MEL Systems and Services
Website:
melss.com
Job details:
Job SummaryThe ATE Sales Manager is responsible for driving sales growth, developing customer relationships, and expanding market share for Automated Test Equipment (ATE) solutions. The role focuses on identifying business opportunities within semiconductor, electronics manufacturing, automotive electronics, aerospace, defense, and related industries. The incumbent will manage the complete sales cycle from lead generation to contract closure while collaborating with technical, application, and service teams to deliver customer-focused solutions.
Key ResponsibilitiesSales & Business Development
- Develop and execute sales strategies to achieve revenue and profitability targets.
- Identify new business opportunities and acquire customers in target markets.
- Manage the complete sales cycle, including prospecting, qualification, proposal preparation, negotiation, and order closure.
- Build and maintain a healthy sales pipeline through regular customer engagement.
- Generate forecasts and sales reports for management review.
Customer Relationship Management
- Establish strong relationships with key decision-makers, engineering teams, procurement departments, and senior executives.
- Understand customer testing requirements and propose suitable ATE solutions.
- Conduct regular customer visits and business reviews.
- Ensure high customer satisfaction and long-term account retention.
Market Analysis
- Analyze market trends, competitor activities, and emerging technologies.
- Identify growth opportunities in semiconductor testing, electronics manufacturing, and quality assurance sectors.
- Provide market intelligence to support product development and business planning.
Technical Solution Selling
- Work closely with application engineers and technical teams to deliver customized testing solutions.
- Conduct product presentations, demonstrations, and technical discussions.
- Support customers during evaluation, proof-of-concept, and implementation stages.
- Prepare techno-commercial proposals and quotations.
Account Management
- Manage key accounts and strategic customers.
- Develop annual account plans and growth strategies.
- Monitor customer requirements and identify cross-selling and upselling opportunities.
Contract & Commercial Management
- Negotiate commercial terms, pricing, and contracts.
- Ensure compliance with company policies and legal requirements.
- Coordinate with internal stakeholders for order processing and project execution.
Team Collaboration
- Coordinate with Engineering, Application Support, Marketing, Operations, and Service teams.
- Support marketing campaigns, trade shows, exhibitions, and industry events.
- Share customer feedback for continuous product improvement.
Key Performance Indicators (KPIs)- Achievement of annual sales targets.
- Revenue and margin growth.
- New customer acquisition.
- Customer retention rate.
- Pipeline conversion ratio.
- Forecast accuracy.
- Market share growth.
- Customer satisfaction scores.
Required QualificationsEducation
- Bachelor's Degree in Electronics Engineering, Electrical Engineering, Instrumentation Engineering, Semiconductor Technology, or related field.
Experience
- 10+ years of sales experience in Automated Test Equipment (ATE), semiconductor testing, electronics test and measurement, or related industrial automation products.
- Proven track record in B2B technical sales and account management.
- Experience handling large OEMs, EMS providers, semiconductor manufacturers, and electronics companies.
Required Skills & CompetenciesTechnical Skills
- Knowledge of Automated Test Equipment (ATE) systems.
- Understanding of semiconductor test processes and electronic manufacturing environments.
- Familiarity with test and measurement instruments.
- Ability to interpret technical specifications and customer requirements.
Business Skills
- Strong sales planning and forecasting ability.
- Excellent negotiation and contract management skills.
- Business development and strategic account management expertise.
- Financial and commercial acumen.
Soft Skills
- Excellent communication and presentation skills.
- Strong customer relationship management.
- Problem-solving and analytical thinking.
- Leadership and team collaboration.
- Self-motivated with results-oriented approach.
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