Tactical Marketing Global Distribution Manager

Description: Title: Tactical Marketing Global Distribution Manager Reports to (Title): Tactical Marketing Director Job Code 280400 Position Summary : Perform all functions related to the sale of Microsemi products into the Distribution accounts for the Business Unit . Maintains direct contact with customers, reps, and distributors before and/or after the sale. Develops and influences positive distributor relations. Increases mind share within distribution partners. Defines and implements growth strategies with all distribution partners. Coordinates with various functions within the company to ensure distributor requests are handled appropriately and in a timely manner. Job Responsibilities: (Essential functions of the job - address job scope, discretion, supervision and job complexity)

• - Sets POS, POA, Consumption and demand creation targets for distributor
• - Analyzes distributor performance against targets
• - Conducts Quarterly Business Reviews to discuss performance to targets and set growth strategies
• - Analyzes operational processes and escalation procedures - for example but not limited to ship and debit, EDI, stock rotation. Works in consort with Tactical Marketing Project Manager to achieve process improvements.
• - Analyzes distributor inventory to ensure that sufficient coverage is in place to meet run rate requirements and NPI. Co-ordinates and negotiates stocking packages in consort with Corporate distribution teams.
• - Analyses distributor margin and takes action to ensure that it falls within company expectations
• - Escalation path for distributors to resolve status, production, delivery and billing inquiries.
• - Provides reports for Sales and BU QBRs
• - In consort with Corporate sales and Distribution teams defines and executes distribution strategy
• - Manages account de-assignment programmes in consort with Corporate Distribution and Corporate Sales teams

Account Management

• - Maintains and grows Microsemi relationships in distributors to meet or exceed revenue and demand creation targets.
• - Implements defined business plans for expansion, and penetration programs as part of key account strategies.
• - Maintains in-depth knowledge of distributor's business, organizational structure, business processes and financial structure.
• - Understands strengths and weaknesses of key competitors and trains distributors to leverage this knowledge.
• - Understands the strengths and weaknesses of each distribution partner and uses this knowledge to leverage maximum mindshare for Microsemi.

Relationship Management

• - Establishes professional working relationships with the senior management team internally, at distributors and key distribution accounts to ensure organizational alignment to the end customer's long term business strategy.
• - Develops and maintains collaborative relationships with Corporate Sales and Distribution teams
• - Develops and maintains collaborative relationships with industry experts to understand trends and new business opportunities.
• - Ensures the distributors are aligned with the technology goals of customers and sufficient resources are deployed to meet those goals
• - Collaborates with BU Strategic Marketing and Corporate Vertical Marketing teams and ensures that sufficient resource is deployed in the distribution network to support vertical marketing initiatives

Contacts: (Nature and purpose)

• - External: Distributors,. Technical and commercial contacts within distributors to drive existing revenue and new business
• - Internal: Work with Corp Sales, Distribution and Vertical Marketing and departments and Division Strategic Marketing, QC, Manufacturing Ops, Engineering and Finance Teams to define, develop and execute tactical and strategic initiatives

Job Complexity

• - Works on problems of diverse scope where analysis of data requires evaluation of identifiable factors to make recommendations and set strategies.
• - Exercises professional judgment in methods and techniques and manages company assets effectively and within established parameters
• - Applies knowledge and skills to solve complex business issues
• - Networks with senior internal and external customers, sales reps, distributors, and departmental contacts
• - Drive distribution quarterly sales forecasting
• - Investigate problems/issues/complaints to recommend and implement solutions.

SupervisionReceives instructions on business strategy - defines and implements action plans to deliver resultsExperience/Qualifications/Skills

• - Minimum of 10 years of related experience with a Bachelor's degree; or 5 years and a Master's degree or equivalent education and/or work experience
• - Product knowledge and sales experience in a semiconductor environment
• - In depth knowledge of semiconductor distribution. Understanding of distribution business drivers.
• - Self-sufficient and highly motivated, with excellent communication skills; able to work effectively in a fast-paced, dynamic environment
• - Strong negotiator, motivator, communicator and team player with excellent analytical skills
• - Ability to network at all levels - both on a technical and commercial level
• - Requires the ability to travel extensively - to APAC, North America and EMEA
• - A second language of a major region an advantage

Qualifications: Experience/Qualifications/Skills

• - Minimum of 10 years of related experience with a Bachelor's degree; or 5 years and a Master's degree or equivalent education and/or work experience
• - Product knowledge and sales experience in a semiconductor environment
• - In depth knowledge of semiconductor distribution. Understanding of distribution business drivers.
• - Self-sufficient and highly motivated, with excellent communication skills; able to work effectively in a fast-paced, dynamic environment
• - Strong negotiator, motivator, communicator and team player with excellent analytical skills
• - Ability to network at all levels - both on a technical and commercial level
• - Requires the ability to travel extensively - to APAC, North America and EMEA
• - A second language of a major region an advantage