Principal Account Manager, Key Accounts

Analog Devices is looking for a Key Account Manager (KAM ) to join the team based in Livonia, MI. The KAM develops and expands an international account that is highly strategic to ADI with complex requirements, establishing ADI as a strategic partner with the customer while driving profitable revenue growth for ADI.

The KAM defines and leads the America's strategy for the account in conjunction with the GAM where applicable. The KAM also ensures the strategy is executed, driving customer engagement, and understanding throughout ADI, and fostering executive level engagements between ADI and the customer.

Key Attributes :

• Driven, with a passion for success for both ADI & the customer
• Relentless and tenacious, balanced with empathy
• Courageous with a high tolerance for risk
• Culturally sensitive, with a natural interest in learning about others
• Open-minded with excellent judgment
• Calm and calculated under pressure
• Diligent and consistent
• Versatile and agile, able to balance high-level concepts with nuance

Primary Responsibilities :

Strategic Account Sales Planning & Execution :

• Develops and carries out a profitable growth plan aligned with ADI Business Unit and Global account’s objectives; understands the P&L for the entire account and major programsDevelops and executes strategies to capture new and competitive business and analyze current & future SAM potential while protecting ADI and customer IP
• Directly leads and creates new opportunity engagements that provide the highest value for the Global account while aligning ADI’s strengths and objectives with customer needs, resulting in differentiated solution proposals
• Synthesizes & simplifies the customer’s complex organization and leads ADI on how to approach the customer from both the customer’s and ADI’s perspective.

Creates an executive relationship map and builds networks from the very highest decision makers, facilitating strategic engagement of ADI senior leadership and customer senior leadershipIdentifies field coverage (Sales and Application Engineering) needed to execute profitable growth and deploys the talent globally to win the most strategic multi-location platformsInteracts directly with ADI executive Business Unit leaders up through ADI CEO, representing the voice of the customer while appropriately articulating the customer objectives, performance, opportunities, and issues

• Assimilates within the Global account’s company culture so they are viewed as a trusted partner with the customer organization
• Understands the entire Global account ecosystem (end customer, design partners, etc.) and leverages partner resources
• Travels globally to both drive new and existing opportunities and curate executive relationships across the entire customer global footprint

Motivating and collaborating with an indirect team :

The KAM will lead the NA team associated with specific accounts. These team members are often indirect reports. The KAM needs to understand customer activity at all North American locations and work with the FSE team to ensure proper alignment and coverage to the overall account strategy.

Management and Leadership :

• Demonstrates the expected ADI leadership characteristics necessary to lead others
• Responsible for performance to plan, understands drivers of gaps to achieving plan and quickly addresses those areas until resolved
• Acts as an advocate for sales staff and is involved in escalations when customer expectations are not being met
• Appropriately rewards and recognizes employees following ADI’s pay for performance philosophy while also driving differentiation across the organization
• Leverages internal capabilities sales operations, sales enablement, FAE, BU resources, HR, etc. to manage and develop an indirect team most effectively
• Manages structural change aligned with overall sales and / or corporate strategy and objectives

Qualifications :

• Demonstrated knowledge in high-level power system architecture, electronic design, and embedded / application software
• Experience with automotive customers and selling into the automotive industry
• Experience with Automotive OEMs
• Inspirational leader and coach who can convey a vision others want to follow, both within ADI and at their customer; ability to lead talent while adapting to the situation utilizing strong coaching skills
• Strategically thinks, behaves, and operates while maintaining a global, long-term perspective
• Expert in ADI selling methodologies and processes with executive-level selling skills
• Highly collaborative; acts as a team builder and team player
• Internal and external communication skills in English language, including meeting facilitation, presentations, and articulation of information tailored to stakeholder audience
• Ability to synthesize complex information across multiple inputs and perspectives external market, customer, ADI, etc.
• Influencing skills; ability to challenge appropriately, creating constructive tension as necessary to drive results
• Problem solving skills to identify, address and drive issues to a mutually beneficial resolution
• Ability and willingness to travel as necessary to conduct stated responsibilities

Ideal location is Southeast Michigan

Job Req Type : ExperiencedRequired Travel : Yes, 10% of the timeShift Type : 1st Shift / Days