Account Manager (all genders)

The group you’ll be a part of

The Global Customer Operations Group brings industry insights and experience to help our customers deliver on their technology roadmaps. We work tirelessly to earn the trust of our customers, because we know that working closely together leads to the highest quality outcomes. 

The ideal candidate can be based in one of our major Lam offices in Europe near the customers of the Regional Account Team - Dresden (Germany), Meylan (France), Agrate (Italy) or Enschede (Netherlands).

The impact you’ll make

As an Account Manager at Lam, you play a critical role in building and sustaining long-term relationships with our customers. Working directly with customer stakeholders, you will anticipate needs, coordinate strategic engagements, and support adoption of Lam’s wafer fabrication equipment products and services. Your customer-focused, results-driven approach will strengthen partnerships and reinforce Lam’s position as an industry leader. Own sales activities for Lam’s Etch, Clean, and Deposition systems, as well as CSBG products, for assigned customers and markets within the Lam Regional Account team. Identify opportunities and develop sales strategies for both new and existing accounts in alignment with local and corporate sales programs, strategies, and objectives. Execute effective sales activities to drive customer satisfaction and achieve revenue and market-share targets. Serve as a strategic link to the Field Process Manager and Operations Managers, and actively position Lam’s technology, products, and services.

What you’ll do

• Assess and analyze account and market needs. Partner closely with the account staff and other stakeholders and subject-matter-experts, to understand customer requirements and develop plans to sell Lam solutions, enabling growth and competitive supplier substitution. Execute planned, systematic, and proactive sales activities to penetrate new accounts and expand business with existing customers.
• Engage with the broader account management team to exchange sales and customer-service insights. Organize and deliver presentations, participate in user meetings, and follow up on acquisition and pre-/post-sales activities in collaboration with the CSBG after-sales team.
• Develop deep knowledge of each customer in your responsibility, including their market segment(s), business status, trends, plans, short- and long-term requirements, and challenges, to recommend the right product mix and solutions. Serve as the primary point of contact for contract negotiations. Understand and clearly articulate customers’ technology roadmaps. In partnership with account staff, develop strategic penetration plans to align with future tool purchases. Build and maintain strong customer relationships. 
• Prepare and negotiate quotations, define the System Description (SD), delivery timeline, and product specifications (Spec).  Verify that the System Configuration (SC) aligns with the SD and that the Purchase Order (PO), and Spec are fully synchronized. Communicate changes internally and manage deadlines ahead of customer commitments. 
• Plan, organize, and monitor customer demos and on-site visits in close coordination with relevant departments.  Provide and present the account sales forecast in relevant internal forums, including ongoing status updates in staff calls, and support periodic reporting requirements. Manage book/ship/revenue commitments.  Continuously review active sales projects and programs and communicate progress and results with account management, Field Operations, Sales Support, and other relevant local and corporate stakeholders. 
• Maintain an accurate account database using Lam CRM system (Symphony), including key stakeholders, organizational charts, relevant products, competitive/supplier information, and required documentation. Log account contacts, visits, meetings, programs, activities, and achievements. Ensure a consistent flow of communication between the account team, customers, and required Lam functions and management, including timely handling of customer requests and escalations.  Follow up on Purchase Orders and ensure booking activities comply with the Clean Booking Checklist.  Monitor cash-collection status and take appropriate action to resolve issues. 
• Ensure Lam policies and procedures are followed throughout all customer engagements.  

Who we’re looking for

• Bachelor/Master or PhD degree in electromechanical, electronics, or electrical engineering, plus additional cross-functional education in Marketing, Sales, and/or Business Administration.
• 7+ years of experience in the semiconductor industry, including on-site customer service, sales and marketing, and demonstrated team leadership/management.

Preferred qualifications and competencies

• Strong customer relationship management and analytical skills.
• Fluent English (written and verbal) with strong presentation skills; German is an advantage.
• Strong problem-solving and decision-making skills.
• Ability to build successful relationships in a multicultural environment with internal and external customers.
• Strong service orientation with the ability to influence others and foster collaboration across teams.
• Ability to develop and execute business plans.
• Able to travel frequently within and outside of Europe region.

Our commitment

We believe it is important for every person to feel valued, included, and empowered to achieve their full potential. By bringing unique individuals and viewpoints together, we achieve extraordinary results.

Lam Research ("Lam" or the "Company") is an equal opportunity employer. Lam is committed to and reaffirms support of equal opportunity in employment and non-discrimination in employment policies, practices and procedures on the basis of race, religious creed, color, national origin, ancestry, physical disability, mental disability, medical condition, genetic information, marital status, sex (including pregnancy, childbirth and related medical conditions), gender, gender identity, gender expression, age, sexual orientation, or military and veteran status or any other category protected by applicable federal, state, or local laws. It is the Company's intention to comply with all applicable laws and regulations. Company policy prohibits unlawful discrimination against applicants or employees.

Lam offers a variety of work location models based on the needs of each role. Our hybrid roles combine the benefits of on-site collaboration with colleagues and the flexibility to work remotely and fall into two categories – On-site Flex and Virtual Flex. ‘On-site Flex’ you’ll work 3+ days per week on-site at a Lam or customer/supplier location, with the opportunity to work remotely for the balance of the week. ‘Virtual Flex’ you’ll work 1-2 days per week on-site at a Lam or customer/supplier location, and remotely the rest of the time.