Principal Account Manager, Field Sales

What You'll Do

• Build and maintain trustful relationships with the relevant customers to understand new product developments.
• Plan and ensure ADI product design-in as well as increase the ADI’s market share.
• Develop detailed customer related account plans and communicate to ADI management including recommendations for the product development strategy.
• Develop and implement effective sales strategy for the assigned accounts.
• Evaluate and qualify new accounts, with management of the use of ADI resources.
• Conduct all contract and price negotiations up to successful conclusion.
• Assume overall responsibility for managing all aspects of the sales process.
• Demonstrate annual revenue growth by identifying, cultivating and closing Design In opportunities Develop and deliver customer presentations to diverse audiences.
• Develop relationships at all levels with customer and ADI product development Business Units.
• Drive engagements between ADI and customer Executives Collaborate and liaise closely with all members of the global account team and other internal groups such as technical support, development, marketing, product management, internal sales and customer service.
• Attend trade shows and industry events/conferences.
• Ensure regular and accurate reporting in accordance with internal procedures and guidelines.
• Education/Training Degree level (BEng, MEng, BSc, MSc) in electronic engineering or related disciplines.
• Analog and mixed-signal semiconductor expertise preferred.
• Additional training in sales techniques and methodologies especially value-based-selling, ROI, as well as negotiation and presentation skills, communication, key account and project management will be a strong advantage.
• Experience/Knowledge A minimum of 5 years of experience in a key account/ global account management role in the SC industry.
• Experience in ADEF segment is a plus.
• Experience in technical Sales to Major Accounts, Key Accounts etc.
• Experience in managing and coordinating sales projects on a global scale Experience in negotiating complex contracts, at technical and management level Experience with applying ROI and related methodologies Excellent knowledge of the semiconductor industry, ideally of both analog & digital applications Experience with the design and delivery of customer presentations Experience in using innovative customer management, reporting and forecasting systems Experience in collaborating and working effectively with virtual sales teams Experience in working in dynamic, matrix structured global organizations Languages German – Fluent / Native English – fluent Other language is a plus Specifics Due to specific activities addressing the German Aerospace & Defense market, the German citizenship is mandatory for this position.
• Not dual citizenship is allowed for this position Required Travel: 50% of the time For positions requiring access to technical data, Analog Devices, 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.
• We foster a culture where everyone has an opportunity to succeed regardless of their race, color, religion, age, ancestry, national origin, social or ethnic origin, sex, sexual orientation, gender, gender identity, gender expression, marital status, pregnancy, parental status, disability, medical condition, genetic information, military or veteran status, union membership, and political affiliation, or any other legally protected group.
• Job Req Type: Experienced Required Travel: Yes, 50% of the time Shift Type: 1st Shift/Days