Key Account Manager (Semiconductor) - Santa Clara, CA

Founded in 1925, Festo Corporation is the leading worldwide supplier of automation technology and the performance leader in industrial training and education programs.  For many years Festo has been providing impetus for factory automation and offers a wide product and service portfolio – from individual components to complex customized solutions and system. As a family-owned company, we act from a holistic perspective. We take responsibility for our actions globally and locally, we want to contribute to the quality of life and conservation of resources where we operate with new technologies, knowledge and education.

At Festo, we hire people who continuously live our five core Values:

• We are Ambitious
• We are Determined
• We are Visionary
• We Value Each Other
• We are Dependable

 

Summary: Plan, manage, improve and control sales activities for national key accounts/ complex customer relationships and corresponding networks by means of team selling in own area of responsibility in order to maximize Festo share at the key account.

 

Duties of this Job Include:

 

• Based on a pro-active working style and a self-understanding of being responsible to develop the Key Account to a maximum market share for Festo, the major tasks are:
• Analyze the Key Account with respect to actual and future turnover potentials for Festo based on
  • Production sites
  • Mid- and long-term planning
  • Technology Concepts
• Develop and implement account management strategies for key accounts.

• Build and maintain strong relationships with key decision-makers and stakeholders at major accounts.
• Understand customer needs and provide tailored solutions to enhance satisfaction and loyalty.
• Collaborate with internal teams to ensure alignment on product offerings and service delivery.
• Negotiate contracts and pricing agreements to maximize profitability while meeting customer requirements.
• Analyze customer needs and develop account management plan and coordinates the execution of the plans based on team selling.
• Develop mid- and long-term strategies for these Key Accounts with respect to standardization of technology, customer relationship, customer specific product (development) etc.
• Responsible for the achievement of agreed sales targets (budget etc.) of dedicated Key Account(s).
• Monitor turnover development and implement corrective actions, if required. Monitor account performance and develop action plans to address any issues or opportunities.
• Conduct regular business reviews with key accounts to assess performance and identify growth opportunities.
• Negotiations of local contracts and preparation, as well as implementation of international contracts.
• Manage and support international projects with this Key Account.
• Ensure maximum cooperation with and between the account teams involved, and with all other departments within Festo, nationally and internationally.
• Stay informed about industry trends, competitor activities, and market conditions affecting key accounts.
• Prepare and present reports on account status, sales forecasts, and strategic initiatives to senior management.
• Define and maintain all relevant tools like Mosaic, Share Points, Project data base etc.
• Drives customer specific marketing activities.
• Analyze complete buying center and drives multi-level customer relationship management.

 

Knowledge, Skills, and Experience:

 

• At least 5 years of relevant professional experience.
• University Degree (engineering and/ or business studies; electrical engineering advantageous).
• Postgraduate study in Technical Business or Business Administration is a plus.
• Technical knowledge.
• Knowledge of products.
• Knowledge of customers.
• Knowledge of market/industry segments.
• Knowledge of Festo as a company.
• Business knowledge.
• Management knowledge and a solid understanding of business practices.
• MS-Office, CRM-tools knowledge, SAP.
• Communication skills.
• Negotiating skills.
• Winning complex sales.
• Experience in project management methods is advantageous.
• Experience in industrial B2B sales.
• Management of sales processes, Key Account management.

 

The annual base pay range for this role is between $140,000-$160,000.

 

Benefits: Festo Corporation offers a robust benefits package, which is designed to help employees and their dependents st