Regional Sales and Global Distribution Manager

Regional Sales and Global Distribution Manager

Role Overview

This role brings a unique blend of global and regional responsibilities. As global Distribution Manager, you will be responsible for driving the channel business by managing global, regional and local channel partners effectively in collaboration with our business units. As Regional sales, you will own our business growth in India driving revenues and demand creation activities.

Regional Sales Management

I. Pre-Sales Engagement

• Customer Discovery: Map application requirements (frequency plan, linearity, power, thermal), identify decision makers, and quantify technical fit vs. competitors.
• Solution Alignment: Translate requirements into recommended ICs of Company, reference designs, and roadmap visibility; provide inputs for ROI/BOM analysis.

II. Design-In and Design-Win Acceleration

• Reference Design Adaptation: Work with Applications, Product Marketing and Product Definition teams to customize schematics, and firmware hooks for target platforms.
• BOM & Cost Optimization: Propose alternates to customers, justify value vs. discrete solutions, and negotiate volume pricing assumptions
• Objection Handling & Benchmarking: Collate information on performance vs. competitor parts; provide mitigation plans for edge-case specs.

III. Opportunity & Funnel Management

• Qualification & Prioritization: Add opportunities in CRM and prioritize customer engagement efforts based on revenue, strategic fit, risk focus and overall ROI
• Forecast Ownership: Drive finalization of quarterly forecasts for design-win and revenue, including probability, Volume and ASP assumptions.
• Cross-Functional Deal Reviews: Lead periodic reviews with Marketing, Operations, and Sales Operations to unblock samples, eval boards, and product shipments.

IV. Post-Sales Support

• Ramp Assistance: Guide customers through EVT/DVT/PVT stages, and align volume forecasts with Operations.
• Field Debug & RMA Triage: Serve as first responder, coordinate FA labs, and close the loop with Quality & Design teams.
• Customer relationship follow-up Maintain regular engagement with customer team post-deployment to ensure satisfaction, gather feedback, and identify opportunities for future collaboration.

V. Ecosystem & Channel Enablement

• Distributor & Rep Training: Plan and execute regular distribution partner trainings
• Events & Thought Leadership: Represent the Company and present live demos/papers and panel sessions at IMS, MWC, and regional RF conferences.

VI. Reporting & Continuous Improvement

• Win/Loss Analysis: Document technical reasons, price factors, and timeline gaps; feed insights to Product Marketing Product Definition teams.
• Voice-of-Customer Loop: Collaborate with Product Marketing/Definition to aggregate spec-gap trends into PRD change requests and future device feature lists.

Global Distribution Management

• Global distribution strategy Support the development and execution of distributor strategy aligned with overall sales objectives and product priorities.
• Distributor management Assist in setting goals, sales targets, and performance metrics for global distributors; ensure alignment on pricing, inventory, and promotional activities.
• Distribution reviews Lead monthly, quarterly and annual business reviews involving marketing, BU and leadership teams.
• Data analysis & reporting Monitor distributor sales data, market trends, and competitive activity; provide actionable insights to sales leadership for decision-making and strategy refinement.

Qualifications & requirements

• Education Bachelor's degree in Electronics and Telecommunications Engineering. Master's degree or MBA preferred.
• Experience more than 10 years in technical sales, applications engineering, or field applications engineering within RF/mmWave semiconductors
• Technical expertise Strong understanding of RF/mmWave systems, linearity, power/thermal considerations, and product development lifecycles (EVT/DVT/PVT).
• Pre-sales skills Proven ability to translate customer requirements into product recommendations, deliver technical presentations, and conduct competitive benchmarking
• Commercial acumen Experience in managing global distributors, setting sales targets, analysing sales data, and supporting forecast accuracy
• Customer engagement Skilled at objection handling, post-sales follow-up, and maintaining long-term customer relationships
• Analytical ability Proficient in using CRM tools, interpreting market data, and preparing actionable insights for sales leadership
• Collaboration Demonstrated success in working cross-functionally with Product Marketing, Operations, and Engineering teams to achieve design-wins
• Communication Strong verbal and written skills for both technical and non-technical audiences; adept at cross-cultural collaboration
• Travel readiness Willingness to travel locally and internationally for customer visits, distributor reviews, and industry events