Senior Manager / Director - Key Account Management & Business Development Semiconductor Equipment

Senior Manager / Director - Key Account Management & Business Development Semiconductor Equipment

Provides direct and indirect supervision to 2 or more subordinate employees performing diverse roles within the Business Development organization. Accountable for projects or programs on a multi-functional and global basis. Work is guided by broad company objectives and corporate policy and requires developing solutions, precedents, and/or policies. Receives assignments in the form of objectives and develops the strategies and tactics to accomplish those goals. Establishes long-term plans/objectives and recommends changes to policies. Manages department budgets. Erroneous decisions or failure to achieve goals may result in loss of revenue and may have a significant financial impact on the region or corporate profitability.

Provides direct supervision to others and coordinates the activities of a portion of the global Business Development organization, with responsibility for results in terms of costs, methods, and employees. Reviews employees' performance and recommends employee compensation; coaches for improved performance and disciplines as necessary. Provides final approval for subordinate managers' salary and performance recommendations. Builds cross-functional relationships where persuasive skills, negotiation skills, and considerable tact are required to gain support.

Maintains positive relationships with key customers who have a significant impact on the success of the organization. Primary business interface with customer executives on issues related to business management. Interactions normally involve controversial situations, customer negotiations, or influencing and persuading executives internally and externally. Accountable for overall strategic business management within assigned accounts.

Detailed Description

• Maintains a minimum revenue accountability (a personal sales quota - not a team quota) equivalent to at least US$2M in value-add.
• Acts as the strategic business interface for several accounts on a global basis.
• Accountable for understanding the customer's overall strategy and direction in the 1-5 year timeframe.
• Develops the strategies and tactics (including pricing strategies) which Celestica will use to win, protect and grow business with the customer.
• Develops customer presentations and proposals.
• Provides direction, guidance and support to the Sales and Operations teams in order to ensure alignment with the strategy and execution of the tactics developed for the account.
• Conducts contract and agreement negotiations, including the development and execution of the negotiation mandate and strategy.
• Ensures that all RFQ responses & proposals are complete, accurate, on-time & consistent with the overall account strategy.
• Represents Celestica's overall business interests.
• Actively manages customer perceptions.
• Advises on execution of contract terms and conditions.
• Performs analysis, qualification and determines new opportunities.
• Coordinates all strategic account activities globally.
• Demonstrated ability as a top-performing sales professional or sales team manager.
• Strong business management skills.
• High level of business acumen.
• Strong time management skills and multi-tasking skills are a requirement.
• Strong business development skills, win/win negotiation skills, contract negotiation skills, communication skills, teamwork skills, interpersonal skills are all critical.
• High degree of computer literacy, with proficiency in Microsoft Office applications.
• Strong skills and abilities in conflict resolution, influencing individuals over which you have no direct authority, and developing complex account strategies is critical.
• HR/team management skills necessary to manage a team of direct reports.

Physical Demands

• Duties of this position are performed in a normal office environment.
• Duties may require extended periods of sitting and sustained visual concentration on a computer monitor or on numbers and other detailed data. Repetitive manual movements (e.g., data entry, using a computer mouse, using a calculator, etc.) are frequently required.
• Frequent overnight travel may be required (25-50%) domestic and international.
• Duties of this position may require working very long hours for months at a time.

Typical Experience

• Eleven to Fourteen years of applicable experience, including a minimum of 4 years of field sales experience and a minimum of 2 years business development/management experience.

Typical Education

• Bachelor's degree in related field, or consideration of an equivalent combination of education and experience.
• Educational Requirements may vary by geography.

Celestica is an equal opportunity employer. All qualified applicants will receive consideration for employment and will not be discriminated against on any protected status (including race, religion, national origin, gender, sexual orientation, age, marital status, veteran or disability status or other characteristics protected by law). At Celestica we are committed to fostering an inclusive, accessible environment, where all employees and customers feel valued, respected and supported. Special arrangements can be made for candidates who need it throughout the hiring process.