Business Development Manager, Semiconductor

Part of the IDEX Corporation, Precision Polymer Engineering LLC is a manufacturer and supplier of high-performance, niche elastomer seals used in critical applications around the globe. At IDEX we are focused on attractive markets where there is sustainable competitive advantage based on technology leading to high growth and profitability.

About the role

Leads PPE’s new business sales activities in the Semiconductor market segment. Responsible for driving & achieving orders, revenue and margin targets, working with strategic and new accounts to build a robust and deliverable project pipeline. Develops & manages strong customer relationships within the Semiconductor market segment with the goal of positioning PPE as the preferred partner for sealing solutions and is a key contributor to the STRAP (strategic planning) and AOP (annual budgeting) processes.

Reports to: Semiconductor Business Line Leader

Responsibilities

• New Business Development (50%):
  • Aggressively pursue new OEMs and their tier supplier base to find best value fit for the PPE value proposition, meeting annual individual and corporate sales goals.
  • Prospect for new clients by networking, cold calling, advertising, or other means of generating interest from potential clients.
  • Identify potential clients, qualified projects, applications, and the decision makers (buying center) within the client organization to ensure a robust pipeline of opportunities.
  • Plan approaches and pitches. Work with team to develop proposals that speak to the client’s needs, concerns, and objectives.
  • Develop and maintain relationships with customers and prospective buyers to create an environment where they will want to buy products from PPE.
  • Negotiate customer contracts and value packages to ensure an acceptable return on PPE resources invested.
  • Implement PPE’s pricing and market strategies as well as business practices.
  • Work with marketing and technical staff to ensure prerequisites (like pre-qualification or getting on a vendor list) are fulfilled in a timely manner.
  • Identify opportunities for campaigns and services that will lead to an increase in sales.
  • Represent PPE at industry functions and provide market feedback to management on trends, competitive landscape, and ideas for new product development.
• Client Retention & Expansion (30%):
  • Present new products and services and enhance existing relationships to further penetrate accounts with new solutions.
  • Work with technical staff and other internal colleagues to meet customer needs.
  • Develop a rapport with new clients and set targets for sales, providing support that will continually improve the relationship.
  • Arrange and participate in internal and external client debriefs.
• Reporting:
  • Develop written Account Plans for Key Target Accounts, including metrics to define annualized sales potential at each account, and submit monthly progress reports.
  • Track and record activity on accounts and help to close deals to meet targets.
  • Manage (update/track) pipeline of opportunities to completion of sale in CRM.
  • Forecast sales targets and ensure they are met.

Requirements

• 5+ years’ experience in successful business-to-business technical selling to the global Semiconductor market segment.
• A bachelor’s degree in any field, preferably in a business function.
• Strong business acumen with an ability to cope with ambiguity while driving positive outcomes.
• Experienced in strategic, collaborative selling within the Semiconductor market segment. Able to call on previous experiences to drive best practices and commercial excellence in PPE.
• Experienced at developing and managing strong customer relationships that deliver results and form win-win partnerships with strategic customer accounts.
• Familiar with the concepts and practice of value selling. Committed to using value selling tools and processes to maximize revenue and margin results.
• Fluent with the use of spreadsheets, analytical tools, forecasting, and presentation of metrics clearly and concisely.
• Willing to travel up to 50%+, mostly locally and occasionally internationally, to attend internal and customer meetings and trade shows.
• Ideally experienced in a broad range of Semiconductor segments, processes, and applications.

Skills

• Ability to work across multiple functions and teams within customer accounts and internally to identify key stakeholders that will deliver positive results to PPE.
• Highly focused and committed to meeting growth and revenue targets. Able to identify and break down barriers that threaten attainment of monthly/quarterly/yearly AOP.
• Confident and credible when working with internal and external groups at all levels. Able to use knowledge and credibility to influence individuals and teams to achieve desired outcomes.
• Team player with a proven track record of identifying and developing business within a collaborative environment both within an organization and with end-user customers.
• Strong interpersonal skills that drive win-win, long-term relationships/partnerships.
• Knowledge of elastomer sealing solutions or related products within the Semiconductor industry highly desirable.
• Self-sufficient.

Pay

The compensation range for this position is $109,800.00 - $164,600.00, depending on experience. This position may be eligible for a performance-based bonus plan.

Benefits

Our comprehensive U.S. benefit offerings include:

• Health benefits
• 401(k) retirement savings program with company match
• Paid time off (PTO)
• Additional benefits and rewards (more information available on our career page)