Job Description

About

The ADI Sales team is seeking a motivated Sales Account Manager to provide support to our Aerospace & Defense accounts in Germany. As part of our dynamic sales team, you will work to develop a winning strategy that will grow design wins, customer relationships, and long-term profitable revenue growth. This position will have high visibility within all departments of ADI and requires account ownership, self-drive & accountability. You will be joining a team of seasoned sales professionals that will offer mentorship, coaching & guidance while integrating into the position.

As an Account Manager, you will work in conjunction with Field Applications Engineers (FAE) and Business Unit (BU) specialists to support customers by understanding and solving customers’ most challenging application-level problems that span a broad range of technologies. You will drive territory revenue growth by building strong customer relationships and maximizing ADI content on new customer designs.
 

Aerospace and Defense Market

Analog Devices, Inc. (ADI) has a significant presence in the Aerospace and Defense market, leveraging its advanced technologies and expertise in high-performance analog, mixed-signal, and digital signal processing solutions, and including Sensor technologies, Power Management, Communications(RF/Microwave/SDR), Electronic Warfare and Radars. ADI is committed to supporting the Defense and Security market through the development of cutting-edge technologies that enhance the capabilities of modern aerospace and Defense systems. This commitment ensures that military and aerospace systems operate with the highest levels of performance, reliability, and security.

Key Responsibilities

  • 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
     
    • Job Req Type: ExperiencedRequired Travel: Yes, 50% of the timeShift Type: 1st Shift/Days

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