Key Accounts Manager

Key Account Manager

Job Roles and Responsibilities:

On Business Development.

• Establish strong cooperative relationships with all levels of the customers organization and departments Lead and new business demand creation Product Managers & Business Units to secure successful design win penetrations at customers RD and design centers. Work closely and support Business Units on competitive analysis, market intelligence and pricing negotiations
• Develop market data (TAM, SAM) of the various Market segments for CBU. Map Rakon Products, Capabilities, Road Map to Market and Market Segments and identify key growth applications, including design win and revenue forecast. Conduct effective and comprehensive customers research to understand market size and opportunity, needs and wants, and the competitive landscape.
• Contribute significantly to the Market model exercise and Qualify market data and assumptions with existing customers and new customers discovery from interactions with business lines, sales, partners and other intelligence sources.
• In-depth understanding of Market needs and customer applications, associated competitive landscape and pitch in Rakons multi location complementary portfolio develop winning strategies.
• Provide input on regional market trends to Regional and global product teams to align, influence and co-specify product and system solution roadmap
• Actively engage with customers, distributors and reps to define, develop and market potential Products in terms of reference designs, and systems solutions.
• Become an expert on Rakon FCP and envision the proposition of combinations of FCPs getting into customer Modules, Systems and Subsystem solutions and demo at key conferences and events
• Identify, Plan and Drive and Participate and Brand Rakon Products at various Regional Trade shows, events, TechShows
• Partner with product management to influence product pricing and business model to deliver customer value, drive Go to Market initiatives for new product launches.

Roles and Responsibilities On the Sales Side;

• Identify prospective customers, lead generation and conversion. Break into new customers and Penetrate existing customers to discuss needs, secure design wins, and achieve revenue growth.
• Execute Sales Business Plans and Strategies to maximize revenue growth, increase market share, and position the company as a strategic supplier at a key assigned customer.
• Collaboration with Customer Service team, RFQ team and leadership to Identify, qualify and secure business opportunities for Rakon products through a value selling and solution-sale approach.
• Maintain healthy Sales Pipeline, Forecast and drive the conversions- Leads/Opportunities into Design ins and Wins.
• Lead strategic, technical and commercial engagement with customers and key internal and external stakeholders, in the selected segments or applications.
• Competitive intelligence – track key competitors and their activities, develop competitive analysis reports to help develop competitive go to market plans.
• Collaborating with management on sales goals, planning, and forecasting; maintaining short- and long-term business development plans
• Long-term revenue planning - Drive regular customer review meetings with regional sales to ensure.
• Work closely and build successful relationships with regional customer service and Regional and Global business responsible for Design and Engineering and Product Management to support key customers' design-in activities leading to design win ensuring regional initiatives and ambitions.
• Sales enablement and internal training – develop presentations and supporting sales materials; ensure sales team and partners can clearly articulate the value proposition of the solution, manage internal communications and help to train sales and distribution teams.

Qualification and Experience:

• Bachelor or Master degree in Electronics Engineering, Management Degree is added advantage.
• 10+ years of experience in Frequency Control or Similar Products semiconductor or electronic Products. Marketing and sales and business development. Worked in SAP environment, Power BI, Salesforce.

Position reporting to:

• Global Head of Sales – Commercial Business Unit

Career path:

• Based on the performance, accomplishments and contributions in this role, can move to the next level.