Key Account Manager (Kam) - Dallas, Tx

YES (Yield Engineering Systems, Inc.) is a leading manufacturer of reliable, high-tech, cost-effective capital equipment that transforms materials and surfaces at the nanoscale. From startups to the Fortune 50, our customers rely on YES to help them unleash products that change lives – from cellphones and IoT devices, to AI and virtual reality, to diagnostic tests for COVID.

As a preferred provider of wet and dry process technology, we look forward to talking with smart, energetic, team-oriented people who can grow with us. We provide competitive salary and benefits, including employee stock ownership, and some of the best co-workers you’ll find anywhere. If this appeals to you, please read on!

Job Title: Key Account Manager

Location: Dallas, TX

The primary objectives of the KAM role will be to achieve agreed-upon sales targets and to continually develop YES as a Preferred Supplier to key accounts. The successful candidate’s success will be measured against the ability to deliver results that consistently achieve revenue targets, as well as the ability to operate within the culture of YES. The role will also expand existing accounts and develop new accounts in a manner that is consistent with YES’s strategic plan, foster an inclusive culture that supports effective cross-functional collaboration/integration of work efforts across YES, and ensure that all our customers have a world-class customer experience. This role will work closely with all functional groups within YES, including Marketing, Product Management, Service, Engineering and Operations.

Responsibilities include but are not limited to:

Contribute to the overall sales and account strategy for the KAM organization

- Contribute to a strategic framework for prioritizing key OEM and other accounts that considers the opportunity to grow existing accounts while developing new accounts.

- Monitor the allocation of resources across this portfolio of account opportunities.

- Represent the “voice of the customer” in all internal strategy and tactical discussions or activities.

Establish sales strategies to leverage leads and transform these into won business.

· Establish and develop strong relationships with key customers

- Actively identify and develop new accounts for all YES products and services.

- Actively grow relationships with existing accounts.

- Play a key role in structuring commercial relationships with key accounts that span multiple product and service offerings.

- Ensure that comprehensive understanding of drivers for account traction and influential relationships together with an account map is created for all key accounts.

Achieve budgeted/targeted sales for Key Accounts

- Develop sales goals and objectives consistent with achieving top line results.

- Monitor sales performance versus objectives on at least a monthly basis.

- Work collaboratively with all business functions to meet overall sales objectives.

- Integrate marketing programs into the overall sales effort to accomplish sales objectives.

Establish and manage functions and processes that support overall KAM activities

- Follow the account targeting and sales process.

- Utilize the Salesforce CRM tool consistently in accordance with established processes.

- Ensure timely and accurate business forecasting across all product and service offerings.

Contribute to a strong KAM team to deliver on the strategy

- Contribute to a team culture that is consistent with the overall YES culture.

- Maintain alignment between the KAM team and all the various teams within YES through a collaborative work approach that engenders an inclusive culture.

- Ensure alignment between the KAM organization and the needs of key accounts.

- Participate in training to ensure a high level of technical knowledge, deal management, and an effective professional approach to KAM.

- Maintain an attitude of continuous learning, while practicing the art of effectively “positioning” the various YES offerings in the context of customer needs and competitive and/or substitute offerings.

- Ensure the Opportunity Development team is expert in key account management and building productive relationships in client accounts.

Professional Background and Personal Qualities

• Sales/business management experience in a semiconductor capital equipment company of at least $50M annual revenues, selling products and services to OEMs.
• Experience working in an environment that successfully integrates sales and marketing programs.
• Willingness to comply with company policies and standards, in particular those related to travel and safety (e.g. COVID vaccination policy).
• Leadership, mentoring, and setting of high standards for developing direct reports.
• Strong analytical capabilities in developing sales forecasts, assessing sales performance, and contributing to incentive compensation plans.
• Existing relationships with leading semiconductor OEMs.
• Track record of strategic and operational excellence when managing a portfolio of high value customers, including driving work streams that require a high degree of cross functional collaboration.
• Dynamic, self-motivated, proactive approach to taking on challenging assignments.
• Unquestionable integrity and values, impeccable character.
• Demonstrated proficiency in independently developing and executing a prospecting-outreach-close strategy in new or challenging companies and/or innovative partnerships.
• Demonstrated ability to lead and influence teams.
• Exceptional presentation and verbal & written communications skills that enable you to both pitch YES to leaders of the customer’s or prospect’s industry and convey your long-term vision and strategic process to your internal stakeholders. The presence and self-confidence to use these communications skills to convince others to buy into proposals and plans.
• The conviction and optimism to consistently communicate and engage others for the successful execution of sales plans.
• Strong track record of building partnerships, from prospecting to closing at an enterprise level, that are in particularly challenging companies, and involve multiple stakeholders and levels of decision makers.
• Demonstrated experience in developing strategic and tactical elements of a sales plan.
• Documented track record of success in large capital equipment “solution selling”.
• Experience that provides an intuitive understanding of how large organizations work and an ability to quickly speak the language of different organizations.

Qualifications

• BS degree required in technical field; MBA a plus.
• At least 10 years’ relevant and successful sales/business experience within the semiconductor capital equipment space.

Compensation

• YES also offers a performance-based annual bonus and a competitive benefits package, which includes a 401(k) match, medical, dental, vision and life insurance, in addition to flexible PTO and company stock.

Additional Information

• YES is an equal opportunity employer and values diversity. All employment is decided on the basis of qualifications, merit, and business need.
• YES prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.
• COVID vaccine, background check, and pre-employment drug screen required.
• Applicants must be currently authorized to work in the United States on a full-time basis.

Come find out why YES is such a great place to work. Apply today!