Main Responsibilities Of An Account Manager At ELREPCO
Aman's role as an Account Manager at ELREPCO involves "generating new business" in the Data Center and autonomous driving sectors, encompassing the entire sales process from lead generation to deal closure. The position is less about direct customer persuasion and more about internal coordination, "piecing together all these different groups of people" to navigate complex supply chains and long lead times inherent in the semiconductor industry, acting as an "orchestrator" to ensure successful deal execution.
Sales, Business Development, Supply Chain Management, Negotiation, Project Management
Advizer Information
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Aman Sheth
Account Manager
ELREPCO
Purdue University Class of 2019
Currently pursuing MBA at UCLA Anderson
Engineering - Mechanical
Electronics & Semiconductors
Sales and Client Management
Immigrant
Video Highlights
1. Working with various teams across the organization, such as business development, supply chain, legal, and factory teams, to successfully close deals.
2. Negotiating prices and managing customer expectations in a complex sales process involving multi-million dollar deals.
3. Understanding and managing long lead times in the semiconductor industry and the importance of supply chain management in deal execution
Transcript
What are your main responsibilities within your current role?
I'm responsible for sales and business development for Data Center and autonomous driving accounts. This essentially means I'm responsible for generating new business across the entire sales process. This ranges from lead generation all the way to deal execution and closing.
When people think of sales, they often imagine convincing customers to buy products. In enterprise sales, however, where you're closing multi-million dollar deals with very large customers, the customers generally know what they want. About 20% of your role is convincing the customer or getting their attention. The other 80% is internal, focused on putting all the pieces together to execute the deal.
This involves working with business development managers to determine pricing. Then, you speak with the customer, negotiate, and settle on a price they're happy with. Once that's done, you have to deliver the products.
In the semiconductor industry, this is not as simple as with software. You can't just flip a few switches. With semiconductors and hardware, lead times can be 16, 30, or even 50 weeks long. Closing on the purchase order is only part of the process.
The rest involves dealing with the supply chain and ensuring parts reach the customer. This requires working with internal supply chain personnel and business operations. You plan when the customer will receive parts, working with the factory to understand capacity constraints and delivery timelines.
You also work with the legal department before any sensitive discussions. This includes putting an NDA in place. The role of an account manager is to piece together all these different groups and their individual tasks. You act as an orchestrator, or almost like a quarterback, ensuring deals get executed.