Sales Account Manager (Power Products)

Position Summary:

The primary focus of this position is the development and management of a growing revenue stream of Wolfspeed products to end customers.  Successful job execution requires excellence in the total selling process for electronic components: from direct sales lead generation and management, technical sales capabilities, customer account management.

Superior complex selling skills in an industrial power environment is expected.  The successful Sales Account Manager must be able to directly support customers with their questions on product specifications, product selection, reliability and quality data, and with manufacturing best practices.  Customers organization size and complexity may vary from Fortune 500 companies down to small start-ups.  This position will be responsible for customer relationship management for all Wolfspeed products, but will also require close collaboration with business unit product management/engineering personnel, applications personnel, production and manufacturing staff, customer service groups, and, in some cases, with business unit Marcom professionals.

Responsibilities:

• Meet and exceed assigned revenue on continuous growth targets
• Develop territorial and account plans to support revenue targets and consistent with the business unit strategies
• Operate remotely with responsibility for assigned customer base. Must be self-motivated and able to manage various activities with minimal supervision
• Establish strong business relationships with all relevant functional groups within customer organizations through frequent trips and teleconferences. Although primary focus will be on engineers and executives responsible for new product design, support of production, manufacturing, quality, and customer service functions within customer organizations are also essential to growing and sustaining a long-term sales stream
• Access new business opportunities and present Wolfspeed Value Proposition to create added value for the customers and positions and advantage for Wolfspeed against our competitors
• Provide basic technical support as warranted by the customer. This includes quickly identifying the depth of the problem and, if required, investigating the answer with Wolfspeed’s engineers/scientists
• Provide competitive market information to management to help drive the direction of product marketing and development
• Propose new product opportunities to core business teams based on customer needs, timing, compliance with Wolfspeed core competencies, competitive intensity and general segment attractiveness. Solicit feedback on technical roadblocks to achieve Wolfspeed design wins
• Understand the level of customer satisfaction with Wolfspeed technical support and drive continuous improvement in customer satisfaction while meeting Wolfspeed’s business needs
• Maintain customer contacts and profiles
• Maintain a new business opportunity funnel
• Customer base expansion
  • New customer prospecting to increase market penetration for existing applications
  • Business development on emerging applications, identify market leaders, identify value proposition and business drivers for using Power products

Requirements:

• Required Behavioral Characteristics:
  • Excellent presentation and written communication skills
  • Demonstrated active listening skills
  • Demonstrated systematic approach to managing personal sales process and documenting customer situations
  • Strong negotiating skills
  • Strong problem-solving skills
  • Ability to gain trust and respect from customers’ managerial and technical teams
  • Demonstrated ability to work with and influence senior management within employer and customer organizations
  • Self motivator with strong drive to achieve business objectives

• Specific Skill and Degree Requirements:
  • BSEE or equivalent technical degree to provide some technical support to customers and to perceive technical questions and situations
  • Minimum 8-10 years semiconductor selling experience, with a Power specialty
  • Knowledge of marketing strategies and tactics, basic market research techniques, product demonstration and sales techniques, and sales control systems
  • Willingness to travel extensively