Western Region Sales Manager

Company Overview

KLA is a global leader in diversified electronics for the semiconductor manufacturing ecosystem. Virtually every electronic device in the world is produced using our technologies. No laptop, smartphone, wearable device, voice-controlled gadget, flexible screen, VR device or smart car would have made it into your hands without us. KLA invents systems and solutions for the manufacturing of wafers and reticles, integrated circuits, packaging, printed circuit boards and flat panel displays. The innovative ideas and devices that are advancing humanity all begin with inspiration, research and development. KLA focuses more than average on innovation and we invest 15% of sales back into R&D. Our expert teams of physicists, engineers, data scientists and problem-solvers work together with the world’s leading technology providers to accelerate the delivery of tomorrow’s electronic devices. Life here is exciting and our teams thrive on tackling really hard problems. There is never a dull moment with us.

Group/Division

The Semiconductor Process Control (Semi PC) business unit designs, builds, sells and supports a comprehensive product portfolio that ensures high-quality production of the chips that power the technologies of today and the future, including AI, data centers, automotive and electronic devices. Semi PC’s differentiated inspection, metrology and data analytic systems discover, characterize and monitor the defects and variations that can affect manufacturing processes across the semiconductor ecosystem, including high-performance logic chips, advanced memory chips, specialty semiconductors, wafers, reticles, advanced packaging, process equipment and materials. Semi PC solves our customers’ most critical challenges through a combination of innovative technologies, close collaborations, and a dynamic, global team. Semi PC is looking for talent in research, engineering, sales, marketing, and applications to ensure continued production of leading-edge process control solutions that drive our customers’ success.

Job Description/Preferred Qualifications

Objectives

• Deliver business to meet/exceed account bookings and objectives in the region
• Ensure KLA products are positioned to win all new technology applications within our served space
• Capture customer mindshare and ensure KLA is the trusted partner to collaborate on all served applications challenges
• Manage existing and Develop New key accounts in the region
• Support Global Account alignment and management

Responsibility

• To represent all KLA product lines
• Drive the commercial relationship for specific customer accounts in support of the KLA inspection & metrology product lines
• Develop trust and high-quality relationships at all levels in the account to support the objectives above
• Collaborate with local KLA Industry & Customer Collaborations staff to enhance customer collaboration in North America and with upstream partners
• Engage and develop business opportunities with the Technical Engagement/Regional Product Management team
• Develop strong relationships with the Customer Support team (Service & Field Applications) to ensure excellent customer satisfaction

Activities

• Significant travel to customer sites in Western & Central USA with occasional international travel required
• Maintain an accurate forecast, updated at least weekly
• Understand customer process flows and identify applications problems/challenges where KLA can position value solutions
• Recognize Competitive landscape for all potential applications & ascertain the competitive strengths/weaknesses (for both current & future applications)
• Lead negotiations for all commercial activities in equipment sales
• Interact with service to participate actively in escalations from account management perspective i.e. recognize potential business implications & advise appropriately.

• Implement sales processes in the account for each penetration and work with BU management to agree winning account plans
• Ensure customer satisfaction through active collaboration with the customer service teams
• Present technical product solutions to existing and potential customers
• Align and co-ordinate with global sales team members on Global Accounts

Qualifications/Skills

• Minimum 5-8 years semiconductor capital equipment sales experience
• Training in a strategic sales process eg. Miller Heiman/SPIN an advantage
• Excellent presentation and communication skills