Sales Director, Field Sales

San Jose, CA, United States

Analog Devices, Inc. (NASDAQ: ADI) is a global semiconductor leader that bridges the physical and digital worlds to enable breakthroughs at the Intelligent Edge. ADI combines analog, digital, and software technologies into solutions that help drive advancements in digitized factories, mobility, and digital healthcare, combat climate change, and reliably connect humans and the world. With revenue of more than $12 billion in FY22 and approximately 25,000 people globally working alongside 125,000 global customers, ADI ensures today’s innovators stay Ahead of What’s Possible.

At Analog Devices, we relate our success directly to the strength of our management team. To continue operating at our high standards, we’re seeking an experienced Americas Sales Director to join our team.

We are seeking someone who has managed a large sales organization in a global company (especially cloud and communications infrastructure industries), who has a strong desire and agility to take on bigger challenges. This role requires an expert communicator with a strong ability to delegate responsibilities and collaborate across a wide range of divisions and Business Units. Ultimately, you’re driven by the desire to lead a sales team toward maximum efficiency and growth.

This role is crucial to the success of our field organization, and the overall success of ADI. 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:

Orchestrates a sales vision and strategy that is aligned with ADI’s corporate objectives and priorities. Leads a sales plan that results in revenue growth meeting or exceeding ADI’s corporate revenue and market share growth goals. Drives YoY growth within the Opportunity Pipeline and “Net New” Design In’s. Establishes close alignment with the ADI Business Units and has a strong understanding of their priorities. Aligns customer requirements to BU investments, positions ADI for Solution selling. Partners with both Business Units and customers to drive and execute on the business. Elevates the “Voice of the Customer” inside of ADI to ensure an “Outside In” approach to maximize customer success. Supports sales team and manages Executive level relationships within key customers. Leverages those Executive level relationships to meet corporate strategy and growth targets. Evaluates the SAM under area of responsibility and deploys resources accordingly. Works closely on the deployment strategy with the other Regional Sales Directors and Field Application Engineering leaders; collaborates to ensure account execution for shared resource coverage accounts.

Leadership:

Coaches and develops a team of Sales Managers on their sales plans and leadership capabilities. Ensures that all Managers have a robust development plan in place with their teams. Gives autonomy to those Managers, while ensuring accountability. Identifies high potential talent and closely monitors their development. Provides guidance and feedback to help them strengthen specific knowledge/skill areas. Communicates performance to plan, including metrics, to all key stakeholders at regular intervals. 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. Acts as an advocate for sales staff and is involved in escalations when customer expectations are not being met. Leads change initiatives aligned with overall sales and/or corporate strategy and objectives. Define and drive a culture of ethics with a lead by example approach.

Skills and Qualifications:

Bachelor’s or Master’s Degree; BSEE, MBA a plus. Minimum of 6+ years’ directly related and progressive management experience in sales leadership role, including increasing levels of accountability. Experience creating appropriate organizational structures that drive organizational strategies. Demonstrated success in growing revenue and gaining market share. Proven experience in a managerial role with strong decision-making capabilities. Ability to motivate and lead people. Develop leadership qualities consistent with company culture. Excellent communication, collaboration, and delegation skills. Proven ability to develop and maintain strategy and business plans.

Preferred Qualifications:

Knowledge of technology related to semiconductor, manufacturing in general and the semiconductor industry is a plus. Master’s degree in business management or/and electronic engineering and technology related fields.

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 Permanent Residents, and protected individuals as defined by 8 U.S.C. 1324b(a)(3) – may have to go through an export licensing review process.

Analog Devices is an equal opportunity employer. We foster a culture where everyone has an opportunity to succeed regardless of their race, color, religion, age, ancestry, national origin, social or ethnic origin, sex, sexual orientation, gender, gender identity, gender expression, marital status, pregnancy, parental status, disability, medical condition, genetic information, military or veteran status, union membership, and political affiliation, or any other legally protected group.

EEO is the Law: Notice of Applicant Rights Under the Law.

Job Req Type: Experienced

Required Travel: Yes, 25% of the time

Shift Type: 1st Shift/Days

The wage range for a new hire into this position is $211,232 to $290,444.

Actual wage offered may vary depending on geography, experience, education, training, external market data, internal equity, or other bona fide factors.

This position qualifies for a discretionary performance-based bonus which is based on personal and company factors.

This position includes medical, vision and dental coverage, 401k, paid vacation, holidays, and sick time, and other benefits.

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