Job Description

SUMMARY

The OEM Account Manager will be responsible for expanding Arlon’s and EMC’s business by interfacing with new and existing OEM accounts, with a focus on getting Arlon/EMC materials specified on print and/or approved by the OEMs.

Activities would include constructing a hierarchy model of key OEMs to identify key decision

makers, developing relationships, promoting the Company’s products, and influencing these OEM decision makers to gain product evaluations and trials. In addition, this individual would engage with the OEM engineers, designers, and program managers in the Aerospace, Industrial and Military (AIM) market advising and offering Arlon/EMC products suited for their applications. The OEM Account Manager should be able to use a framework defining the OEM selling process, effectively communicate with his/her manager where they are in the selling process, what has been accomplished, and what steps are next. This individual will also communicate to Arlon/EMC Field Sales Engineers to coordinate activities at the fabricator for conducting product evaluations and

qualifications. Ideally, the OEM Account Manager should be able to interface with decision makers at the OEM, persuade them to evaluate an Arlon/EMC material, coordinate the evaluation with an Arlon/EMC Field Sales Engineer, review the evaluation with the OEM, and get one or more Arlon/EMC materials approved or specified for one or more applications/programs at the OEM.

ESSENTIAL DUTIES AND RESPONSIBILITIES

Primary responsibility: Win OEM approvals and specifications on Arlon/EMC materials in the Aerospace, Industrial and Military (AIM) markets. Communicate with OEMs the Company’s products, capabilities, services and how these are of value to the customer. Build confidence with the OEM decision-maker to gain product evaluations at the fabricators and in targeted OEMs with the goal of gaining print specifications and increasing product sales through the various fabricators the OEM uses. Create sales growth by increasing OEM awareness of the Company’s products through in person, on-line, tradeshow presentations, and conversations. Perform SWOT analysis of our products services with targeted OEM’s verses the Company’s competitors. Make recommendations to the Director of Business Development for ideas to enhance sales and marketing approaches with the goal of elevating effectiveness of OEM marketing and sales.

Provide analysis of key OEMs and in Arlon’s AIM market. Construct PowerPoint presentations to illustrate the Company’s attributes, market trends, market share, strengths, and weaknesses and present to Director of Business Development for sales and marketing considerations.

Develop business opportunities for existing and new products through OEM contacts. Coordinate these efforts with the assistance of the sales force. Solicit and develop customer application requirements into the Company’s product portfolio for print specification, then champion specifications to the sales force.

Contribute to and give input into the Company’s marketing activities to include advertising, promotion, trade shows, in-house seminars, website, product literature, sales, and marketing meetings. Make recommendations to the Dir. of Business Development regarding the Company’s commercial activities and effectiveness at OEM companies, including pricing, OEM targets, product lines for distribution, fabricator accounts and other business opportunities. Regularly develop OEM market forecasts existing and new product opportunities that are being considered or are being targeted for inclusion in budget and sales goals. Perform market studies as required and maintain appropriate information data bases regarding related markets and competitors.

QUALIFICATIONS

The ideal candidate would have an advanced degree or equivalent in Marketing, Business or Engineering with 5 years in related experience. Other acceptable qualifications include undergraduate degree in a technical discipline, Business degree with a Marketing emphasis and 5-7 years related experience, or Sales/Marketing experience with 10 years related marketing (and sales) experience preferably in the electronics industry, or extensive experience in

the printed circuit industry with fabricator and OEM selling and marketing experience.

OTHER SKILLS

• Strong communication skills (oral and written).
• Effective computer skills, familiar with Word, Excel, Power Point.
• Able to give technical and product presentations in person and via virtual meetings.
• Ability to work with all departments within the organization, as well as with customers.
• Must be able to travel significantly (up to 50%). Must be able to rent a car for Company business.
• Must be able to exert, influence and affect change in interaction with those not reporting to the position.

COMPENSATION

The position's total compensation will be around $200k including base and bonus.

Job Tags

Similar Jobs