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Semiconductor Technical Kam
2 weeks ago
**About the Role**
**Key Accountabilities / Responsibilities**
- Identifying potential growth within the Semiconductor customers, and channels, landscape.
- Driving E2E execution of projects and initiatives
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Specifying offerings **to end-users and Water treatment providers
- Completing detailed opportunity assessments within vertical to spearhead global prioritizations
- Commercializing value propositions and offerings towards end-users and selected channels
- Building up commercial traction within Semiconductors and transfer sales execution and further scalability to Regional Sales
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Supporting** **vendor qualification processes **to highlight technical capabilities (e.g., shortening delivery times)
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Creating** **account plans **(directly or indirectly)
- **Creating** and **nurturing** **international** and **local commercial networks **(activate local KAM teams)
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Promoting full existing portfolio offering **(cross-selling and bundling)
- Generating and qualifying **sales leads**:
- Creating **competitor insights**:
- Establishing **best practice semiconductor sales processes**
- Leading **negotiations **and **contractual agreements **with GKAM team
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Collecting and codifying** knowledge and experiences within specialized verticals to become the encompassing, Center of Expertise for the affiliated vertical
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Influencing market dynamics**, consolidation within key decision-maker and supplier landscapes, key technology shifts, and changing end-user behavior to become the global knowledge hub of the current and future affiliated vertical
**Key Success Factors**
- Industry Division sales and growth, especially in Semiconductors
- Application identification and product portfolio development annual and middle to long term
- Semiconductor and channel expansion to balance access to the market + OEM legacy growth
- Individual success factors for agreed initiatives
**Posting, Reporting, and Work Relations**
- Reports to the Sales Development Director in Industry.
- Primary Interfaces: Industry CSO and GKAM, CMO (BD, Marketing, Product and Application Management), Operations Globally.
**Required Minimum Qualifications**
- At least 7 years of relevant work experience, covering the following aspects from a technical and commercial angle.
- Knowledge of **semiconductor manufacturing processes**:
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Technical education **(e.g. engineering, chemistry, physics, IT, equivalent experience)
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Previous active Grundfos management **of products, services and technical development in technical industry
- Knowledgeable in **digital solutions offering** and **monitoring of offering**
- Knowledge of **water treatment systems (UPW, Process Water, Water Reuse) **preferred***:
- **Commercial/business-related **educational background with technical understanding
- **Previous management **of customer support, value chain support, order deliveries etc. in technical industries
- **International** **key account management experience**
- Experience in **developing new business verticals**
- Excellent **pricing capabilities **and understanding of **contractual sales**
- Geographical understanding of local ways of doing business within APAC, China and secondarily US, ability to converse in local languages is a plus
- High level of curiosity and inherent interest in sharing experiences to influence different functions through relationship-building and stamina towards implementation
- Detailed market composition and dynamics, deep understanding of key decision-makers, overview and knowledge of leading international suppliers, detailed understanding of transaction flow, and key technology shifts
- E2E project management and project execution capabilities with flair for prioritization, structuring, and implementation
Cooperative nature and strong communication skills and ability to work across the entire value chain from product development to aftermarket services, understanding cross-functional implications from a technical and commercial angle
- High level of curiosity and inherent interest in conveying expertise to the organization
- An innovative mindset and a personal eagerness to build-up and create results
**Competence**
- Passionate and Result-oriented, who can create results through matrix organisations
- Can create engagement and motivation among stakeholders
- Analytical skills for reporting and follow-up
- Relating and Networking
Learning and Researching
- Creating and Innovating
- Formulating Strategies and Concepts
- Delivering Results and Meeting Customer Expectations
- Entrepreneurial and Commercial Thinking
