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Sr Director, Sales

2 months ago

india Entegris Full time
Job Description:

Senior Director Global Sales, OEM/Engineering & Sales Channel Partners (US- Remote Position)   

The Role  

The Role 

The Sr. Director Global Sales will be responsible for the Advanced Materials Handling (AMH) OEM/Engineering & Sales Channel Partner (SCP) markets with revenue over $230M/year. This portfolio includes managing fluid handling, litho-dispense pumps, sensors and flow control products.  This role will be based in North America, yet the Senior Director is expected to manage sales OEM/Engineering & Sales Channel Partner plan and activities for across all geographical regions. 

  • Delivers revenue and market share increases that exceed the industry growth rate. 

  • Develops well-crafted sales plans and SMART goals that are aligned with the Business Unit and Commercial Team’s key initiatives.  

  • Provides leadership and courage to increase Divisional profitability by defending price, elevating average sales price (ASP) and demonstrating creative involvement in customer negotiations. 

  • Optimizes the structure of the global sales team to maximize productivity and effectiveness.  

  • Recruits, trains and develops talent to contribute to the Division’s growth while also supporting our PACE values. 

  • Serves as an effective communicator with staff and provides timely and accurate input and feedback into Global AMH Division VP of Sales, other Business Leaders and Key Account Managers. 

  • Protects Entegris Assets by mitigating inventory commitments, strongly supporting our financial terms with customers and avoiding premium freight expenses. 

  • Using Entegris’ Opportunity Management System (OMS), creates monitoring and management processes to ensure effective execution of the sales plan.   

  • Ensures that all team members provide timely and accurate demand planning guidance into Entegris’ Forecasting System. 

  • Participates and in some cases, drive’s competitive analysis to enable AMH Division to improve its competitive position and expand product portfolio for future business opportunities. 

  • Understands corporate, division and commercial team’s goals and works with AMH Sales Leadership to align OEM/Engineering  Market & Sales Channel Partner goals and objectives. 

  • Establishes intimacy customer’s senior management and secures access and influence with key leaders. 

  • Maintains keen understanding of market share and utilizes this knowledge to prioritize and grow market share.  

  • Participate and provide global leadership in sales and business review meetings with AMH management. 

  • Ensures alignment between the customer and Entegris’ technology roadmap. 

In this role you will: 

  • Grows revenue and profitability. 

  • Drive pricing strategy through contract and price negotiation processes. Mitigate margin erosion, protects assets and expenses tied to premium freight and rebates. 

  • Applies critical thinking to solve complex customer, competitive and/or market challenges.  

  • Effectively manages customer expectations on inventory support, mitigates and protects Entegris assets. 

  • Serves as the Global escalation point for OEM/Engineering customers & Sales Channel Partners 

  • Demonstrates leadership presence that can resolve escalated matters in a manner that keeps Entegris in good standing. 

  • Willing and able to manage work/life balance in dealing with disparate time zones between Asia and NA Region 

  • Helps ensure accurate demand visibility to factories and enables level loading of manufacturing to optimize margins. 

  • Travel Expectations: 30-40% both domestic and internationally as needed.  

Traits we believe make a strong candidate: 

  • 15+ years’ sales experience in Semiconductor Industry with understanding of process applications such as CMP, WEC, Litho, Bulk Chemical Distribution, etc.

  • Experience working with large OEMs and Engineering companies for CapEx projects.

  • Successful track record of leading and developing Direct Reports.

  • Understand how to plan, coordinate and execute growth initiatives through Distributors/Sales Channel Partners.

  • BS degree required while MBA is preferred.

  • Strong Business acumen and understanding of P & L.

  • Entrepreneurial, self-starting, strategic thinker with demonstrated track record of success in the development and execution of advanced value selling and marketing strategies; 

  • Demonstrated success with AOPs and Business Unit goal and end-to-end execution of marketing strategies.

  • Excellent interpersonal and communications skills, experience working in a matrix environment and managing multiple priorities and projects with dynamic timelines to execution. 

  • Demonstrated ability to handle complex negotiations, ability to work through ambiguity. 

  • Ability to effectively communicate with global business unit and sales team members. 

  • Strong fluency in English for writing/speaking/reading/listening. Ability to translate highly technical information a plus. 

  • Confidence and courage to handle challenging situations with marketplace, internally within Entegris and among staff. 

  • Ability to be culturally sensitive and effectively communicate with personnel who did not grow up with English as their 1st language. 

  • Strong problem solving, negotiation, and sales skills; knowledge of Taiwan chemical companies and wafer growers’ markets. 

Your success will be measured by: 

  • Drive Revenue, market share increase and profitability. 

  • Deliver on the Global sales initiatives. 

  • Support of PACE values which includes accountability, dedication to excellence, trust, respect and teamwork. 

  • Self-motivated, curious and creative problem solving. 

  • Provide realistic assessments of Entegris capabilities and align these to the customer expectations.  Be the face of the AMH OEM/Engineering sales team both external and internal; 

  • Strong correspondence and presentation skills; capable of effectively communicating with all levels of management and across all functional areas. 

  • Creativity and Innovation 

  • Collaborate cross functionally in a matrixed organization and help develop internal competencies and resources to grow AMH business; 

  • Become a trusted resource, mentor, and advisor that helps develop a culture of excellence.