ROLE PURPOSE:

 

· Responsible for the achievement of the sector plan, while primarily focussing on the Semiconductor Segment, for orders and opportunity development for the all Malvern Panalytical products.

 

· Managing Malvern Panalytical’s relationship with semiconductor and wafer/crystal customers through strategic planning and value-based selling.

 

· Proactively developing ‘business’ by engaging and collaborating with customers.

 

· Ensuring best possible coverage, representation and customer satisfaction levels for developing the Malvern Panalytical portfolio.

 

· Provide sales leadership and pre-sales activity to maximise the successful conversion of sales opportunities for the Malvern Panalytical portfolio.

 

 

RESPONSIBILITIES:

 

·         Contribute to achieving the sector plan through sales of the Malvern Panalytical portfolio relevant for the semiconductor and crystal/wafer industry and related R&D

·         Achieve pre-established sales quota and profitability targets,

·         Represent Malvern Panalytical at trade shows, workshops and seminars

·         Contribute to the (sector) team effort to grow the country and territory (sector) business

·         Grow the opportunity pipeline through strong and proactive outbound prospecting

·         Travel throughout the assigned territory to call on existing and prospective customers

·         Develop and maintain strong relationships with accounts, aiming at developing the Malvern Panalytical brand, maximizing customer satisfaction, business retention and growth

·         Demonstrate value-based selling, using the Miller Heiman approach.

·         Support Large and Strategic Account Management programs (LAMP & SAMP)

·         Use Salesforce Lightning CRM software and other technology tools to maximise business productivity and improve communications within the Malvern Panalytical and with customers

·         Analyse and articulate customer and market needs and provide market insight, trends and business messaging to Product Management and Sector Marketing specialists

·         Present a professional manner at all times and adhere to the Malvern Panalytical / Spectris Code of Business Ethics, Ethical and H&S policies

 

 

IMPACT:

 

·         Growth and profitability of sector sales revenue

·         Build technical competency on Malvern Panalytical solutions and be perceived by customers as a credible technical resource

·         Major impact on customer satisfaction

·         Maintain and build upon the professional image of Malvern Panalytical

 

 

ACCOUNTABILITY:

 

·         Wins the right way, works independently to achieve agreed (sector) objectives within the Code of Business Ethics

·         Monthly and annual achievement of (sector) targets and objectives 

 

 

KEY PERFORMANCE INDICATORS:

 

·         Sales and orders volume

·         Conversation rate of Marketing Qualified Leads (MQLs) into Sales Opportunities

·         Sales Opportunity conversion rate to orders

·         Activity metrics in the Opportunity pipeline

·         New Business Development aligned to strategic growth initiatives

 

 

COMMUNICATION:

Customer and Supplier Communication

Regular communication using latest technology tools.

 

Internal Communication

Regular but effective and efficient communication with Sector Sales Manager, Sector sales team, Segment Marketing, Territory Marketing, Product Management, Inside Sales, Technical Specialists and Application Scientists.

 

 

SKILLS AND KNOWLEDGE REQUIRED OF THE JOB HOLDER:

Entry Qualifications

·         BSc or MSc or PhD Chemistry, Chemical Engineering, Physics or related field of science.

 

Skills & Experience

·         Well informed and connected to the semiconductor and/or wafer industry and R&D

·         At least 2 years’ experience selling scientific instruments/equipment/systems (e.g. spectroscopy, microscopy, image analysis, x-ray analysis, particle characterisation) in semiconductor/wafer manufacturing or a closely related segment

·         Experience with X-ray-based semiconductor metrology techniques is a strong plus

·         Action oriented and self-driven for results

·         Excellent verbal, written, and presentation communication skills

·         Ability to work independently, with initiative and good, ethical & business judgment

·         Strong organisational, planning and time management skills.

·         Strong interpersonal skills and a good listener

·         Substantiated capability to negotiate and close business.

·         Adaptive to dynamic and changing environment

·         Mature disposition, positive attitude and strong sense of commitment

·         Ability and willingness to travel frequently

 

 

Knowledge

·         Minimum 2 years’ technical sales of technologies within the Materials Sciences sector

·         Will need to be proficient and knowledgeable with the entire Malvern Panalytical product portfolio

·         Experience with Salesforce CRM database would be a benefit

·         Experience with Miller Heiman sales methodology or equivalent

·         Excellent communication, presentation and customer management skills required

·         Driving licence required

 

 

CORE COMPETENCIES:

 

• Customer Focus
• Decision Quality
• Drives Results
• Communicates Effectively
• Self-Development
• Collaborates