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OEM Marketing Director - Electronics

Company Name:
DSM
OEM Marketing Director - Electronics
DEP AM Global San Francisco, CA
Specific experience in working with Bay Area technology customers and the global nature of their value chain.
This person must live in the Bay Area and have an extensive network with technology customers in the west coast, essentially already entrenched in the region.
The Position
Manage and coordinate DEP relationship with key Electronic Original Equipment Manufacturers (OEM) with headquarters based in NA.
Build a (global) organisation structure and process that enables DEP to win globally at these OEMs and their Tiers by being the most innovative and strongest supplier.
This should result in a strong growth in the DEP core products sold into the Electronics industry.
The Challenge
The OEM Account Manager has a complex task to balance his/her time between multiple OEM's who have their own specific systems and requirements. He/she must be able to coordinate a great deal of business activity, being careful to only involve him/herself where value can be added. He/she must work with a broad range of disciplines at the OEM, some of whom have conflicting agendas. He/she works on both immediate issues and developmental issues that can be as far as 5-7 years out.
Because DSM Engineering Plastics has not spent considerable time positioning at the OEM level for many years in the electronics segment, there is a challenge to gain mind share of many people and overcome assumptions about who we are. Most of those people are in contact with multiple materials suppliers, who have deep and long-term relationships. All electronic OEM's are global in nature and will require this person to have multiple contacts in both Europe and Asia with DSM personnel and the customers. They also work in highly developed value chains, where all participants are competing for a slice of the margin, which is continually under pressure.
Knowledge of the DSM product line, understanding the fit in the various sub-segments, and relationship building are important skills that this person must bring to the job.
Job Description
Build and Develop a the approach towards the target OEMs and their Tiers that lead to strong growth of the DEP specialties

Identify and communicate OEM's development and engineering processes, along with their requirements for material suppliers.

Develops personal contacts within the technology, engineering, materials, quality, manufacturing, and marketing organizations of the targeted OEM's to the highest level possible. (typically VP or Group Leader level and higher)

Determines specification lists and approved source lists DSM should maintain annually. Makes recommendation to VP Marketing & Sales on which publications to subscribe.(?)

Identifies existing DSM applications and volumes currently sold through each OEM's value chain and track overall sales to each OEM.

Responsible for maintaining Industry Association Memberships and subsequent industry participation through tradeshows, annual events, and electronic shows.

Works closely with segment leaders and application development engineers to identify and initiate new technology developments and program developments at the OEM. Supported by VP Sales & Marketing and VP R&T.

Negotiates sales contracts/end user agreements with OEM's as required.

Prepares and submits reports as required - including monthly report, annual OEM Accounts plan, customer status, and progress towards sales and profitability objectives.

Communicates electronic market trends, news, and issues proactively to DSM EP management, along with an assessment of the impact to DSM.

Complies with established safety policies and procedures.

Help drive the specification approval process via a strong personal network supported by internal technical support.

Complies with all position requirements as defined in DSM's internal control, quality system and SHE requirements, policies and procedures.

Performs special projects and related duties as assigned
The Ideal
Four Year degree a minimum requirement.
Knowledge of the Engineering Plastics market and OEM customers in the electronics industry.
Knowledge of Account Management and Negotiation techniques required.
Application Knowledge
Financial and Commercial knowledge
Quality systems knowledge
Six Sigma - preferably green belt minimum.
15 years of experience in Engineering plastics Industry with specific focus in the electronics industry.
10 years demonstrated ability to ID key decision makers, build relationships and drive influence.
Demonstrated ability to lead efforts within the development cycle with experience at multiple levels within the value chain.

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