Lead Account Manager

Solstice Advanced Materials -
上海市

立即申请

职位详情

全职
4 天前

完整职位描述

The successful candidate will be responsible for identifying strategic opportunities, developing target accounts, influencing technical specifications, supporting design-in activities, managing channel partners, and converting qualified opportunities into sustainable revenue. This position requires strong business ownership, disciplined use of digital tools, high data literacy, and the ability to collaborate effectively across commercial, technical, supply chain, product, and leadership teams.

About Solstice Advanced Materials

Solstice Advanced Materials is a leading global specialty materials company that advances science for smarter outcomes. Solstice offers high-performance solutions that enable critical industries and applications, including refrigerants, semiconductor manufacturing, data center cooling, nuclear power, protective fibers, healthcare packaging and more. Solstice is recognized for developing next-generation materials through some of the industry's most renowned brands such as Solstice®, Genetron®, Aclar®, Spectra®, Fluka™, and Hydranal™. Partnering with over 3,000 customers across more than 120 countries and territories and supported by a robust portfolio of over 5,700 patents, Solstice’s approximately 4,000 employees worldwide drive innovation in materials science. For more information, visit Advanced Materials .

Sales Strategy and Business Development

Develop and execute a sales strategy for thermal interface materials in China’s AI data center, high-performance computing, cloud infrastructure, and advanced electronics markets.
Identify, qualify, and manage strategic opportunities from early customer engagement through technical evaluation, design-in, qualification, commercial negotiation, and production ramp-up.
Build a strong and measurable sales pipeline, with clear account plans, opportunity priorities, revenue targets, customer milestones, and execution actions.
Drive revenue growth through direct customer engagement, value-based selling, strategic account penetration, and effective coordination with authorized channel partners.
Monitor market trends, competitor activity, customer technology roadmaps, and application requirements to support business planning and resource prioritization.

China AI Data Center Ecosystem Engagement

Leverage strong knowledge of China’s AI data center industry, including cloud infrastructure, AI servers, GPU and accelerator systems, networking equipment, optical modules, power electronics, and advanced thermal management solutions.
Maintain active relationships and touch points with customers and partners across engineering, sourcing, procurement, quality, operations, manufacturing, NPI, and executive functions.
Develop trusted access to key stakeholders across OEMs, ODMs, EMS providers, AI server manufacturers, thermal module makers, heat sink suppliers, cold plate suppliers, and related ecosystem participants.
Translate customer and ecosystem insights into actionable account strategies, application priorities, forecast inputs, channel plans, and commercial recommendations.

Electronic Manufacturing, Heat Sink, and Channel Partner Development

Develop and strengthen customer and partner relationships within electronic manufacturing, heat sink, thermal module, vapor chamber, cold plate, and liquid cooling-adjacent industries.
Support customer engagement across R&D, thermal engineering, mechanical engineering, process engineering, supplier quality, sourcing, and manufacturing operations.
Manage channel partners with clear expectations on demand creation, opportunity registration, customer coverage, pricing discipline, inventory visibility, point-of-sale reporting, and compliance with company policies.
Partner with distributors and value-chain participants to improve customer responsiveness, qualification support, forecast accuracy, and long-term account development.

Technical and Application-Based Selling

Apply strong working knowledge of thermal interface material applications, including phase change materials, thermal gap pads, thermal gels, greases, insulation pads, adhesives, and other high-performance thermal management solutions.
Understand and communicate key application and specification factors such as thermal conductivity, thermal impedance, bond line thickness, compression force, interface pressure, pump-out resistance, reliability, material compatibility, manufacturability, reworkability, and automation suitability.
Collaborate with technical service, field application engineering, product management, R&D, quality, and supply chain teams to support customer evaluations, sample feedback, qualification activities, issue resolution, and technical discussions.
Convert customer technical requirements into clear commercial actions, including product positioning, pricing input, forecast assumptions, account planning, and development priorities.

Required Qualifications

Bachelor’s degree in Engineering, Materials Science, Chemistry, Electronics, Business, or a related discipline; advanced degree preferred.
Significant experience in sales, business development, key account management, technical sales, or channel management within thermal interface materials, electronic materials, thermal management solutions, semiconductor packaging materials, or related high-performance materials industries.
Demonstrated customer network and business development track record within China’s AI data center, electronics manufacturing, server, thermal module, and heat sink ecosystems.
Proven ability to engage senior commercial stakeholders and technical decision makers, influence specifications, manage complex opportunity cycles, and deliver profitable revenue growth.
Strong data literacy and hands-on experience using SAP demand planning tools, Salesforce.com CRM, or comparable enterprise systems to manage forecasts, pipeline, account plans, and business reviews.
Strong channel management capability, including distributor development, opportunity tracking, compliant customer coverage, inventory and POS review, and channel conflict management.
Fluency in Mandarin Chinese and professional working proficiency in English are preferred for effective engagement with local customers and regional or global internal teams.

Competencies and Working Style

Highly self-driven, proactive, accountable, and able to operate independently in a fast-moving and competitive market.
Strong ownership mindset, with the ability to build customer access, mobilize internal resources, follow through on commitments, and deliver measurable results.
Excellent communication, negotiation, and stakeholder management skills, with the ability to present technical and commercial topics clearly to customers, partners, and leadership teams.
Strong team spirit and collaborative attitude, with demonstrated ability to work effectively across sales, technical service, product management, R&D, supply chain, quality, finance, legal, and regional or global leadership teams.
High integrity, sound business judgment, resilience, learning agility, and a disciplined approach to growth, compliance, customer service, and long-term partnership development.

Preferred Experience

Experience selling into AI servers, high-performance computing, cloud computing infrastructure, data center networking, optical communication, semiconductor packaging, advanced electronics assembly, or high-power thermal management applications.
Prior success developing new business opportunities in China through direct account engagement, ecosystem mapping, channel partner activation, and technical design-in support.
Experience managing both direct and indirect sales models, including collaboration with authorized distributors, spec-in channel partners, technical representatives, and value-added partners.
Familiarity with customer qualification requirements, sample logistics, reliability testing, technical documentation, commercial negotiation, supply continuity expectations, and production ramp management.
Ability to travel frequently within China and selectively across Asia to support customer visits, partner reviews, technical discussions, trade events, manufacturing site engagement, and cross-functional business reviews.

Key Performance Indicators

Revenue growth, margin contribution, and new business development within assigned strategic accounts and target applications.
Quality and conversion rate of qualified pipeline, including customer engagements, samples, qualifications, design-ins, and production wins.
Expansion of customer and ecosystem relationships across AI data centers, electronics manufacturing, thermal module, heat sink, and channel partner networks.
Accuracy and discipline of Salesforce.com CRM updates, SAP demand planning inputs, forecast reviews, and account planning documentation.
Effectiveness of cross-functional collaboration in supporting customer qualifications, resolving issues, improving forecast visibility, and enabling sustainable business growth.

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