Responsibilitieshttps://www.youtube.com/watch?v=0tMgKm_71qs
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What You'll Get To Do:The VP/Director of Go-To-Market (GTM) is the senior leader responsible for building and executing PIDSA's regional demand-creation engine. This leader aligns channel strategy, direct sales, marketing, vertical market development, and product coordination into a unified GTM system that accelerates profitable growth.
This role operationalizes PIDSA's Regional Demand Hunter pillar while ensuring tight collaboration with the Global Design-In (GDI) team aligned with Corporate PID in Japan. The GTM leader will drive structured growth programs around PIDSA's five strategic verticals, seven key product categories, and modernized fulfillment operations.
Key Accountabilities: Financial Performance- Development of Business Plan with full P&L responsibility
- Manage budgets to meet predetermined business plan requirements
- Develop business and cost models to drive Top Line Sales, AOP, and ROI
- Recommend and implement policies, procedures and actions that enhance PIDSA and overall PNA and PID sales and profit objectives
- Partner with Operations/Logistics to ensure GTM programs align with new service capabilities:
- Cross-dock, direct-to-VMI, QR code traceability, tariff management.
- Work closely with Finance to improve profitability, addressing PIDSA's challenges with fixed costs, margin pressure, and inconsistent growth.
Customer / Market / Product Focus - Build, own, and continuously refine PIDSA's regional go to market strategy across direct, channel, and vertical market approaches.
- Create alignment between the Regional Demand Hunter pillar and the Global Design In team to ensure seamless execution of global • regional design in transfers.
- Lead GTM planning around PIDSA's five key regional focus areas:
- Automotive; Factory Automation & Robotics; Commercial HVAC/BMS; Space/Mil-Aero; AI Data Center & Networking.
- Lead and develop five vertical market directors to accelerate opportunity creation and strategic customer penetration. Ensure each vertical has:
- A clear market plan
- Priority customer targets
- Annual design in goals
- Coordinated product and pricing strategies
- Oversee creation of market-specific content, campaigns, and events.
- Implement metrics-driven, accountable operational processes for pipeline generation and funnel management.
- Develop and execute a comprehensive channel strategy aligned with distribution, EMS, manufacturers reps, and data platform partners.
- Align channel programs with the seven key product groups that drive ~70% of PIDSA revenue.
- Establish channel tiering, incentives, MDF planning, training programs, and performance dashboards.
- Serve as primary commercial liaison to Business Divisions in Japan.
- Ensure pricing strategy, roadmap visibility, and NPI introduction processes address one of PIDSA's major challenges: lack of new product introduction performance.
- Facilitate proactive communication between Japan HQ, GDI teams, and regional sales.
Human Resource / Organization Improvement - Oversee direct and strategic account sales teams, ensuring alignment to global design wins and regional initiatives.
- Staff the organization with competent talent and align them according to strategic organizational objectives.
- Develop the professional and leadership competencies of staff and ensure effective succession planning for all key positions.
- Specifically, develop competencies to support new business development.
- Demonstrate sensitivity to the importance of diversity in making staffing, customer and supplier decisions
Process/Metric Management - Establish and manage all business processes such as technology acquisition, information and knowledge management, supply chain management, project management, etc.
- Establish and manage all metrics for all Regional channels including, but not limited to, sales, profit, Inventory and Cash performance as well as cost controls.
- Develop key performance measures/ indicators and effectively use for control and improvement of not only internal PIDSA processes, but for PEXNA Service functions as well.
Scope: - Budget Plan FY26 $329.2M (Automotive, HVAC, Distribution, EMS, IA)
- Responsible for multi-functional organization Sales, Marketing, Product.
- HC Plan estimates approximately 85 in FY26.
QualificationsWhat You'll Bring:Education & Experience: - 10-20+ years in electronic components, semiconductors, or industrial automation.
- Leadership experience in sales, marketing, channel management, product management, or vertical industry strategy.
- Demonstrated success building or transforming a GTM organization.
- Experience interfacing with Japan-based product divisions or global engineering groups.
- BS degree in Engineering or Business with an MBA highly preferred
Competencies: - Expertise in Negotiation, Business Strategy,
- Strong overall business acumen, including financial and analytical skills
- Knowledge of core business involving electronic components
- Design-in conversion to revenue
- Channel revenue growth and profitability improvements
- GTM cost efficiency (sales/fixed cost ratio improvement)
- Vertical pipeline expansion and win rates
- NPI adoption rate and BD alignment with Japan HQ
- Customer satisfaction and partner engagement
- Internal alignment and EOS score improvements
Communications:- High persuasion and communication in all areas
- Level of collaboration in matrix and non-vertical organization is critical
- Ability to partner/collaborate/negotiate with all levels internal and external, including alliances with outside entities to achieve this organization's business objectives.
- Formal written communication capability, as well as oral skill is required to accomplish division and company objectives
Problem Solving:
- Recognizes and suggests business system process improvements to reduce complexity, and redundancy
- Identify issues, inhibitors and impacts and develop strategies for resolution or risk mitigation
- Collaboration: Works well with executives within PNA, product management, channel partners, and finance to achieve established goals in an ever-changing and demanding market
Other Requirements:.
- Ability to travel as required. Greater than 50% may be required, business dependent
The wage range of $240,000 - $260,000 is just one component of Panasonic's total package. Actual compensation varies depending on the individual's knowledge, skills, experience, and location. This role may be eligible for discretionary bonuses and incentives.
We understand that your career search may look different than others and embrace the professional, personal, educational, and volunteer opportunities through which people gain experience. If you are actively looking or starting to explore new opportunities, send us your application!
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