North America Key Account Manager

EMD Electronics; Allentown (Lehigh County); On-site; USD 124,000 - 187,000; Full time

Benefits offered by this job

Health insurance

PTO and retirement contributions

Other perquisites

Job summary

EMD Electronics is seeking an experienced North America Key Account Manager to own strategic Tier1/Tier2 accounts for Delivery Systems and Services (DS&S). You will quote capital equipment, provide technical leadership, and manage customer relationships across multiple locations while promoting DS&S offerings and spares.

The role requires strong cross-functional collaboration, a background in sales or engineering, and up to 50% travel.

Qualifications

• Bachelor's degree or 10+ equivalent sales/relevant experience.
• 5+ years in sales, engineering, product management, or technical sales.
• Experience managing large, complex accounts with cross-functional coordination.

Responsibilities

• Own Tier1/Tier2 NA accounts for DS&S, quote capital equipment and lead technical discussions.
• Drive demand forecasts and serve as voice of the customer in product development.
• Identify customer needs with cross-functional leadership across regions.
• Build strong relationships across customer locations and coordinate with regional sales teams.
• Lead DS&S negotiations, price new products, and monitor equipment orders for on-time delivery.

Skills

CRM experience

Sales analytics

Cross-functional teamwork

Education

Bachelor's degree in marketing, business, engineering

Tools

Salesforce

PowerBI

SAP

Job description

Work Your Magic with us! Start your next chapter and join EMD Electronics.

Ready to explore, break barriers, and discover more? We know you’ve got big plans – so do we! Our colleagues across the globe love innovating with science and technology to enrich people’s lives with our solutions in Healthcare, Life Science, and Electronics. Together, we dream big and are passionate about caring for our rich mix of people, customers, patients, and planet. That's why we are always looking for curious minds that see themselves imagining the unimaginable with us.

Everything we do in EMD Electronics is to help us deliver on our purpose of being the company behind the companies, advancing digital living. We are dedicated to being the trusted supplier of high-tech materials, services and specialty chemicals for the electronics, automotive and cosmetics industries. We foster a global collaborative organization made up of individuals who have the passion to win, obsess about the customer, are relentlessly curious and act with urgency. Together, we push the boundaries of science to make more possible for our customers.

Location

The North America Key Account Manager is a field-based role with preferred location in Austin, TX, Phoenix/Chandler Area, AZ, or Allentown, PA and the Bay area.

Your Role

The North America Key Account Manager owns a strategic tier1/tier2 account(s) for Delivery Systems and Services (DS&S) products and services. As the single point of contact for commercial and technical matters, you will quote capital equipment, provide technical lead for molecule delivery requirements, resolve equipment field issues, and run the monthly North America customer work group on strategic initiatives. You will promote SERVICES, TURNKEY, GASGUARD, CHEMGUARD, POLYFLOW and related spares.

Drive Business Financial Performance

• Execute customer sales requiring cross-functional support and drive demand plan forecasts from customer volume projections.
• Serve as the voice of the customer in product development.

Project Prioritization

• Identify customer needs in collaboration with cross-regional and cross-functional leadership teams.

Manage Overall Customer Relationships

• Build strong relationships across all customer locations, with day-to-day support alongside the regional Technical Sales team.
• Partner with EMD Electronics teams (e.g., Engineering, Procurement, Product Management, Supply Chain Planning) to align customer and DS&S strategies.

Strategic Impact

• Develop quotations for capital equipment and spares for new fabs, expansions, and process changes.
• Monitor capital equipment orders for correct scope and on-schedule manufacturing, keeping the customer updated and resolving technical issues.
• Provide technical sales support for spec gas and chemical precursor equipment, from proposal through aftermarket.
• Obtain customer volume forecasts and deliver demand plans to DS&S planning for Sales and Operations and capacity planning.
• Own plan of record specifications/scope and change control, managing customer and EMD Electronics change notifications via the MOC process.
• Share competitive feedback with DS&S marketing and product management to align solutions with customer roadmaps.
• Identify cost-saving design and component alternatives that benefit EMD Electronics and the customer.
• Own the customer-specific equipment price list, lead DS&S contract and T&C negotiations, and price new products and services with Marketing, Product Management, Engineering, and Services to meet profitability targets.
• Manage the customer’s global supplier report card and SCQI process.
• Manage spec gas equipment quality notifications through closure, report progress to the customer account team director, and influence Electronics to prioritize critical quality and reliability issues.
• Communicate equipment features, benefits, and schedules to customer project managers.
• Provide stakeholders with monthly/quarterly reports, Opportunity Lists, revenue and profit forecasts, and hit-rate data.
• Administer the volume discount program.

Minimum Qualifications

• Bachelor’s degree in marketing, business, engineering, or other related discipline or 10+ equivalent sales, commercial or relevant experience in lieu of education.
• 5+ years’ work experience in sales, engineering or product management or technical sales.
• Demonstrated experience managing large, complex customer accounts with cross functional coordination responsibilities.
• Up to 50% travel domestic and international.

Preferred Qualifications

• Master's degree in relevant technical or business discipline.
• 5+ years of Semiconductor Sales
• Experience in the semiconductor equipment, specialty gas delivery, or chemical delivery systems industry.
• Experience using CRM and sales analytics tools (Salesforce.com, PowerBI, SAP) to drive sales forecast, track opportunities, manage accounts and data-driven demand plans.
• Sales track record, Change Management, Matrix Management, Critical Thinking (Analytical Capability), Project Management, Learning Agility.
• Track record of influencing cross functional partners such as Engineering, Manufacturing, and Supply Chain without direct authority.
• Proficiency noticing/predicting patterns, trends or discrepancies when looking at information and data to create critical insights and use these to devise clear plans/recommendations on how an innovative approach or concept can solve a given business problem or realize business strategy.

Pay Range for this position: $124,000-$186,700

The offer range represents the anticipated low and high end of the base pay compensation for this position. The actual compensation offered will be determined by factors such as location, level of experience, education, skills, and other job-related factors. Position may be eligible for sales or performance-based bonuses.

Benefits offered by the Company include health insurance, paid time off (PTO), retirement contributions, and other perquisites.

What we offer: We are curious minds that come from a broad range of backgrounds, perspectives, and life experiences. We believe that this variety drives excellence and innovation, strengthening our ability to lead in science and technology. We are committed to creating access and opportunities for all to develop and grow at your own pace. Join us in building a culture of inclusion and belonging that impacts millions and empowers everyone to work their magic and champion human progress!