Associate Director of Sales (2672) California Bay AreaGENERAL SUMMARY: The Associate Director of Sales (ADS) Key responsibility is revenue growth with the Director of Sales. ADS and Director of Sales will manage day to day activities as defined with the subordinates' staff with segmented responsibilities. ADS will learn all aspects of sales management in coordination with the Director of Sales such as, technical, applications, back and front office operations. Manages select sales activities of the company's products and services directly with the Field Sales Team in coordination with Director of Sales. Main areas of focus are account penetration, target accounts, emerging business, and industry networking, including but not limited to implementing and managing account, industry strategic and tactical plans, directly with the Field Sales Team.
CORE FUNCTIONS: Collaborates with Senior Management and Director of Sales to establish Sales Quotas and KPIs for the Sales teamManages an assigned field sales team specific growth assignment to maximize sales revenues and meet corporate objectivesCalls on accounts with appropriate field team to achieve and exceed territory sales quota and growth objectivesProvides regular account, program, and sales reports to Senior ManagementReports key target account performance metrics on monthly/quarterly basisProvides Account Management support to field sales and target accounts as it relates to growth objectivesRegularly assesses strategic plans and customer account penetration with Senior Management and Field Sales TeamProvides Direct Line reporting management to the Field Sales Team for predefined accountabilitiesEnsures that the revenue growth responsibilities, authorities, and accountabilities of subordinates are defined and understoodManages regular communication regarding account strategies, tactics & target account development to achieve goals and objectivesProvides targeted coaching and mentoring via face-to-face meetings, regular video/teleconference, and email correspondenceEvaluates performance and provides both informal and formal feedback to Sales Team, Director of Sales, and Senior ManagementEstablishes and manages effective programs in coordination with VP of Business DevelopmentInsures account penetration information is entered into a central data base system (CRM) in a timely and accurate fashionCalls on Select Key Accounts (emerging growth accounts i.e. new wafer fabs) as assignedParticipates in the Sales and Marketing budget process with the VP of Business Development and Director of Sales.Collaborates with VP of Business Development in the following areas:
—Informs of status, needs, and trends in the competitive marketplace
—Strategic Program Identification and Development; Implementation, and select ManagementExperience: 3 – 5 years minimum sales experience in a quota carrying direct sales role (must have)1 – 2 years minimum people management experience (must have)Experience in a semiconductor wafer manufacturing or adjacent market (must have)Basic knowledge of semiconductor process (etch, thinfilm, etc) (must have)Capital Equipment sales experience (not mandatory)Qualifications: Minimum Bachelors Level education in a technical disciplineEngineering preferred, science acceptableMBA (or in progress) preferred but not mandatoryRequirements: Travel – up to 50% of the time, primarily domestic with a small portion of internationalPrimarily based in Company Office / some remote work possibleLocation: Preferred location – Danbury CT HQPotential locations – Boston / NJ / NYProximity to a major airport preferredCore Competencies: Market Penetration Strategy: Expertise in developing and implementing market penetration strategies to enter new markets and gain a competitive edge.Lead Conversion: Experience in nurturing leads through the sales funnel, overcoming objections, and converting prospects into customers.Technical Product Knowledge: Strong understanding of technical products or solutions and the ability to communicate their features, functionalities, and value propositions effectively.Sales Engineering Support: Collaboration with engineering teams to provide technical expertise and support during the sales process.CRM and Sales Analytics: Proficiency in leveraging CRM systems and sales analytics tools to track sales activities and analyze performance metrics.Competitive Analysis: Expertise in conducting competitive analysis to understand competitor offerings, strengths, and weaknesses.Strategic Account Management: Experience in managing strategic accounts and driving revenue growth.Technical Sales Training: Development and delivery of technical sales training programs to empower sales teams.Customer Success Management: Collaboration with customer success teams to ensure successful onboarding, implementation, and adoption of technical solutions.Continuous Innovation: Commitment to continuous innovation and improvement in sales processes.
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