EMEA Key Account Manager (m/f/d)

Erfurt, Germany

Department

Sales

Location

Erfurt

Your Role

• Own and develop a defined portfolio of accounts across the EMEA region, including strategic key accounts, with full commercial responsibility.
• Act as the primary commercial interface for assigned customers, driving long‑term partnerships and positioning X‑FAB as a preferred development and foundry partner.
• Sell and promote the full portfolio of technologies and services offered by X‑FAB.
• Define and execute account‑specific growth strategies across all relevant X‑FAB Business Units and Manufacturing sites, including share‑of‑wallet expansion, new device ramps, technology adoption and cross‑selling initiatives.
• Drive strategic account planning, including customer roadmaps, opportunity pipelines, revenue projections and risk mitigation plans.
• Lead complex customer engagements and executive‑level customer relationships, ensuring structured governance, escalation handling and decision alignment.
• Identify and qualify new business opportunities within existing key accounts, including new products, platforms and technologies.
• Own commercial negotiations for assigned accounts, including pricing frameworks, volume commitments, long‑term agreements and contractual conditions, in alignment with Business Units and commercial guidelines.
• Translate customer, market and application insights into actionable input for Business Unit strategy supporting capacity, investment and technology roadmap planning.
• Act as the commercial orchestrator across customer journey touchpoints, ensuring aligned customer messaging, coordinated opportunity pursuit and consistent value positioning; coordinate and drive cross‑functional X‑FAB teams (Field Application Engineers, Customer Support, Operations, Quality, Finance, Marketing and Business Units) to ensure professional end‑to‑end account execution.
• Maintain accurate forecasting, opportunity tracking and reporting for assigned accounts ensuring transparency and predictability.
• Represent X‑FAB at customer events, technical workshops, executive meetings and industry exhibitions related to assigned key accounts.
• Report directly to the Regional Sales Director EMEA.

Your Profile

• Degree in Electrical / Electronic Engineering, Physics or a comparable technical or business‑oriented engineering discipline (B. S. / M. S.).
• At least 8–12 years of professional experience in the semiconductor industry or a closely related high‑tech B2B environment.
• Strong hands‑on experience in key account management, strategic customer development or senior customer‑facing sales roles.
• Proven track record in growing complex customer accounts across multiple products, technologies or business units.
• Solid technical background with a good understanding of semiconductor physics and process technologies.
• Strong commercial mindset with deep understanding of business development, opportunity management, pricing and contractual frameworks.
• Ability to operate effectively in a matrix organization, aligning customer needs with multiple internal stakeholders.
• Experience in complex, long‑cycle commercial negotiations, including development agreements, long‑term supply models and strategic partnerships.
• Excellent communication, presentation and negotiation skills, with the ability to operate credibly at both operational and executive customer levels.
• Highly structured and proactive working style with strong ownership mentality for customer success and sustainable growth.
• Fluent English is mandatory; German and/or French language skills are an advantage.
• Willingness to travel internationally as required to support key customer interactions.
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