Senior Principal Account Manager - Automotive

As an Account Manager, you will work in conjunction with Field Applications Engineers (FAE) and Business Unit (BU) specialists to support customers by understanding and solving customers’ most challenging application-level problems that span a broad range of technologies. You will drive territory revenue growth by building strong customer relationships and maximizing ADI content on new customer designs

Key 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.
• Development of ADI business at assigned regional customers and implement effective sales strategy
• Identification and management of new business opportunities/new customers/startups for ADI and bring them to win
• Understandingcustomers’ objectives andrequirementsand anticipating theirchallenges
• Leverage on ADI’s solutionsvalue by positioningour products and generating newupsell/cross-sell opportunities
• Assume overall responsibility for managing all aspects of the sales process.
• Co-operate with the SalesTeam ensuring salesKPIs are timely met, sharingknowledge on trends, growth/lostbusiness, upsell/cross-sellopportunities and providing actionable recommendations for improvements Be a pro-active member of the Sales Team developing relationships at all levels with customer and ADI product development Business Units.
• Drive engagements between ADI and customer Executives
• Collaborate and connect 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.
• Visit customers on a regular basis, attend trade shows and industry events/conferences.
• Ensure regular and accurate reporting in accordance with internal procedures and guidelines.
• Keep up to date with latest ADItechnologies, products andtrends

Education/Training

• Degree level (BEng, MEng, BSc, MSc) in electronic engineering or related disciplines is preferrable. Analog and mixed-signal semiconductor expertise 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.

Experience/Knowledge

• A minimum of 7+ years of experience in a key account/ global account management role in the semiconductor industry.
• Experience in technical Sales to Major Accounts, Key Accounts etc.
• Experience in managing and coordinating sales projects on regional scale
• 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 extended sales teams
• Experience in working in dynamic, matrix structured global organizations
• Valid driving license and passport

Languages

• Japanese – Fluent / Native
• English – fluent
• Other language is a plus

For positions requiring access to technical data, Analog Devices, Inc. may have to obtain export licensing approval from the U.S. Department of Commerce - Bureau of Industry and Security and/or the U.S. Department of State - Directorate of Defense Trade Controls. As such, applicants for this position – except US Citizens, US Permanent Residents, and protected individuals as defined by 8 U.S.C. 1324b(a)(3) – may have to go through an export licensing review process.

Analog Devices is an equal opportunity employer. We foster a culture where everyone has an opportunity to succeed regardless of their race, color, religion, age, ancestry, national origin, social or ethnic origin, sex, sexual orientation, gender, gender identity, gender expression, marital status, pregnancy, parental status, disability, medical condition, genetic information, military or veteran status, union membership, and political affiliation, or any other legally protected group.

Job Req Type: Experienced

Required Travel: Yes, 25% of the time

Shift Type: 1st Shift/Days