What are the responsibilities and job description for the Service Sales Manager position at Advantest?
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Job Description: Service Sales Manager owns the HW post-sales business activities for an assigned set of accounts. They drive sales and promotion of Customer Support Agreements and Production Value Services, including SW Solutions. As the first point of contact for HW Sales Teams and Account Managers, they are the Sales channel of service business. Primary duties include (but not limited to) understanding customer needs, developing compelling sales strategies, selling the value of services, managing Quote to Cash processes, and meeting Order Target and Profitability Planning Metrics. The Service Sales Manager proactively analyze data, collect customer needs through proper customer journey and experience, engage account teams, create sales strategies, and provide continuous proactive communications internally and externally. This customer facing position requires domestic and (some) international travel to build a strong relationship with customers and local Advantest Account Teams. Responsibilities include: · On time renewal of existing Customer Support Agreements (CSAs) and warranty conversion business. · Accurate and timely forecasting of orders in Customer Relationship Management (CRM) application. · Proactive promotion of Advantest solution and services working with Account Managers, Finance, Field Service (FS), Business Centers, Marketing, Software Solutions, R&D, etc. · Identify, assess and develop opportunities to address OEE and productivity improvements requirements, capability to manage Proof of Concepts of SW solutions to demonstrate value for customers. · Coordinate global service agreement deliverables, pricing, and Quote to Cash processes with the local and global Service Sales, Service Delivery and Marketing teams. · Adhere to all fiduciary responsibilities and policies for quote to cash process. · Actively support assigned customers with information about new Advantest Service & Support solutions · Support Account Managers in “Deal Management” on CSA, Engineering and Production Solution Services business by serving as a services specialist. Develop value propositions, assist or drive deal negotiations, and achieve business metrics. · Identify and develop new business opportunities at assigned accounts. · Collect and forward customer feedback to relevant departments and closely cooperate with Field Support and System-/Application Engineering to meet customer demands for specific applications or special non-standard products Relationship Management
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Qualifications:
Skill and Experience Requirements
- Technical degree or equivalent
- Product and system knowledge
- Customer-facing experience, better if developed on a global scale
- Strategic Sales Skills and Account management experience
- Comfortable and confidently presenting material/slides to internal and external audiences
- Ability to communicate cross-functionally and cross-regionally
- Customer facing experience and demonstrated ability to negotiate to an acceptable conclusion
- Ability to analyze data, develop and communicate results based on the data
- Ability to work in Microsoft Office Applications – especially Excel—developing and using spreadsheets for data analysis
- Ability to multi-task and proactive communication
- Communicative and team-oriented, Multi-cultural minded
- Customer-centric, consultative and a passion for excellence in sales.
Additional Skills Preferred (but not required):
- Demonstrated ability to develop Power Point presentations
- Commercial (selling) experience in dealing with customers and order processing
- Experience in some semiconductor field
- Knowledge of test engineering environments and test applications
- Marketing and sales experience in services and SW solutions
- Ability to articulate services value proposition based on a value selling approach.
- Extremely proactive and highly organized with proven ability to multi-task in a challenging environment.
