What are the responsibilities and job description for the Director, Sales Operations & Distribution position at MACOM Technology Solutions Holdings?
Company Overview :
MACOM designs and manufactures semiconductor products for DataCenter, Telecommunication and Industrial and Defense applications.Headquartered in Lowell, Massachusetts, MACOM has design centers and salesoffices throughout North America, Europe and Asia. MACOM is certified to theISO9001 international quality standard and ISO14001 environmental managementstandard.
MACOM has more than 65 years of application expertise withmultiple design centers, Si, GaAs and InP fabrication, manufacturing, assemblyand test, and operational facilities throughout North America, Europe, andAsia. Click here to view our facilities. In addition, MACOM offers foundryservices that represents a key core competency within our business.
MACOM sells and distributes products globally via a saleschannel comprised of a direct field sales force, authorized salesrepresentatives and leading industry distributors. Our sales team is trainedacross all of our products to give our customers insights into our entireportfolio.
Job Summary
Thisposition is responsible for the overall relationship and administration of MACOM'sglobal distributors, as well as leading MACOM's RFuW Sales Operations team(Diode and MMIC portfolios).
AsDistribution leader you will be expected to expand our revenue, POS and grow marketshare through demand creation efforts with our global distributors. This rolewill be responsible for fostering strategic discussions across the companies'executive teams to fuel further growth of the collective business. It will involvedirect interaction with senior executives at both MACOM, our distributionpartners & channel partners (reps & resellers) on a continuous basis.
AsSales Operations leader you will manage MACOM's RFuW Sales Operations team.This involves contract negotiation, quote creation, business analysis andmargin management. One of your main duties is to oversee price decisions tocreate product margin contribution and business growth. The role is fast-pacedand in close accordance with the business cycle and therefore requiresindividuals who are self-motivated with an analytical mindset.
Thisindividual needs to be a leader and excellent communicator. He or she mustbring a strong sense of business management and demonstrate a solidunderstanding of the semiconductor supply chain given the scope of thisbusiness.
Theideal candidate must be adaptable to thrive in a dynamic business environment,implementing changes in processes, strategies, or objectives as necessary. Thisskill requires resilience, openness to change, and the ability to lead matrixedteams through transitions smoothly.
Responsibilities :
- Develop and execute against the Distribution Strategy, incorporatingperformance KPI's such as orders, revenue, channel margin, gross margin, inventorybalancing, stock rotation, forecasts.
- Thisrole will own the engagement, messaging, marketing communications plans, andkey strategy for driving each of the MACOM Business Lines at the distributor.
- Coordinate and establish best practices for training and technical developmentof Distributor's field engineering and sales for targeted MACOM technologiesand business lines.
- Build and maintain business relationships to ensure strong & relevant engagementbetween MACOM and the partner. Ensure timely two-way communication of strategicand tactical changes such as policy changes, pricing, territory, products,demand creation, etc. Conduct quarterly business reviews with partners.
- Troubleshoot and resolve major points of dissatisfaction or conflicts includingfinancial, operational, supply chain and other customer or channel conflictissues.
- Leadthe Sales Operations team for the RFuW product portfolio including
- Supportall quoting activity & deal making.
- Review, plan & execute annual price negotiations with tier 1 customers.
- Providefirst line of support on commercial & operational inquiries for the regional sales and marketing teams.
- Pricelist positioning and margin optimization for RFuW product portfolio.
- Manageallocations and discontinuation processes for the portfolio as necessary
- Close collaborationwith main Stakeholders such as Demand Management, Sales, Finance, Operationsand Business Owners of RFuW product portfolios.
- Contracts managementincluding ownership for negotiating and redlining business terms and conditionswith distribution contracts and key customer contracts.
Qualifications
EEO :
MACOM is an Equal Opportunity Employer committed to a diverse workforce. MACOM will not discriminate against any worker or job applicant on the basis of race, color, religion, gender, gender identity, gender expression, national origin, ancestry, age, sexual orientation, marital or civil partnership status, pregnancy, disability, genetic information, veteran status, military obligations, or membership in any other category protected under applicable law.
Reasonable Accommodation :
MACOM is committed to working with and providing reasonable accommodations to qualified individuals with physical and mental disabilities. If you have a disability and are in need of a reasonable accommodation with respect to any part of the application process please call 1-978-656-2500 or email HR_Ops@MACOM.com. Provide your name, phone number and the position title and location in which you are interested, and nature of accommodation needed, and we will get back to you. We also work with current employees who request or need reasonable accommodation in order to perform the essential functions of their jobs.
