Regional Sales Manager

at  Onto Innovation

Onto Innovation is a leader in process control, combining global scale with an expanded portfolio of leading-edge technologies that include: 3D metrology spanning the chip from nanometer-scale transistors to micron-level die-interconnects; macro defect inspection of wafers and packages; metal interconnect composition; factory analytics; and lithography for advanced semiconductor packaging. Our breadth of offerings across the entire semiconductor value chain helps our customers solve their most difficult yield, device performance, quality, and reliability issues. Onto Innovation strives to optimize customers’ critical path of progress by making them smarter, faster and more efficient.
Job Summary & Responsibilities
We are looking for a Regional Sales Manager to strengthen our European team to improve our coverage and access into large and small accounts with-in Europe. The regional sales manager will be reporting to the Senior Director of Sales Europe.

Responsibilities include:

• Own regional forecast and develop pipeline in assigned territory. Territory will be defined together with the sales manager but will have a focus on the central part of Europe.
• Achieve or exceed revenue targets in assigned territory for Onto Innovation’s product portfolio
• Maintain existing account relationships through regular visits/meetings and develop business through penetration into new accounts or new process areas/steps or departments in existing accounts
• Understand customer requirements, provide feedback and input to internal stakeholders such as sales management, marketing, product management, development, etc.
• Drive customer projects both internally and externally including commercial, technical and legal negotiations
• Regular visits to the US – sales meetings / training, customer demonstrations, etc.
• Provide accurate information through the companies CRM system on pipeline and forecast
• Work with relevant internal stakeholders to develop account strategy plans for larger accounts, drive and own execution of these plans as well as alignment with-in the global team for global accounts. This includes also the positioning of Onto Innovation’s portfolio solutions at the customers opposed to selling in singular transactions.
• Own the quoting process with support/input from technical account managers, product management, application and service.

The position is home-office based or if available in an Onto office location nearby. The focus will be on customers in Germany/Austria with focus on some key accounts in this territory, so preferred location is Dresden. Might consider other locations if good access to assigned territory is given.
Qualifications

Minimum requirements

• University degree in a technical field with relevant commercial experience or degree in commercial field with relevant technical experience
• Highly driven, self-sufficient, well organized with proven sales record
• Good interpersonal skills, great communicator, appreciated team player
• Willingness to travel >50% time throughout Europe
• Strong presentation skills
• 3-15 years experience selling capital equipment into the semiconductor manufacturing industry preferably in relevant areas (metrology, inspection). Alternatively, experience in selling capital equipment into other areas in the semiconductor industry with a technical background in metrology and/or inspection (e.g. collected during an earlier process or application engineering role)
• Fluent English & German.
• Strong Microsoft Office product knowledge

Highly Advantageous

• An understanding of Frontend and/or Backend manufacturing techniques
• Knowledge of CRM and ERP systems such as SalesForce, SAP, Oracle

Onto Innovation Inc. offers competitive salaries and a generous benefits package, including health/dental/vision/life/disability, PTO, 401K plan with employer match, and an Employee Stock Ownership Program (ESOP) along with health & wellness initiatives. We provide a collaborative working environment along with resources, and state-of-the-art tools & equipment to promote success; and a welcoming, inclusive corporate culture where individuals are recognized for their contributions.
Onto Innovation Inc. is an Equal Opportunity Employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, gender, sexual orientation, national origin, genetic information, age, disability, veteran status, or any other legally protected basis.
For positions requiring access to technical data, Onto Innovation Inc., 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

• Own regional forecast and develop pipeline in assigned territory. Territory will be defined together with the sales manager but will have a focus on the central part of Europe.
• Achieve or exceed revenue targets in assigned territory for Onto Innovation’s product portfolio
• Maintain existing account relationships through regular visits/meetings and develop business through penetration into new accounts or new process areas/steps or departments in existing accounts
• Understand customer requirements, provide feedback and input to internal stakeholders such as sales management, marketing, product management, development, etc.
• Drive customer projects both internally and externally including commercial, technical and legal negotiations
• Regular visits to the US – sales meetings / training, customer demonstrations, etc.
• Provide accurate information through the companies CRM system on pipeline and forecast
• Work with relevant internal stakeholders to develop account strategy plans for larger accounts, drive and own execution of these plans as well as alignment with-in the global team for global accounts. This includes also the positioning of Onto Innovation’s portfolio solutions at the customers opposed to selling in singular transactions.
• Own the quoting process with support/input from technical account managers, product management, application and service