Key Account Director

About Veeco
You probably don’t realize it, but what we do at Veeco touches the lives of every person, every day. It’s a bold statement, but it’s true. From the smartphones in our pockets that access the world’s collective knowledge, to the cloud-based services where all that information lives, to high-speed wireless communication and computing power needed to drive artificial intelligence, augmented and virtual reality, gaming and so much more, our technology is all around us. 

We design, develop, manufacture, and service highly complex, cutting-edge machines used by our customers to create the essential devices that drive the digital age, connect the world, and improve the human experience. Along with the world’s leading technology companies, many of which are household names, we help solve their most difficult material science challenges, enabling technologies for a more connected, sustainable, and convenient world.

We’re looking for material difference-makers to join our growing team. Interested? Learn more at www.veeco.com/careers.

Overview

We have an exciting opportunity for a Key Account Director role based in Korea, responsible for sales of Veeco’s Process Equipment systems for assigned national accounts. We are seeking a focused, high caliber sales professional with strong technical aptitude, excellent interpersonal skills, a proven track record of selling capital equipment and a passion for winning. The Key Account Director will leverage his/her extensive knowledge and experience in strategic selling and territory management as we continue to drive growth in these accounts. Key responsibilities include selling Veeco’s Process equipment into key customer accounts in order to attain sales booking and profit goals by identifying sales opportunities, developing appropriate sales strategies, directing local and factory resources in the support of achieving successful outcomes, developing key relationships with customers, and maximizing customer satisfaction.

Responsibilities:

• Provide Account leadership in support of defining and executing an account strategy that accomplishes both customer satisfaction and business growth goals.
• Drive strategy with the Korea team to develop innovative and creative programs to gain market share and incremental new business.
• Develops, documents and implements specific sales strategies using the company’s established procedures.
• Spends majority of time at customer site(s) building and maintaining effective customer relationships, communicating technical and commercial information, leading efforts to resolve customer issues and leading efforts to build market share and close individual sales opportunities.
• Works within matrix organizational structure to forecast sales and updates sales opportunities based on market conditions, the customer’s forecast for material consumption, the qualification of new products and his/her specific knowledge of the account.
• Conduct market research collection, analysis, and interpretation of market data. Provide periodic reports to management that summarize current trends in local supply and demand, customer partnerships and alliances, regional industry economic indicators, and the competitive landscape.
• Meet or exceed bookings targets collectively and for each individual product group, per the forecast commitment; Meet or exceed agreed upon quarterly business objectives.
• Advocates on behalf of customer regarding all issues by investigating problems, developing solutions, preparing reports, making recommendations to management.
• Arrange and manage periodic meetings with key accounts to review Veeco’s performance, business volume, Veeco’s future plans and customer needs.
• Manage joint projects (Veeco and customer) to ensure customer satisfaction. This includes coordination with responsible people in Veeco’s product groups to ensure that projects remain on schedule.
• Partner site service team to improve reliability, availability and maintainability of installed tools. Work with site manager and BU managers to grow non-systems business with focus on upgrades, rebuilds and spare parts that help lower customer’s total cost of ownership.
• Drive the sales plan for successful new business gains as well as defense of existing business, including monitoring and reporting on competition by gathering current information on pricing, products, delivery schedules, and distribution channels.
• Oversees the submission and maintenance of all order documents according to established Company processes.
• Undertakes other related duties as may be reasonably assigned by Management

Qualifications

• BS in technical discipline, Engineering, Material Science or Physics (or equivalent), preferably with an MBA or advanced technical degree.
• Minimum of 10 years of experience in sales and support to the semiconductor equipment industry or technical products
• Minimum of 5 years of experience in direct sales of capital equipment

Knowledge, Skills and Abilities

• Ability to interact with Sales, Marketing, Engineering up to corporate level of management.
• Results-oriented professional with good business judgment and ability to build strong customer relationships
• Demonstrated ability to manage via influencing in a matrix organization
• Customer focused with strong planning and goal setting skills
• Problem solver who thrives in a fast-paced environment
• Able to manage multiple short and long-term projects simultaneously
• Excellent organization skills and follow-through
• Excellent communication/listening skills including ability to develop and maintain strong interpersonal relationships with customers at Engineer, Manager and Sr. Management levels
• Ability to directly understand and manage customer needs
• Strong negotiation and persuasive skills.
• Excellent communication skill in English

Veeco is an equal opportunity employer. We evaluate applicants without regard to race, color, religion, sex, age, national origin, disability, veteran status, genetic information, and other legally protected characteristics. Veeco is committed to working with and providing reasonable accommodations to individuals with disabilities.