-
- News
- Books
Featured Books
- smt007 Magazine
Latest Issues
Current IssueSolder Printing
In this issue, we turn a discerning eye to solder paste printing. As apertures shrink, and the requirement for multiple thicknesses of paste on the same board becomes more commonplace, consistently and accurately applying paste becomes ever more challenging.
A Culture of Thriving
One cannot simply command thriving; it must be nurtured, developed, and encouraged. In this issue, we explore strategies to improve your working relationship model—both internally and externally. In this culture of thriving, your business will grow in the process.
Certifications
Certifications have historically been seen as a cost of doing business, but how do we turn them into a positive ROI and a value to both customer and vendor?
- Articles
- Columns
Search Console
- Links
- Events
||| MENU - smt007 Magazine
The Role of an Account Manager Within an EMS Provider
May 19, 2017 | Neil Sharp, JJS ManufacturingEstimated reading time: 9 minutes
![](https://iconnect007.com/application/files/2416/3121/8551/NeilSharp-JJS.jpg)
The account management role can mean very different things across industries and electronics manufacturing is no different. When you start digging deeper into the internal structures of electronics manufacturing services (EMS) providers, you will find their definition of what an "account manager" does is different to their competition.
At any given time, an account manager could be working on a new quote, resolving issues on products going through production, and discussing shipping requirements for products built and awaiting dispatch. It is a truly varied role and one that demands a blend of skills, including sales, customer service, supply chain management, project management and technical expertise.
So, how do you start to compare EMS providers when it comes to their account management team? Does it really matter what role they play? And how crucial do you believe they are in helping you achieve your outsourcing objectives?
To help you decide, we look in-depth at some of the common activities an account manager typically carries out on your behalf when you decide to partner with an EMS provider.
Before we get into the post, it is worth mentioning that some EMS companies use different terminology and may refer to this position as a project manager, customer service relationship manager or even program manager. It is also worth noting that not all EMS companies will have the resources available to assign dedicated account managers. Depending on the size and structure of the business, you could find yourself dealing with someone in a production or operations role. While this approach offers some benefits – i.e. a direct link straight to the shop floor (useful for build updates) – you often find you have multiple contacts to deal with, which can, at times, lead to miscommunication occurring and things getting missed.
So, what does an account manager do?
Well, put simply, they are responsible for managing every facet of your account – from quote preparation right through to shipping and invoicing. Of course, they will need to be supported by other departments but they are ultimately responsible for servicing your account and making sure all of your outsourcing objectives are achieved. A vital piece of the outsourcing puzzle, I'm sure you would agree?
Let's take a closer look at some of the day-to-day activities you can expect an account manager within an EMS provider to carry out.
Quote preparation
A large proportion of their time will be spent quoting new business. As your single point of contact, they will collate the relevant build information you send across and be expected to file this securely. They will then load your bill of materials (BOM) onto their system and create any new material part numbers that are not already stored in their database. Once the BOM is complete they will liaise with their procurement teams to obtain any material costings they need and also their engineering department for labor timings.
On receipt of this information, they will then carefully craft a quotation based on your original requirements and confirm back to you (as a minimum) the price and lead-time for the product or system. Depending on the nature of your inquiry, the account manager may also need to communicate other factors to you – for example, associated material minimum order quantities (MOQs), tooling costs, technical queries, or any assumptions they have made during the quote process.
The quote process (and, therefore, the time it takes to respond) varies significantly from one EMS provider to another. Some will prepare "rough" or budgetary figures using little more than a spreadsheet. MOQs and assumptions may be omitted from the quote until a firm order is placed as it could be argued they are subject to change and too much detail at this stage. This approach allows those EMS suppliers to respond quickly with a price but any extra work in terms of BOM creation and part number verification is likely to take place after an order is placed. The downside of this approach is that if there is extra work required it can start eating into the quoted lead-times. In turn, those EMS providers begin to put additional pressure on their supply chain and production teams to catch up lost time. Providing this doesn't affect deliveries, I guess you could argue it isn't much of a problem?
Alternatively, some EMS companies will spend time upfront ensuring the materials and BOM are coded correctly on their main business system and all other details (MOQs, lead-times, alternative devices, gaps in data etc.) are captured within the quote. Although this can take a little longer, it does mean that when an order is received minimal work is required before the materials are ordered and works orders are created and scheduled into production. It also means that all potential issues are highlighted to you upfront rather than slowly creeping out of the woodwork a few weeks after you place your order.
Order loading
On receipt of your purchase order, the account manager will verify that what they have received matches what they originally quoted you. This process is known as "contract review" and requires the account manager to check:
- The price on your order matches the price they quoted.
- The delivery date you have requested matches the lead-time quoted.
- The revision level of the part you have ordered matches the revision level they quoted.
- Any additional costs (MOQs, tooling etc.) have been covered.
Page 1 of 2
Suggested Items
Curtiss-Wright Wins $26M Contract to Provide Aircraft Arresting Systems and Support to the Belgian Air Force
09/06/2024 | Curtiss-Wright CorporationCurtiss-Wright Corporation announced that it has been awarded a $26 million multi-year contract by the Belgian Air Force to implement a modernization program for its aircraft arresting systems.
SEMICON India 2024 to Highlight Local Semiconductor Ecosystem Growth and Industry Trends
09/06/2024 | SEMISEMICON India 2024 will bring together global leaders, semiconductor industry experts, academia, and government officials from September 11-13, 2024, at the India Exposition Mart Ltd. (IEML) in Greater Noida, Delhi NCR.
U.S. Army Selects Saab’s AT4 Solution for Individual Assault Munition Program
09/05/2024 | SaabSaab’s new addition to the battle-tested AT4 family combines the capability of multiple existing shoulder-launched munitions while reducing soldier load, training complexity and logistics burden.
Q2 2024 Global Semiconductor Equipment Billings Increased 4% Year-Over-Year
09/05/2024 | SEMIGlobal semiconductor equipment billings increased 4% year-over-year to US$26.8 billion in the second quarter of 2024, while quarter-over-quarter billings edged up 1% during the same p
Kaynes Technology Selects Delvitech’s 3D AI-Based AOI Solutions to Keep Pioneering India’s Electronics Manufacturing
09/04/2024 | DelvitechDelvitech has announced that Kaynes Technology India Limited, a distinguished leader in electronic system design and manufacturing in India, has selected its cutting-edge 3D AI-based automated optical inspection (AOI) solutions. This strategic partnership marks a pivotal advancement in Kaynes Technology’s mission to remain at the forefront of the dynamic electronics industry.