Global Account Manager

The Global Account Manager ensures that Cohu is positioned for long-term strategic success with the customer(s) and coordinates Cohu’s operational execution to meet or exceed customer requirements and expectations. This position has both strategic and tactical responsibilities and includes coordinating with an account team to develop and maintain key customer(s) accounts. 

Essential Functions/Major Responsibilities: 

• Overall responsibility for managing Cohu’s business and relationship with the assigned customer(s).  Works with Cohu’s global, functional operations (Engineering, Manufacturing, Service, Sales, Finance, Operations) to communicate customer expectations and requirements, ensure that Cohu is meeting customer needs, we are meeting the bookings targets for the Annual Operating Plan, and achieving the target market share by business unit.
• Primary contact (internal and external) for customer issues.  Lead meetings to define and present technical information and drives delivery schedule communication with customer(s).
• Schedule and coordinate regular product reviews, management reviews, technology roadmap and other meetings to understand customer’s requirements and expectations and identify new business opportunities.
• Communicate on a regular basis with customer, be their first point of escalation and incident management, own their issues and gain their trust and respect. Manage customer problems through to acceptable resolution.  Escalate issues to senior management when appropriate.
• Develop and cultivate constructive relationships at multiple levels within the customer’s organization to manage the overall relationship and achieve strategic selling objectives by influencing the right people.
• Maintain insight into customer operations and plans. Develop and coordinate plans to correct gaps in Cohu’s performance before they become serious.  Be alert for and communicate changes or trends in customer plans or strategies that could affect Cohu’s business.
• Create and present technical presentations as required. 
• Prepare and distribute regular reports documenting activities, events and action items.
• Take ownership of customer satisfaction score cards and address all issues/problems with the objective of finding solutions and maintaining a high level of customer satisfaction.
• Prepare timely responses to RFQs and RFIs. 
• Take the lead in contract negotiations.  Obtain input from appropriate functions/individuals at Cohu and develop a strategy and tactics to achieve optimal results.
• Take a leadership role in establishing Cohu’s work priorities and schedules.
• Define and develop new business opportunities.
• Prepare regular forecasts.
• Coordinate and host customer meetings and conference calls.  Lead or participate, as appropriate, in Equipment User Group meetings.

Qualifications: 

• Education:  Bachelor’s degree, preferably in engineering with emphasis in Mechanical, Electrical or Mechatronics.

Experience: 

• Minimum of 5 years in semiconductor equipment industry or related business serving in a sales, service or marketing role as a supplier or user of back-end equipment  

Skills/Technical Requirements: 

• Ability to function successfully in a dynamic, high-pressure environment while remaining calm and confident. 
• Strong interpersonal, communication (written and verbal) and negotiating skills. 
• Understands and applies “situational leadership” and has the ability to interact effectively with all levels of employees and management, within Cohu and with the customer. 
• Strong organizational and problem-solving skills. 
• Does not panic in stressful situations. 
• Maintains a sense of urgency and motivates others to achieve objectives. 
• Proficient with Microsoft Office applications, especially Excel and PowerPoint presentations.

Job Conditions/Physical Demands:  Work is normally performed in a typical interior/office work environment but will spend time at customer sites and factory floors.