Senior Manager / Director - Key Account Management & Business Development [Semiconductor Equipment]

Req ID : Remote Position : Yes Region : Asia Country : Malaysia State / Province : Johor City : Senai

Overview Provides direct and indirect supervision to 2 or more subordinate employees performing diverse roles within the Business Development organization. Accountable for projects or programs on a multi-functional and global basis. Work is guided by broad company objectives and corporate policy and requires developing solutions, precedents, and / or policies. Receives assignments in the form of objectives and develops the strategies and tactics to accomplish those goals. Establishes long-term plans / objectives and recommends changes to policies. Manages department budgets. Erroneous decisions or failure to achieve goals may result in loss of revenue and may have a significant financial impact on the region or corporate profitability. Provides direct supervision to others and coordinates the activities of a portion of the global Business Development organization, with responsibility for results in terms of costs, methods, and employees. Reviews employees’ performance and recommends employee compensation; coaches for improved performance and disciplines as necessary. Provides final approval for subordinate managers’ salary and performance recommendations. Builds cross-functional relationships where persuasive skills, negotiation skills, and considerable tact are required to gain support. Maintains positive relationships with key customers who have a significant impact on the success of the organization. Primary business interface with customer executives on issues related to business management. Interactions normally involve controversial situations, customer negotiations, or influencing and persuading executives internally and externally. Accountable for overall strategic business management within assigned accounts. This role reports to the Customer Unit General Manager.

Responsibilities

Maintains a minimum revenue accountability (a personal sales quota – not a team quota) equivalent to at least US$2M in value-add.

Acts as the strategic business interface for several accounts on a global basis.

Accountable for understanding the customer's overall strategy and direction in the 1-5 year timeframe.

Develops the strategies and tactics (including pricing strategies) which Celestica will use to win, protect and grow business with the customer.

Develops customer presentations and proposals.

Provides direction, guidance and support to the Sales and Operations teams in order to ensure alignment with the strategy and execution of the tactics developed for the account.

Conducts contract and agreement negotiations, including the development and execution of the negotiation mandate and strategy.

Ensures that all RFQ responses & proposals are complete, accurate, on-time & consistent with the overall account strategy.

Represents Celestica’s overall business interests.

Actively manages customer perceptions.

Advises on execution of contract terms and conditions.

Performs analysis, qualification and determines new opportunities.

Coordinates all strategic account activities globally.

Manages / coaches / mentors direct reports.

Knowledge / Skills / Competencies

Demonstrated ability as a top-performing sales professional or sales team manager

Strong business management skills.

High level of business acumen.

Strong time management skills and multi-tasking skills are a requirement.

Strong business development skills, win / win negotiation skills, contract negotiation skills, communication skills, teamwork skills, interpersonal skills are all critical.

High degree of computer literacy, with proficiency in Microsoft Office applications

Strong skills and abilities in conflict resolution, influencing individuals over which you have no direct authority, and developing complex account strategies is critical.

HR / team management skills necessary to manage a team of direct reports

Physical Demands

Duties of this position are performed in a normal office environment.

Duties may require extended periods of sitting and sustained visual concentration on a computer monitor or on numbers and other detailed data. Repetitive manual movements (e.g., data entry, using a computer mouse, using a calculator, etc.) are frequently required.

Frequent overnight travel may be required (25-50%) domestic and international

Duties of this position may require working very long hours for months at a time.

Typical Experience

Eleven to Fourteen years of applicable experience, including a minimum of 4 years of field sales experience and a minimum of 2 years business development / management experience.

Prior Sales Management experience is desirable.

Typical Education

Bachelor’s degree in related field, or consideration of an equivalent combination of education and experience.

Educational Requirements may vary by geography

Notes This job description is not intended to be an exhaustive list of all duties and responsibilities of the position. Employees are held accountable for all duties of the job. Job duties and the % of time identified for any function are subject to change at any time.

Celestica is an equal opportunity employer.

All qualified applicants will receive consideration for employment and will not be discriminated against on any protected status (including race, religion, national origin, gender, sexual orientation, age, marital status, veteran or disability status or other characteristics protected by law). At Celestica we are committed to fostering an inclusive, accessible environment, where all employees and customers feel valued, respected and supported. Special arrangements can be made for candidates who need it throughout the hiring process. Please indicate your needs and we will work with you to meet them.

COMPANY OVERVIEW Celestica (NYSE, TSX : CLS) enables the world’s best brands. Through our recognized customer-centric approach, we partner with leading companies in Aerospace and Defense, Communications, Enterprise, HealthTech, Industrial, Capital Equipment and Energy to deliver solutions for their most complex challenges. As a leader in design, manufacturing, hardware platform and supply chain solutions, Celestica brings global expertise and insight at every stage of product development – from drawing board to full-scale production and after-market services for products from advanced medical devices, to highly engineered aviation systems, to next-generation hardware platform solutions for the Cloud.Headquartered in Toronto, with talented teams spanning 40+ locations in 13 countries across the Americas, Europe and Asia, we imagine, develop and deliver a better future with our customers.

Celestica would like to thank all applicants, however, only qualified applicants will be contacted. Celestica does not accept unsolicited resumes from recruitment agencies or fee based recruitment services.

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