Global Account Manager

Position Overview

FUJIFILM Electronic Materials, U.S.A., Inc., is a global leader in chemical solutions which enable the semiconductor industry and the digital universe. We have an exciting opportunity for a Global Account Manager!

The Role

We are seeking a senior leader to further enhance our business relationships with global customer and local accounts.  The individual needs to be capable of fostering business relationships both internally and externally to drive business development for leading technologies.  Assist Operations and Business Leads in further developing the breadth of our product portfolio with key customers.  Key objective will be to increase both share and number of products to drive increases sales and profitability to our organization.

This role requires the ability to fully understand the voice of the customer and articulate that clearly to our organization; and be capable of managing our company’s message back to the customer in seamless manner.  Demonstrates ownership of managing the customer relationship with FUJIFILM Electronic Materials globally.

Company Overview

FUJIFILM Electronic Materials, U.S.A. fuels innovation in the semiconductor industry—where chemistry meets technology. Our advanced materials and formulations enable manufacturers to build the microchips that power Artificial Intelligence, computers, electric vehicles, smartphones, and more.

We’re a global business-to-business supplier of chemical formulations and advanced materials used for manufacturing and packaging semiconductors. Our chemical formulations allow top manufacturers to produce microchips that both power and connect our digital world. Think you’ve got what it takes to build a more connected world? Then connect with us today and challenge the boundaries of what’s possible—for the world and your future.

We have six U.S. manufacturing and Research & Development facilities, located in: Mesa, Arizona; Castroville, California; Hollister, California; Carrollton, Texas; and North Kingstown, Rhode Island—each offering unique local experiences, from vibrant cultural scenes to historic charm.

Fujifilm is globally headquartered in Tokyo with over 70,000 employees across four key business segments of healthcare, electronics, business innovation, and imaging. We are guided and united by our Group Purpose of “giving our world more smiles.” Visit: https://www.fujifilm.com/us/en/about/region/careers

Job Description

Key responsibilities for this role include:

• Formulate & implement plans/strategies to strengthen & maintain the strategic relationship with key global customers. Work with Global Business Directors and Global Managing Directors on critical issues to support Business growth globally.  Escalate & drive resolution of global issues if not getting the support & response needed by global counterparts.
• Responsible for defining and achieving the key Global sales budgets. Coordinates with LAMs to have global sales budget aligned. Owns and coordinates the development of global annual sales plan by forecasting future needs, utilizing previous year's sales plan/performance, current objectives and budget guidelines.
• Lead and Support Local Account Managers (LAMs) responsible for the Customer R&D sites & assure proper development & implementation of sales growth strategies for all relevant business areas short & long term.
• Develop and maintain clear partnership and communication between GAM and LAMs.
• Assure that LAMs are fulfilling their assigned tasks (responsible for entering SQNs, SCMs, Audits’ support, budget planning, issues’ resolution) by monitoring their performance against plan through weekly/monthly reporting and course correcting as needed to achieve budget.
• Act as primary VOC “voice of the customer” to FFEM global and drive customer’s global issues throughout the FFEM organization by utilizing LAMs, GBDs, and GMDs as needed to maintain customer satisfaction.
• Work/strategize plans for improving customer score cards. Prevent SQNs, resolve issues according to customer’s timeline, comply with all QA items, develop & implement CIPs, fulfill all surveys, training, & assure compliance per our customer requirements.
• Visit (with LAM’s) the different Customer & FFEM sites when appropriate
• Support all businesses and all FFEM One-stop-solution products on new/existing business opportunities.
• Develops and supports sales plans and product positioning in key accounts. Oversees LAMs, monitors competitive activity, and identifies customer needs. Cultivate effective relationships between FFEM and Customer at all levels of the organization.
• Support supply chain and fulfillment and work with operations and business in support of any quality or technical issue
• Collaborate with GBDs, GMDs, and LAMs globally to leverage knowledge and insight and develop successful account strategy.
• Drives sales strategies and ensures accurate, timely, coordinated, and effective sales volume and revenue forecasting.
• Lead as the primary interface with business, technology groups, applications engineering, QA, and operations to manage internal projects targeted to strengthen and grow our global position. Drive value add through global CIP coordination and in the development of new products.
• Determines clear and specific priorities for the development of new products and product enhancements by defining customer needs and working with other internal functional groups.
• Coordinates and/or delivers sales/technical presentations to key accounts in coordination with Business Development team and GMDs.
• Develop recommendations on appropriate prices for new products and on pricing and positioning strategies. Gains GBD approval for ALL pricing changes.
• Leads all customer communication activities globally. Develops protocols for FFEM personnel to follow to communicate with Global Customers.
• Coordinate technical and commercial projects globally using project management skills to effectively measure progress towards objectives.
• Manage global priorities that are aligned with Sr. management objectives. Develop, build and execute commercial business proposals and plans to achieve company objectives.
• Demonstrates unquestioned character, values and integrity. Maintain professionalism throughout internal and external communications, written and verbal without fail.
• Prepare written monthly reports, present quarterly updates to leadership

REQUIREMENTS

• MBA or advanced technical degree. Technical degree in Material Science or Chemical Engineering or related field preferred
• 8+ years of semiconductor experience (materials preferred)
• 5 years of semiconductor sales experience
• Direct experience with selling advanced semiconductor materials to semiconductor fabs/companies preferred
• Strategic thinking and long-term account planning. Demonstrated ability to manage projects throughout the organization utilizing project management, organization, and communication skills
• Track record qualifying materials in High Volume Manufacturing preferred
• Demonstrated customer facing leadership with proven track record to develop and nurture customer relationships based on trust
• Familiarity with specialty chemical categories such as photoresists, wet chemicals, CMP slurry, or advanced materials
• Technical acumen and ability to translate customer needs into solutions
• Cross-functional leadership and influence without authority
• Global mindset with cultural awareness
• Results-driven with strong commercial instincts
• Extensive travel will be required, including domestic and international.

ADDITIONAL REQUIREMENTS

We value a professional, adaptable, and collaborative work environment. The following competencies are essential for success in any role and reflect our commitment to effective teamwork, problem solving, and workplace communication. 

• Resilience -Ability to adapt to workplace challenges, maintain professionalism, and manage responsibilities effectively.
• Communication -Capacity to clearly and professionally exchange ideas, interact respectfully with colleagues and customers, and foster positive workplace relationships.
• Reasoning & Decision Making -Ability to analyze information, follow verbal and written instructions, and make logical, sound decisions.
• Comprehension -Capability to understand and complete tasks as assigned and solve problems effectively.
• Organizational Skills -Competence in managing multiple priorities, maintaining accuracy, and staying focused despite potential workplace distractions.

To all agencies: Please, no phone calls or emails to any employee of Fujifilm about this requisition. All resumes submitted by search firms/employment agencies to any employee at Fujifilm via-email, the internet or in any form and/or method will be deemed the sole property of Fujifilm, unless such search firms/employment agencies were engaged by Fujifilm for this requisition and a valid agreement with Fujifilm is in place. In the event a candidate who was submitted outside of the Fujifilm agency engagement process is hired, no fee or payment of any kind will be paid.

EEO Information

Fujifilm is committed to providing equal opportunities in hiring, promotion and advancement, compensation, benefits, and training regardless of nationality, age, gender, sexual orientation or gender identity, race, ethnicity, religion, political creed, ideology, national, or social origin, disability, veteran status, etc.

ADA Information

If you require reasonable accommodation in completing this application, interviewing, completing any pre-employment testing, or otherwise participating in the employee selection process, please direct your inquiries to our HR Department ([email protected]).