Job Summary:The Director, Business Development & Strategic Sales- West is responsible for driving revenue growth, expanding strategic customer relationships, and increasing Macnica Americas' market presence throughout the Western United States. This senior-level role serves as both a strategic sales leader and a highly technical customer-facing resource, helping customers identify and implement semiconductor, networking, AI/IoT, imaging, and embedded solutions.
The successful candidate will have extensive experience in semiconductor distribution, electronic components, and solution-based selling. This individual will be responsible for identifying new business opportunities, developing executive-level customer relationships, influencing design-win activity, and collaborating closely with supplier partners, Field Application Engineers (FAEs), Supplier & Solutions Management, and leadership.
This role requires the ability to engage with both engineering teams and executive decision-makers while independently managing a portfolio of strategic accounts and large business opportunities throughout the region.
Duties/Responsibilities:- Develop and execute strategic sales plans to drive revenue growth throughout the Western United States.
- Identify, qualify, and pursue new business opportunities across key accounts, emerging customers, and targeted vertical markets.
- Build and maintain strong relationships with engineering, procurement, operations, and executive leadership teams at customer organizations.
- Drive design-win activity and revenue growth for Macnica's semiconductor, embedded, networking, imaging, AI/IoT, and solution offerings.
- Own and manage a pipeline of opportunities from prospecting through design-win, production, and revenue realization.
- Conduct high-level business and technical discussions with customer engineering teams to identify market opportunities and recommend solutions.
- Deliver customer presentations, business reviews, and solution demonstrations with support from technical resources as necessary.
- Work closely with Field Application Engineers to support technical evaluations, product qualifications, and customer design cycles.
- Collaborate with Supplier & Solutions Management to align business strategies, supplier objectives, and customer opportunities.
- Develop strategic account plans designed to increase wallet share and expand Macnica's presence within targeted accounts.
- Monitor industry trends, competitive activity, market developments, and emerging technologies to identify new growth opportunities.
- Provide market intelligence, customer feedback, and sales forecasts to leadership and supplier partners.
- Support supplier business reviews, joint customer visits, and executive-level engagements.
- Act as a trusted advisor to customers by providing both commercial and technical guidance throughout the sales process.
- Meet or exceed assigned revenue, gross profit, design-win, and strategic growth objectives.
- Develop, mentor, and manage a team of sales professionals within the territory, providing coaching, performance management, and strategic direction to drive business growth and achieve sales objectives.
- Establish and maintain strong executive-level relationships, including engaging with C-suite leaders to identify strategic opportunities, align business objectives, and position Macnica as a trusted partner.
- Travel throughout the territory as required to support customers, suppliers, and business development initiatives.
Required Skills/Abilities:- Demonstrated success selling semiconductor, electronics, embedded, networking, or technology solutions within a B2B environment.
- Strong technical aptitude with the ability to communicate effectively with engineers, technical decision-makers, and executive leadership.
- Proven ability to develop new business and close complex, long-cycle sales opportunities.
- Experience managing strategic accounts and influencing customer purchasing decisions.
- Excellent presentation, negotiation, and relationship-building skills.
- Strong understanding of semiconductor sales cycles, design-win processes, supply chain considerations, and electronic component markets.
- Ability to develop and execute territory growth strategies with minimal supervision.
- Experience collaborating across sales, engineering, product management, and supplier organizations.
- Strong analytical, forecasting, and pipeline management skills.
- Self-motivated, highly organized, and capable of managing multiple priorities simultaneously.
- Proficient with CRM systems, Microsoft Office Suite, and sales reporting tools.
- Proven experience leading, developing, and managing high-performing sales teams.
Education and Experience:- Bachelor's degree in Engineering, Business, Marketing, or a related field, or equivalent combination of education and industry experience.
- 8-15 years of experience in semiconductor sales, electronics distribution, technical sales, business development, or strategic account management.
- Experience working with suppliers, manufacturers, and engineering-focused customer organizations.
The above job description is not intended to be an all-inclusive list of duties and standards of the position. Incumbents will follow any other instructions, and perform any other related duties, as assigned by their supervisor.
