Sr. Sales Manager

1 week ago

San Jose, United States Lumentum Full time

It's fun to work in a company where people truly BELIEVE in what they're doing

Long-term growth leads to business success — and here at Lumentum ITP (Industrial Tech Platform) we welcome prospective team members who can help push our vision forward. We’re currently searching for an experienced Sr. Sales Manager that will report to the global Group Vice President of Sales.

The Lumentum ITP Sr. Sales Manager is responsible for managing the strategic Imaging & Sensing accounts in the US. The Sr. Sales Manager is expected to grow Lumentum business by maximizing existing sales and expanding into new areas through design win / design in and other business development activities.

This is an exciting opportunity for you to join a group of talented and highly capable individuals to drive for excellence and contribute directly to Lumentum core business by managing the strategic accounts. At this role, you will be the front face of Lumentum and lead the effort to explore opportunities, define and align account strategy, develop account plan, communicate explicitly the account strategy and plan within Lumentum organizations including upper management and all related functional groups, and implement and execute the plan. This strategic role requires sense of ownership and accountability, result driven, strategic thinking, strong analytical skill, excellent communication and interpersonal skills, ability to influence and impact, and creativity to build and foster relationships. 

Responsibility

Define account strategy, develop account plan, communicate and align explicitly the account strategy and plan within Lumentum organizations including upper management and all related functional groups, and execute and conduct tactical action plan to ensure the success of business objectiveBuild and strengthen a deep business relationship with customer’s operational layer to Top Executive layerEffectively work with multiple levels and cross functions within Lumentum and the account to drive all aspects of business activities to meet/exceed customer satisfactionManage all account activities including but not limited to commercial/technical negotiations, agreement/deal review and sign-off, quotation reviews, specification reviews and sign-off, forecasting and delivery/quality performance, design win/design in efforts, roadmap alignment, and regular meetings between Lumentum and the account, etc.Work closely with Strategic Marketing, CTO office, and PLM to formulate the process of obtaining market intelligence, transferring the market intelligence into Lumentum MRD, PRD, and/or program, and promoting Lumentum technologies, products, services, and solutions to the accountWork closely with PLM to manage design win / design in programs, meet and or exceed annual design win / design in objectives, and transfer the programs into revenues; to identify new product/revenue opportunities within the Account, transfer the opportunities into program pipeline and/or revenuesEscalate appropriately and facilitate escalations within the customer organization and within Lumentum to support the Account and Lumentum businessUpdate market intelligence timely and accurately including but not limited to account update, market trend, and competitor movement; communicate the quarterly account/business plan to upper management and cross functional teams to continue driving/adjusting for right account strategy and actionIn time and on time update forecasting and align with the account, Lumentum management, PLM, and Ops for capacity and delivery planning, through regular forecasting update and escalation for major changes in

Qualification

Proven track record of successfully managing strategic accounts: growing existing revenue by locking commercial deal and/or share allocation, capturing new business by design win / design in opportunities, expanding business by technology / roadmap alignment and other activities, and aligning customer direction / strategy by creating and fostering deep and broad relationship, etc.Strategic, able to set up “Eagle Eye” account strategy to drive company goal, direction, and effort to grow the account businessSelf starter; ability to gain internal support, operate independently with limited supervision and guidance, and to establish a solid working relationship with related stakeholdersAccountable, result-driven, have sense of urgency, with the passion to win and deliver measurable results, and hands-on working on tactical subjects (forecast, PO/SO management, etc.)Strong leadership to lead and support Lumentum and functional teams to go through the business cycle with the account, with team working spiritStrong communication and presentation skill, ability to articulate clearly to executives and all functional groups the business situation and account strategy to get alignment and clearly defined actions; able to articulate technical and commercial concepts to influence business decisionsAbility to work efficiently and effectively in a fast-paced environment, can quickly adjust to changing priorities, deadlines, and workloadsFast learner, can quickly adjust into new technology and market trend, ability to embrace and digest ambiguity, and build business case linking discrete intelligencesStrong analytical skills and able to transfer data and information into commercial intelligence for clear business proposal~15 years Sales and/or Marketing experiences, with 10+ years in High Tech10+ year experiences in Consumer ElectronicsBS in STEM (Laser or Physics related preferred), MBA a plus

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