportunities and risks to SCREEN business

• Demonstrate ability to manage effective meetings including preparation, meeting execution,

summary reporting, and necessary follow-up

• Establish and coordinate periodic meetings required to maintain control of the account

• Publish Action items within 24 hours of the meeting
• Follow up on Action Items and close accordingly

• Approve and coordinate all major meetings and events between the account and any SCREEN

representative

• Review and approve contract positioning and formal communications between SCREEN and the

customer.

• Maintain and accurate forecast in designated format

Direct Responsibilities:

Customer Specific Expectations

• Develop relationships with key customer contacts in all areas including development (PTD),

purchasing (CED), Japan CED (JFCED), and US Factory sites (VF).

• Promote the extendibility of existing SCREEN platforms residing as the customer’s process of

record by supporting the design change meetings, promoting co-development projects, and

inspiring new technology directions.

• Take commercial ownership for sustaining business activity developing from the SCREEN Single

Wafer Cleaning platforms

• Support the SCREEN Sales processes governing system level and special Modification kit Order

processing including Negotiating terms of Sale, monitoring P.O. placement, ensuring P.O.

accuracy, guiding Order Entry, Forecasting, and Weekly reporting

• Support all customer Web Based systems

• Provide back-up sales efforts for new business opportunities including new Wet Clean

technology collaborations, and expandability of existing tool sets.

• Support all manner of Customer defined meetings including the Technical (DCP) meetings.

• Handle Escalations between customer and SCREEN Japan