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 Managementand 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
• Participate 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

• Provides Senior Management with input on marketing programs, trade show, industry forums, social media, etc to maximize company visibility within the US and maximize sales opportunities.
• Other duties as assigned by Senior Management

 Experience     

Qualifications

Requirements

Location

Core Competencies:

• Market Penetration Strategy: Expertise in developing and implementing market penetration strategies to enter new markets and gain a competitive edge. Ability toidentify target segments, and tailor sales approaches to penetrate our niche markets effectively
• 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. Ability to leverage technical resources to demonstrate product capabilities, address technical requirements, and overcome technical objections to close deals successfully
• CRM and Sales Analytics: Proficiency in leveraging CRM systems and sales analytics tools to track sales activities, analyze performance metrics, and identify opportunities for optimization. Experience in using data-driven insights to forecast sales trends, allocate resources effectively, and drive revenue growth
• Competitive Analysis: Expertise in conducting competitive analysis to understand competitor offerings, strengths, and weaknesses. Ability to leverage competitive intelligence to refine sales strategies, differentiate products or solutions, and position them effectively against competitors in the market
• Strategic Account Management: Experience in managing strategic accounts and driving revenue growth through upselling, cross-selling, and expansion initiatives. Ability to build strong relationships with key stakeholders, understand their business needs, and align solutions to address their challenges and objectives
• Technical Sales Training: Development and delivery of technical sales training programs to empower sales teams with the knowledge and skills needed to effectively sell technical products or solutions. Experience in creating training materials, conducting workshops, and providing ongoing support to enhance sales proficiency a plus
• Customer Success Management: Collaboration with customer success teams to ensure successful onboarding, implementation, and adoption of technical solutions. Ability to proactively engage with customers, gather feedback, and address concerns to drive customer satisfaction, retention, and advocacy
• Continuous Innovation: Commitment to continuous innovation and improvement in sales processes, methodologies, and technologies. Proven ability to stay abreast of emerging trends, technologies, and best practices in the industry to maintain a competitive edge and drive business growth