Sales Director, Field Sales

Analog Devices (NASDAQ: ADI) designs and manufactures semiconductor products and solutions. We enable our customers to interpret the world around us by intelligently bridging the physical and digital worlds with unmatched technologies that sense, measure and connect.


Regional Sales Director

Roles and Responsibilities

The Regional Sales Director is responsible for managing a sales team and driving profitable growth of ADI’s innovative products and solutions for a region in EMEA. The primary roles and responsibilities are anchored in the areas of strategic sales planning and execution, coaching and talent development, and management and leadership as follows:
Strategic Sales Planning and Execution
- Executes against a sales vision and strategy that is aligned with ADI’s corporate objectives and priorities
- Leads a sales plan that results in profitable revenue growth meeting or exceeding ADI’s corporate growth and profitability goals and market share growth against other semiconductor suppliers.
- Conducts regular pipeline reviews with team to drive pipeline growth aligned with overall company objectives
- Establishes close alignment with the ADI Business Units to both understand and influence their strategies and priorities
- Evaluates the TAM/SAM under area of responsibility and deploys resources accordingly.
- Deploys talent aligned with customers/opportunities best positioned for profitable growth collaborating with the Technical Director to insure best coverage for the biggest opportunities.
- Responsible for performance of channel partners in achieving profitable revenue growth and key demand creation metrics such as registrations, wins and programs
- Maintains influential relationships with key channel partners, corporate level Sr. Executives, along with the Sales VPs.
- Identifies and nurtures emerging accounts and markets.

Coaching and Talent Development
- Coaches and develops a team of Field Sales Engineers on their sales account plans and competencies. Has a development plan in place with FAE’s/FSEs that leverages the FAE’s/FSE’s strengths and improves areas of development.
- Identifies high potential talent and closely monitors their development.
- Determines need for training and development aligned with overall corporate and sales strategy and objectives; ensures training is completed and/or up to date by regional sales team.
- Works with the Technical Leaders in the EMEA Sales Team on defining development and training needs for Field Application Engineers in the team.
- Ensures utilization of and provides feedback on Hyperion and other sales tools to meet the needs of the Regional Field Sales and Applications team.
- Ability to integrate people with different DNA and coming from different working experiences

Management and Leadership
- Establishes goals and objectives that are aligned with the company goals.
- Communicates performance to plan, including metrics, to all key stakeholders at regular intervals
- Responsible for performance to plan, understands drivers of gaps to achieving plan and quickly addresses those areas until resolved.
- Identifies and addresses trends in market, key customer issues and competitive issues.
- Establishes and follows a process to manage and execute strategies and goals.
- Acts as an advocate for sales staff and is involved in escalations when customer expectations are not being met.
- Appropriately rewards and recognizes employees following ADI’s pay for performance philosophy while also driving differentiation across the organization.
- Provides input into organizational effectiveness to inform optimal structure, skills, and staff needed to execute on strategy.
- Leverages internal capabilities - sales operations, sales enablement, SME FAEs, BU resources, HR, etc. - to most effectively manage and develop their team
- Manages change aligned with overall sales and/or corporate strategy and objectives
- Demonstrates the expected ADI leadership characteristics necessary to lead others

Personal
- Result driven, autonomous and hands-on working style
- Excellent communication and interpersonal skills together with strong team-player abilities
- Excellent multicultural understanding
- Initiative and enthusiasm for new challenges
- Capacity to cope with pressure
- Proven negotiation and closing skills
- Excellent decision making ability and intrinsic motivation
- Strong resilience and dynamic
- Good planning and organizational skills as well as the ability to multitask
- High level of integrity
- Highly developed pattern of entrepreneurial thinking

Other
- Prepared to regularly travel nationally and internationally
- For positions requiring access to technical data, Analog Devices, Inc. may have to obtain export licensing approval from the U.S. Department of Commerce - Bureau of Industry and Security and/or the U.S. Department of State - Directorate of Defense Trade Controls. As such, applicants for this position - except US Citizens, US Permanen