ACCOUNT MANAGER
Company Brief
Sivers Photonics (a subsidiary of Sivers Semiconductors AB) is the world’s most advanced supplier of customised III-V compound semiconductor laser devices, which are critical to high-growth optical communications and optical sensing markets. Our photonic laser devices are enabling next-generation applications, including artificial intelligence, data-centres and ethernet.
We are a key strategic supplier to many Fortune 100 and Silicon Valley customers and collaborate with leading academic institutions and industry research centres worldwide.
From our UK-based foundry near Glasgow, Scotland, we provide end-to-end design, manufacture and qualification for early-phase prototypes and high-volume production, supporting up to 100mm wafer sizes on InP, GaAs, GaSb and GaN substrates.
Our team of over 80 staff are working across roles in R&D, wafer fabrication and backend assembly & test, as well as in various commercial roles.
Role Outline
The Account Manager will be part of the sales team, and responsible for the day-to-day account management of our existing foundry customers, maintaining and improving relationships to deliver high quality service, sustainable growth, and partnership objectives.
The Account Manager will be the first point of contact for these customers managing all aspects of the account including quoting and forecasting, invoice schedule creation, payment milestone compliance, project and delivery updates, dispute resolution, internal reporting, and general administration including CRM updates and maintenance.
The role would be ideal for someone who is organised and professional, numerate, a team player, and able to work cross functionally in a complex high-tech environment to deliver on company objectives. Possibly from a technical, project management, accounts background.
Role Description
Customer Relationships
- Point of contact for all enquiries and communications with assigned customers
- Understand the customer’s business, what we do for them, what they sell
- Understand opportunities and challenges, how can we improve our service
- Represent the customer at internal meetings, be the voice of the customer at Sivers
- Add value and find opportunities to grow the business together, address issues assertively, build trust and be able to hold own in business discussions.
Quotes and Proposals
- Ensure PO coverage in place to deliver annual revenue budget for assigned customers
- Provide accurate quotes for repeat and new business utilising sale tools/process in place
- Create work packages and invoice schedules for NRE/foundry and production RFQs
- Utilise company cost calculator, and agreed pricing schedules, to meet GM targets
- Involve wider team for technical and commercial support, be open about sales pipeline
- Follow company sign-off process ahead of submission back to customers
Budget/Forecasting
- Support the Sales Director and Finance Director with accurate forecasting and budgeting
- Create customer sales plans that result in sustainable sales growth
- Work with customers to improve visibility and forecast accuracy, rolling 6 months view
- Strive for PO coverage that gives engineering and operations time to plan for production
- Deliver quarterly/annual sales targets, hold the business accountable for OTD of WIP
Business Administration
- Responsible for all sales activities related to the customer, all commercial data must be entered and recorded on the CRM system for use by the wider business.
- Data to be maintained includes; customer forecasts, expected PO values and dates, creation of associated invoice schedules and payment milestones, filing of paperwork and other associated sales documents.
- Sharing of WIP progress with customers, keeping them informed of progress vs Commit dates, managing delays, attending a variety of internal meetings each week.
- Maintenance of CRM system to ensure a real-time view of customer revenue potential for current month/quarter/year, reporting to wider business at meetings
- Preparation of reports, updates, future expectations, and meeting notes
- Occasional travel to customers, and where required support company trade shows/events
Key Skills/ Qualities/ Experience
- Degree qualified or equivalent: graduate in a numerate, engineering or business discipline
- Ability to work in a fast-paced complex environment with minimal supervision.
- Experience in photonics or semiconductor wafer fabrication a plus
- Excellent verbal and written communication skills
- Ability to maintain effective relationships with internal and external customers.
- Negotiation skills
Personal Fit
- Result orientated with sense of urgency whilst quality conscious.
- Be willing to uphold company standards, act as a role model and take ownership.
- A highly proactive and organised individual, able to juggle multiple tasks and prioritise
- Someone who loves working with people,
- A team player with energy and drive to accomplish targets and objectives,
- Comfortable in a business with an advanced start-up culture.
Reporting To
Sales and Marketing Director
Should you meet the qualifications for this role and are interested in joining our team, please submit your resume and cover letter for consideration to [email protected].
We are committed to equality of opportunity for all staff and applications from individuals are encouraged regardless of age, disability, sex, gender reassignment, sexual orientation, pregnancy and maternity, race, religion or belief and marriage and civil partnerships.
We look forward to hearing from you!
