Sr Director, Sales

Job Description :

S enior 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.