Job Summary & Responsibilities
The Sales and Account Manager is responsible for driving revenue growth and managing customer relationships supporting Key Strategic Accounts in the North America region. This role requires developing and executing detailed account‑level sales strategies, coordinating cross‑functional resources, and ensuring a high level of customer satisfaction while meeting Onto Innovation’s revenue and margin objectives. The position reports to the Account Director and serves as a key interface between customers and internal stakeholders, including factory operations, applications, service, and executive leadership.
Key Responsibilities
Sales Strategy & Account Management
- Develop and execute detailed sales strategies, including objectives and action plans, for specific sales opportunities and assigned accounts to grow Onto Innovation revenue while protecting corporate margin objectives.
- Manage the total Onto Innovation–to‑customer relationship, including executive, technical, marketing, service, and operations interactions.
- Maintain a proactive approach to account management by identifying risks and potential issues before they impact customer satisfaction or revenue.
Customer Engagement & Communication
- Schedule and conduct customer meetings, generating detailed Sales Call Reports with defined action items and follow‑up plans.
- Track action lists and ensure timely closure of all open issues.
- Arrange and deliver technical presentations at customer sites and support customer visits to Onto Innovation facilities.
- Serve as the primary point of contact for sales‑ and service‑related customer issues, ensuring rapid resolution and maintaining customer confidence.
Forecasting & Commercial Management
- Own and manage the weekly sales forecast using Excel and SharePoint, maintaining a rolling six‑month outlook.
- Ensure quotes are generated accurately, delivered in a timely manner, and properly entered into the Onto Innovation revenue plan.
- Monitor customer receivables and work with customers and internal finance teams to resolve collection challenges.
- Support commercial negotiations and manage Customer Purchase Agreements (CPAs) and associated amendments.
Internal Coordination
- Work closely with factory, applications, service, and operations teams to resolve customer issues efficiently and communicate feedback back into the organization.
- Manage customers build configurations, including translating Engineering Authorization Requests (EARs) into Bills of Material (BOMs) as required.
- Support and manage clean order bookings to ensure timely and accurate order execution.
Market & Competitive Intelligence
- Maintain a strong understanding of Onto Innovation’s product portfolio, technology roadmap, and value proposition.
- Stay current on competitive products and market developments, maintaining up‑to‑date competitive presentation materials.
- Develop awareness of key market drivers, trends, and challenges within the semiconductor industry.
Qualifications
Required
- Minimum of 5 years of recent experience in the semiconductor industry.
- Minimum of 7 years of sales experience, with formal training in a structured sales methodology (e.g., Miller Heiman or comparable).
- Experience selling to Tier‑1 semiconductor manufacturers.
- Proven ability to work proactively and identify potential issues before they arise.
- Strong organizational, communication, and relationship‑management skills.
- Solid understanding of semiconductor industry dynamics and customer‑specific challenges.
Preferred
- Experience with semiconductor metrology equipment (helpful but not required).
- Experience supporting complex, multi‑stakeholder customer environments.
Travel Requirements
- Willingness to travel up to two weeks per month to visit customer sites.
Personal Attributes
- Customer‑focused and results‑oriented
- Detail‑driven with strong follow‑through
- Comfortable operating across both technical and commercial discussions
- Self‑motivated with the ability to manage multiple priorities simultaneously
Compensation & Growth
• Base Salary Range:
$ - $, offered in good faith and based on experience, location, and qualifications.
