This role can be best described as the Chief Revenue Officer of the company. The role is responsible for the development and growth of profitable revenue on a consistent annual basis. Responsibilities span from developing new markets for existing products to booking revenue while maintaining a keen eye on profitability. Thought leader and subject matter expert on business development (BD) through sales and marketing.
Responsible for the development and establishment of the annual booking, revenue and margin goals. Presents and seeks approval of the same from the Senior Leadership Team
Accountable for achievement of the bookings target. Develops and executes plans to achieve annual bookings as well as long term growth targets
Accountable for achievement of budgeted gross margin targets
Maintains sales funnel and analyzes sales statistics. Prepares sales reports, forecasts, and other metrics
Coaches, mentors and develops the BD team. Inspires and motivates the BD team as well as all other teams in the company to take on new challenges and to execute on audacious goals. Leads the organization to achieve higher levels of customer satisfaction through the understanding of customer needs and delivery of solutions
Hires and trains talented sales team members
Coordinates sales distribution by establishing sales territories, quotas, and goals, and advises distributors and sales personnel concerning sales and advertising techniques.
Selects and established agents and distributors in all sales territories. Manages, directly or through reports, all distribution network contracts
Performs all normal supervisory functions to include hiring, training, performance management and counseling
Develops customer penetration plans, and sales strategy and tactics for all potential customers and markets
Consistently reviews the sales process and implements tools and techniques to improve conversion ratios within the different stages of the sales funnel leading to consistent increase in bookings
Develops and manages the sales training program
Develops and manages Sales department cost budget within corporate guidelines
Consistently reviews all sales support activities and processes to maximize field sales team’s time spent with customers
Analyzes profit margins and recommends changes in sales strategies
Develops market and value-based pricing models for each product
Understands market trends, and competitive position. Refines company’s competitive advantage and product positioning
Consistently reviews the marketing process and implements tools and techniques to strengthen customer acquisition and to grow the number of qualified leads into the sales funnel
Performs other duties as assigned
It is every employee’s responsibility to be aware of the applicable Safety & Health, Quality and Environmental Process of Company
Positions that report to this one are: Regional Sales Managers, Sales Associates, Inside Sales Managers, Global Agents and Representatives, Sales Administrative Assistant
Bachelor’s Degree in Engineering or a related field; MBA desirable
A combination of the following:
5-10 years of experience in capital equipment sales. Semiconductor experience desirable
5-10 years of sales management experience – Sales process improvement experience required
Professional attitude and strong leadership skills
SKILLS AND ABILITIES:
Ability to analyze complex technical data, compiles and presents technical reports, and effectively responds to questions from employees, customers, and other interested parties regarding same
A very strong sense of urgency, with excellent verbal and written communication skills
Ability to solve practical business problems, and recommend effective solutions, strong conflict management skills
Ability to travel extensively
WORK ENVIRONMENT and PHYSICAL DEMANDS:
The normal work environment is typical of a business office, manufacturing operation with clean room facility, and support areas such as machine shop and stockroom.
The incumbent is routinely required to sit, stand, walk, touch, see, and hear.
Company is an equal employment opportunity employer, in accordance with applicable federal and state laws for qualified employees and applicants without regard to race, religion, color, sex, age, national origin, sexual orientation, gender identity, marital status, genetic information, protected veteran or disability status. When requested and necessary, we provide reasonable accommodations for qualified individuals with disabilities.