Company Overview:
MACOM designs and manufactures semiconductor products for Data Center, Telecommunication and Industrial and Defense applications. Headquartered in Lowell, Massachusetts, MACOM has design centers and sales offices throughout North America, Europe and Asia. MACOM is certified to the ISO9001 international quality standard and ISO14001 environmental management standard.
MACOM has more than 65 years of application expertise with multiple design centers, Si, GaAs and InP fabrication, manufacturing, assembly and test, and operational facilities throughout North America, Europe, and Asia. Click here to view our facilities. In addition, MACOM offers foundry services that represents a key core competency within our business.
MACOM sells and distributes products globally via a sales channel comprised of a direct field sales force, authorized sales representatives and leading industry distributors. Our sales team is trained across all of our products to give our customers insights into our entire portfolio.
Job Summary
This position is responsible for the overall relationship and administration of MACOM’s global distributors, as well as leading MACOM’s RFuW Sales Operations team (Diode and MMIC portfolios).
As Distribution leader you will be expected to expand our revenue, POS and grow market share through demand creation efforts with our global distributors. This role will be responsible for fostering strategic discussions across the companies’ executive teams to fuel further growth of the collective business. It will involve direct interaction with senior executives at both MACOM, our distribution partners & channel partners (reps & resellers) on a continuous basis.
As Sales Operations leader you will manage MACOM’s RFuW Sales Operations team. This involves contract negotiation, quote creation, business analysis and margin management. One of your main duties is to oversee price decisions to create product margin contribution and business growth. The role is fast-paced and in close accordance with the business cycle and therefore requires individuals who are self-motivated with an analytical mindset.
This individual needs to be a leader and excellent communicator. He or she must bring a strong sense of business management and demonstrate a solid understanding of the semiconductor supply chain given the scope of this business.
The ideal candidate must be adaptable to thrive in a dynamic business environment, implementing changes in processes, strategies, or objectives as necessary. This skill requires resilience, openness to change, and the ability to lead matrixed teams through transitions smoothly.
Responsibilities:
- Develop and execute against the Distribution Strategy, incorporating performance KPI’s such as orders, revenue, channel margin, gross margin, inventory balancing, stock rotation, forecasts.
- This role will own the engagement, messaging, marketing communications plans, and key strategy for driving each of the MACOM Business Lines at the distributor.
- Coordinate and establish best practices for training and technical development of Distributor’s field engineering and sales for targeted MACOM technologies and business lines.
- Build and maintain business relationships to ensure strong & relevant engagement between MACOM and the partner. Ensure timely two-way communication of strategic and tactical changes such as policy changes, pricing, territory, products, demand creation, etc. Conduct quarterly business reviews with partners.
- Trouble shoot and resolve major points of dissatisfaction or conflicts including financial, operational, supply chain and other customer or channel conflict issues.
- Lead the Sales Operations team for the RFuW product portfolio including
- Support all quoting activity & deal making.
- Review, plan & execute annual price negotiations with tier 1 customers.
- Provide first line of support on commercial & operational inquiries for the regional sales and marketing teams.
- Price list positioning and margin optimization for RFuW product portfolio.
- Manage allocations and discontinuation processes for the portfolio as necessary
- Close collaboration with main Stakeholders such as Demand Management, Sales, Finance, Operations and Business Owners of RFuW product portfolios.
- Contracts management including ownership for negotiating and redlining business terms and conditions with distribution contracts and key customer contracts.
Qualifications
- Bachelor or MS in Business or Engineering required (Electrical/Computer Science/Computer Engineering).
- 10+ years in a leading in a similar role such as sales operations, distribution, sales technology, finance, analytics or business planning role.
- Working knowledge of the distribution channel and associated CRM systems and tools.
- Strong business acumen and financial analysis skills – must be able to analyze business trends, conclude key messages, and derive plans based on key financial metrics.
- Contracts management experience and expertise - negotiating and redlining business terms & conditions with customers, such as GPA, MSA, VPA, LSA, LTPA, Logistics agreements, NDA’s, sales contracts.
- Must be an excellent communicator who is organized, detail oriented, resourceful, and creative.
- Ability to negotiate, coordinate and collaborate with diverse teams of technical, sales, commercial and operations teams.
- A self-starter with great instincts and the ability to lead and influence others.
- Not afraid to roll up your sleeves and solve problems with a solution-oriented mindset
- This individual must also be able to build relationships with key decision makers and work in a high-performance team environment.
