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[Hiring] Global Strategic Account Manager @The businesses of Merck KGaA, Darmstadt, Germany
Role Description
The Global Executive Account Manager (GEAM) will lead the strategic management of one of our top tier customers in the semiconductor space. The GEAM ensures seamless collaboration between internal business units (BUs) across the entire Electronics portfolio, which includes materials, equipment and services to deliver a consistent and exceptional customer experience. The GEAM plays a vital role in aligning pricing strategies, developing standardized solutions for common challenges, leveraging global strengths, and driving innovation to achieve a differentiated service level as a preferred supplier. This position requires sound commercial expertise and experience as it closely collaborates with the executives both internally and at the customer.
Key Responsibilities:
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Strategic Account Management
- Own revenue growth, profitability, and commercial performance of the global key account.
- Lead through influence a team of Global account members across our materials and equipment business units to provide a seamless customer experience.
- Coordinate communications with the customer that support both tactical and strategic initiatives.
- Establish and maintain critical relationships with customer decision makers across multiple functions including technology, production, quality, and commercial areas.
- Establish, coordinate and lead preparation across internal units for all Top-Executive meetings of EMD Electronics and one of our largest Global Semiconductor Customers.
- Monitor order execution for materials agreements to ensure scope definition is correct, manufacturing progressing on schedule and interface with customer for updates.
- Consolidate global equipment and materials volume forecasts from customer. Provide forecast to our planning group for Sales and Operations process and capacity planning.
- Manage Customer Global supplier report card.
- Coordinate and advise the Global Customer Quality representative that manages the quality notifications from Customer to ensure prompt progress reporting and closure of issues.
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Sales Wins & Negotiations:
- Drive identification and capture of growth opportunities across the portfolio.
- Actively engage with the Key Account Managers from each of the BUs to manage the opportunity pipeline for both the short term, 12-18 months and longer-term outlook for new materials.
- Ensure broader negotiations are coordinated between BUs to ensure the most favorable outcome.
- Advise Commercial Leadership Board on market conditions and prepare executives for escalated negotiations.
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Collaboration and Standardization:
- In a matrix lead the actions of Key Account Managers from different units to ensure an Integrated Customer Account team fostering close collaboration and communication.
- Identify opportunities for data-driven standardization & decision-making and implement initiatives to enhance operational efficiency and customer satisfaction.
- Plan and coordinate Executive (ERM), Technical (TRM), and Business (BRM) Review Meetings with the customer.
- Engage with internal executive team to ensure alignment of company objectives with customer objectives.
- Align global collaborations within the company and customer.
- Drive customer goals internally within EMD Electronics across the account portfolio.
-
Service & Quality:
- Collaborate with the customer to develop high-level programs that establish a differentiated service level compared to our competitors.
- Drive customer-centric initiatives and ensure outstanding service delivery.
- Drive organization to provide prompt and thorough responses to customer quality/supply assurance complaints and be the face of the organization to present and close with customer.
- Manage projects which drive customer excellence.
Qualifications
- Bachelor’s or master’s degree in an engineering or technical discipline; additional commercial education (e.g., MBA) is a plus.
- 12+ years of experience in managing major complex and demanding accounts, promoting a customer-centric mindset.
Requirements
- Possess strong leadership skills and have a track record of driving commercial success in the global semiconductor industry.
- Technical acumen to translate customer needs into differentiation opportunities, manage relations to turn them into reality.
- Strong analytical and problem-solving abilities, with a focus on strategic prioritization and execution.
- Excellent communication and presentation skills, capable of engaging with both management and operational teams.
- Self-motivated, dynamic, and adaptable, with a collaborative mindset to drive change and innovation.
Benefits
- Pay range for this position: $182,400 - $273,700.
- The actual compensation offered will be determined by factors such as location, level of experience, education, skills, and other job-related factors.
- Position may be eligible for sales or performance-based bonuses.
- Benefits offered by the Company include health insurance, paid time off (PTO), retirement contributions, and other perquisites.
