Strategic Account Manager
International Rectifier is a pioneer and world leader in Power Management Technology. If you are interested in a career with a company dedicated to developing energy saving products that can save 30% of the world�s energy, look no further. IR promotes an environment of innovation and empowerment. We encourage new ideas in technology and business processes to enable us to deliver solutions that improve the global standard of living.
The IR Strategic Account Manager is responsible for developing, deploying and controlling all demand creation sales activities for our Strategic Accounts. The successful candidate must be an aggressive self-starter and enthusiastic to drive and align demand creation activities at strategic and tactical account management levels. The goal is to align IR’s sales and technical teams to be viewed by our Strategic Account as an extension of their team. This person must also coordinate these activities with the OEM/ODM teams worldwide.
The candidate must have the ability to add value by planning and focusing on demand creation, develop and implement innovative account penetration, market share maintenance and growth strategies. The applicant must also demonstrate that they can negotiate high value, contracts and programs.
The candidate must have the ability to align and focus IR’s worldwide resources from Sales, FAE, Applications and Design teams to their Account’s needs. This will require consistent communication with the IR management of these teams assuring they are aligned to support the requirements.
The role will be responsible for evaluating and managing new initiatives to help identify new business opportunities and new power products to create incremental revenue and margins. To achieve this, the applicant will have strong account management skills, communication and interpersonal skills, networking capability and tireless work habits that will withstand a rigorous work and travel schedule.
Essential Duties and Responsibilities
Ensuring long-term profitable growth by developing and executing the strategic and tactical account management process. The process entails developing strong relationships, aligning resources to achieve focus (proprietary) design wins – total system solutions, and driving the execution to revenue realization while maintaining target margins
Define the account strategy including goals, objectives and proposals for the account based on margin, leverage and importance
Identify compelling points where the Company can improve the customer’s cost, value and performance by selling the “value” of the products and services
Assume overall accountability for demand creation (design-in / design win and revenue) initiatives linked to associated Strategic Accounts
Coordinate with Applications, Business Unit Design and the Worldwide OEM Sales team’s activities on a global basis as needed to support the Strategic Account
Partner with local FAE to assure complete coverage and successful penetration of each specific “targeted” location of the Strategic Account.
Ability to communicate at adequate technical levels to ensure correct information is translated internally to help aid the customers design
Penetrate customer design groups at management levels to identify key decision makers
Evaluate and assess competing products / solutions and their market positions; develop and
Implement strategies and plans to differentiate products from competitors while meeting customer and user needs
Negotiate and implement pricing contracts, NDAs, as well as terms and conditions and fulfillment initiatives wherever applicable
Provide/drive regular design-in, design-win, billing, booking and margin actual / forecast metrics – by application, product Strategic Account
Provide communication, feedback and analysis to Corporate Sales and other functional organizations regarding performance vs. plan, competition, customer trends data and other relevant information when required
Evaluate, develop and manage new innovative initiatives which will help capture new leads which can be turned into incremental business in alignment with our focus (proprietary) application technologies
The applicant must be capable of providing leadership, vision, and innovation in Sales and must possess or have demonstrated the capacity to quickly develop sound Sales processes and practices
Strong cross-functional communications, influencing and networking skills, ability to partner across diverse industry groups and within the Company
Education and Experience:
5+ years Sales experience in OEM account management within semiconductor industry – emphasis in Power Management
Bachelor’s in electrical and electronic engineering is essential (BSEE / BSME or equivalent)
Self-directed, energetic, flexible and adaptable with strong leadership capability
Demonstrate level of strategic and tactical ability
Strategic thinking – detail-oriented, anticipates issues, provides unvarnished truth
Pragmatic yet optimistic in communicating and implementing vision
Excellent presentation, teaching and training skills, and the ability to effectively deliver technical material to both technical and non-technical audiences
Strong written and interpersonal communication skills
Well-organized and administratively sound with computer competency
50% travel expected
International Rectifier is an Equal Opportunity Employer.
Education: Bachelor
Job Level: 5-10 years
