Job Description

Arlon is seeking a highly motivated Technical Sales Account Manager to bridge our engineering teams and prospective clients, managing the sales process from initial outreach through to long-term relationship building. This role will understand customer needs, provide tailored solutions, and drive revenue growth by matching our product offerings to client requirements.

Principal Responsibilities:

• Sell Arlon and EMC products to printed circuit fabricator customers, aiming to profitably grow market share within the assigned account base.
• Drive new business by introducing new products and securing accounts in the designated territory.
• Build and maintain strong relationships with key individuals across assigned accounts and network with decision-makers to expand business opportunities.
• Conduct product evaluations at customers’ facilities, promoting the use of EMC and Arlon materials in circuit designs for various applications.

Essential Duties and Responsibilities:

• Deliver technical presentations of EMC/Arlon products to fabricators, either in person or via remote meetings.
• Customize product presentations using marketing materials to address the specific needs of each customer, emphasizing both technical and commercial aspects.
• Establish yourself as the primary sales contact for EMC/Arlon materials with circuit fabrication customers and within the broader industry within the assigned account base.
• Collaborate with NA channel partner to effectively distribute EMC and Arlon products.
• Keep up-to-date with competitors’ products and activities, providing valuable input to the marketing team.
• Assist fabricator engineers by providing technical support for processing techniques, testing parameters, and material options to resolve manufacturing and design issues.
• Support sales and marketing teams with product/process literature, newsletters, and technical bulletins.
• Independently or with the sales team, conduct industry and account seminars.
• Collaborate with the product development team to conduct field trials and test materials for new product introductions.
• Participate in industry-sponsored technical meetings, trade shows, and conferences (e.g., IPC events) both in-person and virtually.
• Use the "Know Your Customer" (KYC) methodology to analyze and report on fabricator customer’s business after receiving training.
• Responsible for monthly reports: sales call plans, sales call reports, KYC, territory forecasts including gains and loss.
• Perform other tasks as assigned by the North American Sales Manager.

Compensation:

• Base salary (100-130k) plus sales commission or annual bonus plan - TBD

Benefits:

• Medical plan, vision, dental, life insurance, and 401(k).

Personal Attributes:

• Strong verbal and written communication skills.
• Must have a valid driver’s license and federal identification for travel.
• Must be available for travel, including overnight stays, 30-40% of the time.

Qualifications:

• Bachelor’s degree (B.S.) in Physical Sciences, Chemistry, Engineering, or equivalent from an accredited institution is preferred.
• A minimum of 5 years’ experience in the electronic industry, particularly with laminating materials and printed wiring board (PWB) processing, or a combination of education and experience.
• Ability to perform each essential duty satisfactorily with or without reasonable accommodations.

Physical Demands:

• Regularly use hands/fingers, handle objects, and talk or hear.
• Occasionally stand, walk, sit, and lift up to 10 pounds.
• Must have specific vision abilities including close vision, distance vision, color vision, peripheral vision, depth perception, and the ability to adjust focus.

Work Environment:

• Primarily in a manufacturing environment for electronic materials and printed circuit boards, with reasonable accommodations for disabilities.

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