Director- Semiconductor FAB, Facility and International Sales - IDEX
Farmington, CT
About the Job
Mission of the position: As an integral part of the leadership team at Mott and the Semiconductor/High Purity business, the Director of Semiconductor FAB, Facility and International Sales (hereby referred to as Sales Director) is to position Mott and the Sales team focused on growth including winning new fab construction business with existing & new Customers, managing global channel partnerships and growing sales with new product applications.
Company: Mott is a technology driven, high precision filtration and purification company trusted by the world’s best technical and performance brands across four core markets: Medicine, Computing Power, Clean Energy, and Space Exploration. Our products can be found everywhere including lifesaving medical devices, artificial intelligence, and missions to Mars!
Key Responsibilities:
Major Challenges:
Leadership
1. Growth leader focused on driving and building a Customer first organization across the Globe.
2. Inspire, guide and motivate the team to live up to Mott’s core values and find ways to win and grow.
3. Serve as Global leader for North America, Asia and Europe FAB sales as well as international OEM development activities in conjunction with our OEM market and technical development teams
4. Strategic planning: goal & budget/forecast setting, defining the plan and executing the plan.
5. Ensures compliance, measurement and discipline in pipeline management, sales analytics, growth metrics, account planning and prioritization.
6. Develop Sales Incentive Plans to drive and motivate growth for entire sales team
7. Lead complex contract negotiation with Customers, Channel Partners and Technology Partners coordinating with internal & external stakeholders.
8. Builds strong relationships with Customers, Channel Partners, Technology Partners and Industry Stakeholders including leadership and representation of Mott at industry forums and trade shows.
9. Provide leadership on internal initiatives to assist with new product launch and technology partner activities to remove roadblocks in sales & commercialization efforts.
10. Act as the advocate for the Customer and represent their needs to internal Mott stakeholders. Ensure incremental improvement on their experience with Mott.
Relationship Management
1. Develop deep account network & relationships throughout Customers organization and Customers sub-tiers/contractors.
2. Develop a deep understanding of End Customer’s business model, critical needs, value drivers and project/program timelines.
3. Manage Channel Partners in detail: cultivate relationships, incentivize distribution loyalty with key stakeholders and hold accountable through metrics and regular training.
4. Develop and own Global Fab construction model to ensure all new fab build timelines are understood and key Fab personnel, Channel Partners, Gas Companies and Trade Contractors are aligned to select Mott.
5. Monitor competitive activity and develop new methods of differentiation
1. Drive growth across all regions despite cyclical nature of industry
2. Management of Channel Partners, Technology Partners, Gas Companies, Fabs and Trades
3. Driving growth through channel partners and managing channel complexity
4. Focused account management plans and practices
5. Focused pipeline generation and metrics
6. Develop relationships with director level and higher at Fabs, Gas Companies, Trades and Technology Partners.
7. Cross-functional team management and prioritization ensuring fast responsiveness and ensure timely completion of projects.
8. Developing broader consumables portion of FAB business and launching new products
Expected Performance Outcomes:
Required Experience:
1. Growth: Double size of business in 4 years and build on momentum
2. Strategic Programs: Generate and win 3 to 5 new programs per account per year with both new and existing products.
3. Pricing: Ensure market driven pricing for both new and existing product growth
4. Relationships : Detailed relationship maps of key accounts to identify critical stakeholders, gatekeepers, decision makers and coaches
+ Bachelor of Science or Engineering
+ 15+ years sales experience in the Semiconductor industry
+ Proven experience leading and collaborating with teams to achieve successful outcomes.
+ Proven experience in custom manufactured solutions into the Semiconductor market
+ Ability to travel 50-75% incl. international
Skills:
Personal Attributes:
+ Exceptional communications and presentations skills, and ability to express technical and nontechnical concepts clearly and concisely.
+ Strong commercial negotiation skills
+ Strong Project Management Skills
+ Proven sales skills, preferably in a related or technical product or service.
+ Strong leadership and strategic acumen.
+ Independent, Results Driven, and action oriented.
+ Strong relationship management and collaboration skills - with clients and internal stakeholders.
+ Creative problem solver capable of leading teams to overcome obstacles to achieve an objective.
+ Analytical thinker - with a high attention to detail and focus on fact-based decision making.
Company: Mott is a technology driven, high precision filtration and purification company trusted by the world’s best technical and performance brands across four core markets: Medicine, Computing Power, Clean Energy, and Space Exploration. Our products can be found everywhere including lifesaving medical devices, artificial intelligence, and missions to Mars!
Key Responsibilities:
Major Challenges:
Leadership
1. Growth leader focused on driving and building a Customer first organization across the Globe.
2. Inspire, guide and motivate the team to live up to Mott’s core values and find ways to win and grow.
3. Serve as Global leader for North America, Asia and Europe FAB sales as well as international OEM development activities in conjunction with our OEM market and technical development teams
4. Strategic planning: goal & budget/forecast setting, defining the plan and executing the plan.
5. Ensures compliance, measurement and discipline in pipeline management, sales analytics, growth metrics, account planning and prioritization.
6. Develop Sales Incentive Plans to drive and motivate growth for entire sales team
7. Lead complex contract negotiation with Customers, Channel Partners and Technology Partners coordinating with internal & external stakeholders.
8. Builds strong relationships with Customers, Channel Partners, Technology Partners and Industry Stakeholders including leadership and representation of Mott at industry forums and trade shows.
9. Provide leadership on internal initiatives to assist with new product launch and technology partner activities to remove roadblocks in sales & commercialization efforts.
10. Act as the advocate for the Customer and represent their needs to internal Mott stakeholders. Ensure incremental improvement on their experience with Mott.
Relationship Management
1. Develop deep account network & relationships throughout Customers organization and Customers sub-tiers/contractors.
2. Develop a deep understanding of End Customer’s business model, critical needs, value drivers and project/program timelines.
3. Manage Channel Partners in detail: cultivate relationships, incentivize distribution loyalty with key stakeholders and hold accountable through metrics and regular training.
4. Develop and own Global Fab construction model to ensure all new fab build timelines are understood and key Fab personnel, Channel Partners, Gas Companies and Trade Contractors are aligned to select Mott.
5. Monitor competitive activity and develop new methods of differentiation
1. Drive growth across all regions despite cyclical nature of industry
2. Management of Channel Partners, Technology Partners, Gas Companies, Fabs and Trades
3. Driving growth through channel partners and managing channel complexity
4. Focused account management plans and practices
5. Focused pipeline generation and metrics
6. Develop relationships with director level and higher at Fabs, Gas Companies, Trades and Technology Partners.
7. Cross-functional team management and prioritization ensuring fast responsiveness and ensure timely completion of projects.
8. Developing broader consumables portion of FAB business and launching new products
Expected Performance Outcomes:
Required Experience:
1. Growth: Double size of business in 4 years and build on momentum
2. Strategic Programs: Generate and win 3 to 5 new programs per account per year with both new and existing products.
3. Pricing: Ensure market driven pricing for both new and existing product growth
4. Relationships : Detailed relationship maps of key accounts to identify critical stakeholders, gatekeepers, decision makers and coaches
+ Bachelor of Science or Engineering
+ 15+ years sales experience in the Semiconductor industry
+ Proven experience leading and collaborating with teams to achieve successful outcomes.
+ Proven experience in custom manufactured solutions into the Semiconductor market
+ Ability to travel 50-75% incl. international
Skills:
Personal Attributes:
+ Exceptional communications and presentations skills, and ability to express technical and nontechnical concepts clearly and concisely.
+ Strong commercial negotiation skills
+ Strong Project Management Skills
+ Proven sales skills, preferably in a related or technical product or service.
+ Strong leadership and strategic acumen.
+ Independent, Results Driven, and action oriented.
+ Strong relationship management and collaboration skills - with clients and internal stakeholders.
+ Creative problem solver capable of leading teams to overcome obstacles to achieve an objective.
+ Analytical thinker - with a high attention to detail and focus on fact-based decision making.
Source : IDEX
