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Distribution Sales And Key Account Director

1 month ago

San Diego, California, United States Murata America Full time
pSemi Corporation is a Murata company driving semiconductor integration.

pSemi builds on Peregrine Semiconductor's 30-year legacy of technology advancements and strong IP portfolio but with a new mission—to enhance Murata's world-class capabilities with high-performance semiconductors.

With a strong foundation in RF integration, pSemi's product portfolio now spans power management, connected sensors, optical transceivers, antenna tuning and RF frontends.

These intelligent and efficient semiconductors enable advanced modules for smartphones, base stations, personal computers, electric vehicles, data centers, IoT devices and healthcare.

From headquarters in San Diego and offices around the world, pSemi's team explores new ways to make electronics for the connected world smaller, thinner, faster and better.


Job Location:


This position can be located at one of our West Coast office locations in San Diego, CA or San Jose, CA.


Job Summary:


The Distribution and Key Accounts Sales Director is a sales focused role, which is critical for coordinating and communicating pSemi's strategy to our key accounts and sales partners.

Liaising with the regional sales directors and managers, this role will be responsible for growing sales within our Tier 3 accounts.

The position will be responsible for


all aspects of business through the Distributors and stocking representatives, this will include negotiating contracts, training and ultimately gaining pSemi "unfair" share of mind at our partners.

The Distribution and Key Accounts Sales Director will monitor the activities of each sales partner overseeing the day-to-day processing of transactions through the company's channel management systems.

Roles & Responsibilities

This position has responsibility for:
Distribution Management Responsibilities

  • Development, management, coordination, and implementation of the Distribution strategy
  • New/Terminated Distributors, Stocking Reps, Store Front, etc.
  • Coordination, Drive and Administration of channel Quarterly Business Reviews for pSemi's Authorized channel partners
  • Business Updates, Metrics, Programs, Actions, Opportunities, Reviews
  • Establish, implement, and manage various Channel programs
  • Incentive Programs
  • Performance Management Programs
  • Design Registration Programs
  • Special Pricing Programs
  • Negotiate and enforce Distributor Contracts and Agreements
  • Contracts, Addendums, Changes
  • Coordination of training for Channel partners
  • Onboarding, Ongoing Trainings, Partner/Product Management Coordination
  • Automation and oversight of distributor transactions through pSemi's ERP system to include but not limited to POS transactions, Ship and Debit contracts and subsequent credit requests, Design Registrations and Inventory reports
  • Co ordination between all company departments to support Channel Partners success
  • Development of emerging customer opportunities through each Channel Partner
  • Build relationships with all levels of Management within pSemi's partners
  • NPI Coordination and Strategy with Distributors
  • New Product Package, Distribution Website, etc.
  • Marcom Alignment and Strategy
  • Website, Campaigns, Promotions
  • Oversight of distributor transactions through pSemi's ERP systems:
  • POS reports, distributor end customer backlog reports, inventory reports
  • Ship and Debit contracts and subsequent credit requests
  • Design Registrations and Design Wins
  • Channel Management Transaction Approvals
  • Stock Rotation, Special Pricing, Price Protection
  • CRM Project Owner
  • Resident expert, Knowledge Base, Requirements, Configuration
Account Management Responsibilities

  • Identifies new business opportunities at Key Accounts by working in collaboration with other Company personnel and sales support channels
  • Introduction of products to existing and new customer base to meet business objectives in terms of volume, revenue and margins
  • Managing manufacturer's representatives, distributors and customers through effective implementation of market and account strategies
  • Coordinate and direct technical resources to support customer sales with the Company field application team
  • Develops creative solutions to strike a balance between price and performance for the product and the customer.
Updates corporate personnel of Sales forecast adjustments to balance customer satisfaction with inventory levels

  • Provides feedback to Marketing team for current and future products by conducting market research supported by on going visits to current and potential customers
Competency Requirements

In order to perform the job successfully, an individual should demonstrate the following competencies:

  • Critical Thinking:Skilled at finding logical flaws in arguments and plans; identifies problems and solutions that others might miss; provides detailed insight and constructive criticism into problems and complex situations
  • Working with Ambiguity:
Achieves forward progress in the face of poorly defined situations and/or unclear goals; able to work effectively with limited or partial information

  • Driving for Results:
Aggressively pursues challenging goals and objectives; will to put in considerable time and effort to accomplish objectives; takes a highly focused, goal driven approach toward work

  • Serving Customers:
Builds strong relationships with customers; stays aware of customer needs, concerns and satisfaction; responds promptly to customer questions and requests; effectively manages customer expectations

  • Leveraging Opportunities:
Scans the environment for opportunities to grow the business or accelerate performance; encourages people to exploit chances to drive the business forward

Minimum Qualifications (Experience and Skills)

-15+ years of semiconductor experience and minimum of 10 years' experience in a sales capacity

  • Knowledge of semiconductor distribution processes
  • Proficient computer skills including SFDC, Word, Excel, and PowerPoint
  • Ability to analyze transactions to spot trends and devise programs to expand business
  • Skilled in handling difficult and complex customer's issues and exercise a high level of integrity, tact and diplomacy, promotes a positive image of the company, strives to solve issues raised by customers
  • Honest, accountable, maintains confidentiality
  • Knows product features, understand marketplace, shares expertise with others
  • Defines appropriate goals, works toward achieving goals, articulates vision and steps for achievement
  • Respects and achieves sales plan goals, strives to maintain quota
  • Understands marketplace, works to meet prospect/customer needs, effective closing technique
  • Willingness to travel ~35% of the time.

The following traits are highly valued:

  • Strong leadership and interpersonal skills
  • Strong level of professionalism
  • Ability to communicate clearly and effectively
  • Ability to motivate and lead partners in accomplishing company goals
  • Good planning and organizational skills and ability to be a self starter
  • Demonstrated ability to "close the deal" with persistence and finesse
  • Demonstrated aptitude for problem solving; ability to determine solutions for partners
Preferred Qualifications

  • Knowledge of Salesforce CRM preferred
Education Requirements

  • Bachelor's Degree in a related field
Physical Demands


The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.

While performing the duties of this job, the employee is regularly required to talk or hear.

The employee frequently is required to stand and sit for long periods of time while traveling; walk; use hands to finger, handle or feel; and reach with hands and arms.

Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception and ability to adjust focus.

This position requires the ability to occasionally lift office products and supplies, up to 20 pounds.

USD 141, ,487.63 per year


pSemi Corporation supports a diverse workforce and is committed to a policy of equal employment opportunity for applicants and employees.

pSemi does not discriminate on the basis of age, race, color, religion (including religious dress and grooming practices), sex/gender (including pregnancy, childbirth, or related medical conditions or breastfeeding), gender identity, gender expression, genetic information, national origin (including language use restrictions and possession of a driver's license issued under Vehicle Code section , ancestry, physical or mental disability, legally-protected medical condition, military or veteran status (including "protected veterans" under applicable affirmative action laws), marital status, sexual orientation, or any other basis protected by local, state or federal laws applicable to the Company.

pSemi also prohibits discrimination based on the perception that an employee or applicant has any of those characteristics, or is associated with a person who has or is perceived as having any of those characteristics.


Note:

The Peregrine Semiconductor name, Peregrine Semiconductor logo and UltraCMOS are registered trademarks and the pSemi name, pSemi logo, HaRP and DuNE are trademarks of pSemi Corporation in the U.S.

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