Strategic Account Manager (SAM)

On this journey the SAM will play a strategic and vital role in unlocking INFICON potential and in achieving the company’s long term strategic goals. The SAM will be responsible for managing the relationship with one of INFICONs strategic and most important customers.As a SAM for this specific role your overall responsibility is to orchestrate all interactions and development with our customer, Lam Research, with a long-term business (P&L) view and enabling delivery of consistent, predictable and repeatable business results towards 2030 – and beyond. Main activities and responsibilities As a SAM your overall responsibility is to orchestrate all interactions and development with the customer, Lam Research, where the main activities and responsibilities are:Leadership: Strategic Account Management Understand the customers business, their market and organizational needsWith the support of the Industry Consultant, derive customer’s main problems, pain points and strategy into a differentiated value proposition and targeted fair share in upcoming CAPEX and OPEX investments.Define long-term bold account aspiration and strategy, set short term goals to drive impact.Create and maintain and execute the strategic account plan, updated when relevant with input from the SA Team.Conduct regular account coordination activities with the INFICON strategic account team, namely the local Key Account Managers in countries where the customer has operating sites, and other important INFICON stakeholders.Review the global strategic account plan with the executive sponsor and senior management to continuously align with overall INFICON strategy.Growth: Scouting for/capturing opportunitiesEarly identification of global growth opportunities from all potential revenue streams at the account including expanding our share of wallet, creating new applications, services, consumables and new business areas.Support the local sales and application teams following the customer’s buying cycle.Coach and provide input to opportunity plans owned by local Sales ManagersDrive towards aligning customer and INFICON R&D roadmaps and establishing integrated partnerships across functions from the beginning to end of the product cycle.Facilitate early entry into new application areas and fab locations within this account.Communication & InformationDrive our agenda and strategy on a continuous and proactive level. Create and set the narrative that moves forward the account strategy.Ensure the relevant customer buying center members know the business impact of INFICON’s latest solutions (e.g., innovation roadmap sharing, modular design, new supplier partners…) and facilitate similar sharing from customer to INFICON.Maximize customer sponsorship of INFICON at executive levelEnsure all relevant opportunities, activities, and relevant information are visible in the chosen communication channel (Teams/CRM…)Encourage cross-region and cross-functional interaction between INFICON and the customer organization. Ensure omni-channel consistency and quick responses.Relationship management: Strengthening the relationship Map, build, and strengthen relationships to strategic stakeholders in the customers’ organization.Establishing the SAM Diamond: multi-level relationships between INFICON and the customer.Conducting Scheduled Business reviews with the customer and INFICON accountOrganize the right meeting with the right people to discuss the topics that matters most (e.g., executive meetings, engineering workshops, technical roadmap presentations).Deal making: Negotiate Profitable and Fair DealsDrive holistic value creating and value capture for the account, long-term and short-term.Close deals by using creativity and by mastering the art and science of negotiation.Master all elements of business contracts, including solid understanding of legal aspects.Proactively initiate and facilitate global framework agreement, H&S and CSR activities (if applicable) to ensure INFICON solutions are fully approved as Tier 1 supplier by the customer.Ensure consistency between T&Cs offered in individual markets. Cognitive attributes and competencies As a SAM is a strategic role and is operating simultaneously on inter-organizational, intra-organizational and interpersonal level it is a challenging role that require strong cognitive attributes and competences.Cognitive attributes as:Reflective, careful listener and open to new ideas.Pertain to diplomacy and analytic mindsets.Able to connect people and information and get things done, primarily based on sound analysis, experience, out-of-the-box-thinking and creative strategies.Able to recognize and attend to multiple points of view simultaneously.Competences as:Strategic thinking and planning allowing you to create line of sight between INFICON’s 2030 aspirations, the strategy and the activities with the customer.Exceptional executive-grade presentation skills providing timely and relevant data to inform and solicit decision making or consensus inside INFICON as well as with the customer.Conflict resolution inside INFICON as well as with the customer in a way that does not damage the relationship but drives growth and fair deals.Ability to lead complex contract negotiations and is very strong in contract management.Strong financial and business acumen and able to use it for the benefits of INFICON as well as for the customer.State of the art funnel-to-forecast management competenciesDeeply developed interpersonal competences enabling you to build strong relationships on all levels with the customer, to act comfortably in social business meetings and to use verbal and nonverbal communications and affect the mood of individuals and groups.