Associate Director of Sales (2672) California Bay Area
GENERAL SUMMARY:
The Associate Director of Sales (ADS) Key responsibility is revenue growth with the Director of Sales. ADS and Director of Sales will manage day to day activities as defined with the subordinates’ staff with segmented responsibilities. ADS will learn all aspects of sales management in coordination with the Director of Sales such as, technical, applications, back and front office operations. Manages select sales activities of the company’s products and services directly with the Field Sales Team in coordination with Director of Sales. Main areas of focus are account penetration, target accounts, emerging business, and industry networking, including but not limited to implementing and managing account, industry strategic and tactical plans, directly with the Field Sales Team.
CORE FUNCTIONS:
- Collaborates with Senior Management and Director of Sales to establish Sales Quotas and KPIs for the Sales team
- Manages an assigned field sales team specific growth assignment to maximize sales revenues and meet corporate objectives
- Calls on accounts with appropriate field team to achieve and exceed territory sales quota and growth objectives
- Provides regular account, program, and sales reports to Senior Management
- Reports key target account performance metrics on monthly/quarterly basis
- Provides Account Management support to field sales and target accounts as it relates to growth objectives
- Regularly assesses strategic plans and customer account penetration with Senior Management and Field Sales Team
- Provides Direct Line reporting management to the Field Sales Team for predefined accountabilities
- Ensures that the revenue growth responsibilities, authorities, and accountabilities of subordinates are defined and understood
- Manages regular communication regarding account strategies, tactics & target account development to achieve goals and objectives
- Provides targeted coaching and mentoring via face-to-face meetings, regular video/teleconference, and email correspondence
- Evaluates performance and provides both informal and formal feedback to Sales Team, Director of Sales, and Senior Management
- Establishes and manages effective programs in coordination with VP of Business Development
- Insures account penetration information is entered into a central data base system (CRM) in a timely and accurate fashion
- Calls on Select Key Accounts (emerging growth accounts i.e. new wafer fabs) as assigned
- Participates in the Sales and Marketing budget process with the VP of Business Development and Director of Sales.
- Collaborates with VP of Business Development in the following areas:
—Informs of status, needs, and trends in the competitive marketplace
—Strategic Program Identification and Development; Implementation, and select Management
Experience:
- 3 – 5 years minimum sales experience in a quota carrying direct sales role (must have)
- 1 – 2 years minimum people management experience (must have)
- Experience in a semiconductor wafer manufacturing or adjacent market (must have)
- Basic knowledge of semiconductor process (etch, thinfilm, etc) (must have)
- Capital Equipment sales experience (not mandatory)
Qualifications:
- Minimum Bachelors Level education in a technical discipline
- Engineering preferred, science acceptable
- MBA (or in progress) preferred but not mandatory
Requirements:
- Travel – up to 50% of the time, primarily domestic with a small portion of international
- Primarily based in Company Office / some remote work possible
Location:
- Preferred location – Danbury CT HQ
- Potential locations – Boston / NJ / NY
- Proximity to a major airport preferred
Core Competencies:
- Market Penetration Strategy: Expertise in developing and implementing market penetration strategies to enter new markets and gain a competitive edge.
- Lead Conversion: Experience in nurturing leads through the sales funnel, overcoming objections, and converting prospects into customers.
- Technical Product Knowledge: Strong understanding of technical products or solutions and the ability to communicate their features, functionalities, and value propositions effectively.
- Sales Engineering Support: Collaboration with engineering teams to provide technical expertise and support during the sales process.
- CRM and Sales Analytics: Proficiency in leveraging CRM systems and sales analytics tools to track sales activities and analyze performance metrics.
- Competitive Analysis: Expertise in conducting competitive analysis to understand competitor offerings, strengths, and weaknesses.
- Strategic Account Management: Experience in managing strategic accounts and driving revenue growth.
- Technical Sales Training: Development and delivery of technical sales training programs to empower sales teams.
- Customer Success Management: Collaboration with customer success teams to ensure successful onboarding, implementation, and adoption of technical solutions.
- Continuous Innovation: Commitment to continuous innovation and improvement in sales processes.
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