Technical Business Development Manager (PCB/IC Substrate)

Job Purpose:
The Technical Business Development Manager will drive OEM customer approvals that yield profitable revenue growth for ESI and our businesses in the target market areas of Mobile Device, IC Substrate, Telecom, Server, Computing, and Automotive electronics.

Assigned to a specific portfolio of named accounts, he/she is directly responsible for achieving pipeline revenue and growth targets as well as assigned strategic account objectives. Builds and expands relationships, develops a pipeline of OEM projects that lead to direct customer revenues through Acceptances, Approvals or Specification of our product technologies with strategically important large customers for our business.

Job Responsibilities:

• Leads the strategic account planning process, or coordinates with a global Strategic Accounts Manager (SAM) if one is assigned, on mutual performance objectives, financial targets, and critical milestones for a one and three-year period for assigned accounts.
• Meets yearly pipeline generation goals, revenue targets, and strategic objectives in assigned accounts.
• Proactively identifies and validates emerging customer needs to create and win additional revenue opportunities within assigned accounts.
• Establishes productive, professional relationships with key personnel in assigned customer accounts to develop a deep understanding of the customer’s business, their ongoing initiatives, and markets.
• Participates in regional and global industry groups/consortia as directed by management.
• Coordinates the involvement of company personnel, including technical, applications and management resources, to drive OEM evaluations, map the customer supply chain, meet account performance objectives, and customer expectations.
• Regularly communicates with business development colleagues, regional sales teams, R&D leaders, and company management to share customer feedback, emerging trends, best practices, and new applications that align with company growth objectives.
• Defines and tracks key performance indicators for OEM projects across various stages of maturity across multiple functions and departments.
• Leads value proposition and solution development efforts that best address customer needs, while coordinating the involvement of global, cross-functional, company resources.

Requirements & Qualifications:
1. A Bachelor's Degree or equivalent is required; an advanced degree is preferred.
2. You must be a proven B-2-B enterprise sales and business development leader with 10+ years of professional outside sales experience. Experience selling in the PRINTED CIRCUIT BOARD and IC SUBSTRATE market is highly preferred. Experience selling technical solutions that involve flexible materials, materials sciences, supply chain management services, and/or chemicals and raw materials to the Mobile Device, Telecom, Server, Computing, and/or Automotive electronics market is also a major plus.
3. You must have a successful track record selling highly technical, solution-oriented, products and services to large, complex, customers. You must be able to prove that you have consistently exceeded sales goals in major/strategic account management roles where winning Acceptance / Approval / Specification was part of the selling process.
4. You should be comfortable following a consistent team-based sales process and methodology for strategic account management planning – where account planning horizons could span 3-5 years and new opportunity sales cycles could last 9-18 months depending on the size and duration of the contract.
5. Ability to translate customer needs into our organization and align with company capabilities.
6. You must be a high-energy, high-character, entrepreneurial sales professional with an unwavering commitment to excellence for yourself, the customer, and your employer. Professional image along with extraordinary organization, leadership, communication, and presentation skills are a must.