Senior Regional Account Manager, Planarization

at  Merck

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YOUR ROLE:

Th Senior regional Account Manager will be responsible for the account management of a large, global semiconductor customer for the Planarization Business Field. The role is responsible for all aspects of our commercial engagement with the customer including development of account plans, achieving annual revenue and profitability goals, opportunity and growth plans, relationship management and ongoing customer support and satisfaction improvement. Working in full alignment with the broader business team including Marketing, Asset Management, Operations, Quality, Supply Chain, Finance, Customer Service, and Legal, the Senior Regional Account Manager will coordinate all interactions with the customer ensuring the Planarization Business Field presents a consistent face to the customer and that the organization is aligned to achieve business objectives. Position will require close alignment with all other Business Fields who also work with the same customer for other product lines. Maintaining alignment across business fields employing aligned approaches and strategies.
This role is to be located in Singapore, reporting to the Planarization Global Sales Director.

PRINCIPAL ACCOUNTABILITIES

• Develop and implement account strategies with concrete objectives and actions, including detailed assessments of growth opportunities, aligned with the Planarization business strategy.
• Establish and maintain critical relationships with customer decision makers across multiple functions, across the countries including technology, process, quality, and commercial areas.
• Be the customer advocate back into the appropriate business units and coordinate activities of internal cross-functional teams, to drive sales opportunities, improve quality, sustain business continuity, and drive customer initiatives to successful closure.
• Negotiate pricing and contract terms for new and existing business.
• Lead new business/customer bid package (pricing, specifications, stocking capabilities, supply chain etc.) negotiation and internal alignment to meet customer expectations and deadlines.
• Maintain detailed documentation of sales opportunities and pipeline status to ensure programs are progressing in line with business goals.
• Obtain customer forecasts and ensure internal company forecast tool for product supply is updated per requirements.
• Lead change notification and change implementation efforts with customer whilst influencing and ensure organization is meeting customer change management requirements.
• Lead internal functions to ensure that we meet and exceed customer expectations on product delivery, quality, supply chain, and continuous improvement.
• Use business and financial skills to synthesize and analyze data in support of making business decisions.
• Move work forward by effectively managing ambiguity, eliminating non-value-added work, and removing obstacles.
• Drive organization to provide prompt and thorough responses to customer quality/supply assurance complaints and be the face of the organization to present and close with customer.