The incumbent will be responsible for establishing a new sales strategy to accelerate the penetration and development of the Space, Avionics, and Defense segments.
The primary focus is to strengthen relationships with existing customers and to expand business with new entrants in this rapidly growing arena, promoting ST's image and full product portfolio.
These emerging markets are rapidly opening up, driven by plane electrification, increased space opportunities, and critical Defense sovereignty projects.
Account Management:
* Further develop and deepen relationships with institutional customers.
* Identify and prospect new customers by understanding their applications in detail.
* Promote the full ST portfolio with support from PME, FAE, SME, SAE; ensure customer qualification of ST products for the Approved Vendor List (AVL).
Act as the primary customer contact for escalations and crisis management (e.g., delivery, quality, logistics, payment).
Define budgets, update forecasts, lead contract negotiations, manage backlog and pricing, conduct gap analysis, and implement recovery actions.
Ensure accurate customer profile coding in ST systems (e.g., CMDM), from billing to final shipment.
Build and maintain relationships with current and potential customers through various meetings (operational, service-related, listening to needs) to foster customer intimacy.
Manage the lifecycle of the ST portfolio, from New Product Introduction to Product Change Notification and Product Termination.
Organize and run meetings/workshops with product/system presentations involving technical experts, and conduct training sessions for ST partners/distributors to stimulate demand.
Oversee design opportunity funnel, project tracking, and progress reporting (e.g., Salesforce).
Customer Strategy:
* Develop relationships within the defense and aerospace sectors.
Map customer organizations and decision-making processes to increase presence, network, and influence.
Anticipate future account needs and propose strategic actions aligned with their development plans (e.g., product roadmap, application coverage, service/plant location, resource requirements).
Profile:
Minimum 15 years of experience in the semiconductor and defense sectors.
Ability to develop networks and relationships to build complex ecosystems.
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