Semiconductor & High Temperature products Sales Manager

Overview

At Morgan Advanced Materials, our rich history and dedication to innovation define who we are. Since our establishment in the UK in 1856, we have expanded globally, now operating across 70 sites in 18 countries. Our goal is to create a more sustainable world and enhance quality of life. We actively pursue this purpose through the development and production of advanced materials. 

Within our business unit, we specialise in innovating cutting-edge carbon, graphite, and carbide products that deliver outstanding performance. We use our expertise to tackle complex challenges across many diverse industries to provide effective solutions for our valued customers. 

Our products are shaping a better future; from enabling electric cars to charge faster and drive longer distances to maximising the operational efficiency of wind turbines. We are proud to help generate power for billions of people, deliver water to drought-stricken regions, improve the efficiency of industrial pumps, and protect lives both on the land and in the air. 

Key Figures: Revenue £1,114.7m (2023), ~8,500 employees, manufacturing in 20+ countries, and a global customer portfolio. A UK PLC with head office located in Windsor, Berkshire UK.  Listed on London Stock Exchange; Member of the FTSE 250 Index.

Responsibilities

• Enables accelerated commercial delivery in the Semiconductor & High Temperature products market segment in Asia:
• If Manager: Contributes to the development of the commercial strategy for the Semiconductor & High Temperature products Segment in the region, in alignment with the global segment strategy.
• If Director: Develops and drives commercial strategy for the Semiconductor & High Temperature products Segment in the region, in alignment with the global segment strategy.
• Gains deep insights and understanding of key application and customers and incorporates this into sound business plans.
• Builds trust-filled partnerships with key customers in order to help them achieve success through our products and services.
• Participates in the development of strategic partnerships with key players in the region and builds enduring relationships.
• Reproduces successes through new business development with new customers.
• Optimizes our market share with key customers, maximizing our revenue and profitability
• Drives sales with sound processes and a data driven approach. 
• Participates in the negotiation of win-win contracts and deals in order to grow the business.
• Uses our commercial tools such as CRM, BI QlikView, Sales Matrix, Market Maps, Negotiations and Value-Pricing tools. 
• Accountable for the accuracy and reporting of sales data, for regular cadence, annual and quarterly budgeting and forecasting.

• Collaborates with the Global Semiconductor & High Temperature products Segment team to deliver:
• Negotiations with large accounts.
• Maintaining an overall pricing, product and customer strategy for the region, in alignment with the global segment strategy.
• Strategic account management to develop long term partnerships.
• Works together with the other regional sales leads to ensure consistency in the sales process and customer experience.
• Channel management as needed.
• Builds a strong team centered on strong commercial acumen, creativity and customer focus:
• If Manager: Responsible for managing and developing the performance of a highly successful and ambitious sales team, to exceed sales expectations and deliver growth targets year on year.
• If Director: Accountable for directing and developing the performance of a highly successful and ambitious sales team, to exceed sales expectations and deliver growth targets year on year.
• Sets demanding targets for their team and reviews them monthly in the light of changing circumstances.
• Translates targets into short, medium and long-term goals for the team.
• Deploys sales support teams regionally to understand customer needs and develop custom solutions, training tools, and services to strengthen our relationship and exceed our key customer needs.
• Ensures the delivery of excellent customer service and supply chain solutions across the region through close collaboration with support teams.
• Communicates proactively across the region to maintain focus and drive delivery to goals.
• Provides Customer Feedback and Market Intelligence to aid product development:
• Supports development of new products or applications within the segment through the provision of regional market intelligence, applications knowledge and customer feedback.
• Partners effectively with supporting functions by open and transparent communication, expectation setting, common processes and review cadence:
• Customer Service: Partner with customer service teams regionally, to ensure delivery of an excellent service and proactively solve problems.
• Regional Operations and Supply Chain:  Collaborates to communicate customer needs, solve problems proactively, participate monthly in S&Op processes, together forecast and overall set the tone for customer-focused operations in our plants within the region.
• Global Marketing Communications:  Communicate regional needs to the global marcom team so that they can deploy the messaging appropriately.  Partner for successful documentation and sharing of collateral and other documents. 
• Strategic Projects and NMD:  Partner with our new business team as required on successful orchestration of bigger and more strategic projects.  Support the annual strategy and planning review sessions.

• To contribute to the wider Electrical Carbon GBU through encouraging best practice sharing, identification of business opportunities and other activities as requested.

• Environmental, Health & Safety, Risk & Compliance
  • Ensure all team members are compliant with the spirit of the Morgan Code, complete all ethics and compliance trainings, and have the relevant information to enable them to safely carry out their duties.
  • Support the safety improvement initiative through promoting and supporting the Morgan ‘ThinkSAFE’ ethos, and lead by example at all times.

Key Performance metrics and objectives:

• Regional Revenue Accountability in the segment
• Regional standard margin responsibility
• New business lead development
• Customer Satisfaction KPIs
• Sales Forecast Accuracy
• Enabling Cash targets to be achieved, by ensuring payments made within proper timeline

Qualifications

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Demonstrates a consistent commitment to excellence and business growth
• Strategic thinking – thinks long term, takes data driven decisions, influences stakeholders effectively to drive change
• Customer focus and a passion for winning new business
• Innovation focus and acumen in new business development
• Continuous Improvement focused
• Ability to manage teams remotely
• Manages relationships by creating strong personal bonds, building rapport, finding common ground, communicating convincingly, and solves disagreements effectively
• Benchmarks against best practices and constantly raises the bar for self and others
• Understands broad organizational issues and applies that knowledge in making business decisions.
• Provides timely, direct, specific, and actionable positive and corrective feedback
• Leads by example
• Creates a climate where honest debate is encouraged, and the truth is spoken even when it is difficult to hear
• Can inspire and motivate all types of people – boss, peers, and/or direct reports - influencing their thinking and actions without relying on position power or intimidation
• Explains the bigger picture by communicating the WHY when cascading company information in a consistent, timely, clear manner and expresses support
• Considers the impact of decisions and actions on a broad basis

Requirements:

• Experience with New Business Development and Key Accounts Management
• Exposure to the Semiconductor & High Temperature products global market, preferably Collector through direct work experiences, and expertise in the Semiconductor & High Temperature products market
• If Manager: 5 years + experience in sales, marketing, or new business development for technology companies
• If Director: 10 years + experience in sales, marketing, or new business development for technology companies, leading commercial teams, and a track record of revenue growth
• Degree educated (preferable)
• Multilingual ability would be an advantage

Morgan Advanced Materials is an EEO/AA/M/W/D/V Employer Ind-1