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Analog Devices · 4 months ago

Principal Account Manager, Field Sales

Germany, PA

Full-time

Onsite

Senior Level

5+ years exp

Analog Devices, Inc. is a global semiconductor leader that bridges the physical and digital worlds to enable breakthroughs at the Intelligent Edge. The Principal Account Manager will work to develop strategies for growing design wins and customer relationships within the Aerospace & Defense market in Germany, while collaborating with various internal teams to drive revenue growth and customer satisfaction.

DSPElectronicsLightingSemiconductor

No H1B

U.S. Citizen Only

Responsibilities

Build and maintain trustful relationships with the relevant customers to understand new product developments

Plan and ensure ADI product design-in as well as increase the ADI’s market share

Develop detailed customer related account plans and communicate to ADI management including recommendations for the product development strategy

Develop and implement effective sales strategy for the assigned accounts

Evaluate and qualify new accounts, with management of the use of ADI resources

Conduct all contract and price negotiations up to successful conclusion

Assume overall responsibility for managing all aspects of the sales process

Demonstrate annual revenue growth by identifying, cultivating and closing Design In opportunities

Develop and deliver customer presentations to diverse audiences

Develop relationships at all levels with customer and ADI product development Business Units

Drive engagements between ADI and customer Executives

Collaborate and liaise closely with all members of the global account team and other internal groups such as technical support, development, marketing, product management, internal sales and customer service

Attend trade shows and industry events/conferences

Ensure regular and accurate reporting in accordance with internal procedures and guidelines

Qualification

Account ManagementSales Strategy DevelopmentTechnical SalesSemiconductor Industry KnowledgeCustomer Relationship ManagementNegotiation SkillsPresentation SkillsProject ManagementFluent in GermanFluent in EnglishCollaboration Skills

Required

Degree level (BEng, MEng, BSc, MSc) in electronic engineering or related disciplines

Analog and mixed-signal semiconductor expertise preferred

A minimum of 5 years of experience in a key account/ global account management role in the SC industry

Experience in ADEF segment is a plus

Experience in technical Sales to Major Accounts, Key Accounts etc

Experience in managing and coordinating sales projects on a global scale

Experience in negotiating complex contracts, at technical and management level

Experience with applying ROI and related methodologies

Excellent knowledge of the semiconductor industry, ideally of both analog & digital applications

Experience with the design and delivery of customer presentations

Experience in using innovative customer management, reporting and forecasting systems

Experience in collaborating and working effectively with virtual sales teams

Experience in working in dynamic, matrix structured global organizations

German – Fluent / Native

English – fluent

Due to specific activities addressing the German Aerospace & Defense market, the German citizenship is mandatory for this position

Not dual citizenship is allowed for this position

Required Travel: 50% of the time

Preferred

Additional training in sales techniques and methodologies especially value-based-selling, ROI, as well as negotiation and presentation skills, communication, key account and project management will be a strong advantage

Other language is a plus