Sales Director

工作内容

Business Unit: Semiconductor & Assembly Solutions

Division: SAS Commercial

Business Overview

MACDERMID ALPHA ELECTRONIC SOLUTIONS

Through the innovation of specialty chemicals and materials under our Alpha, Compugraphics, Electrolube, Kester, and MacDermid Enthone brands, MacDermid Alpha Electronics Solutions provides solutions that power electronics interconnection. We serve all global regions and every step of device manufacturing within each segment of the electronics supply chain. The experts in our Semiconductor Solutions, Circuitry Solutions, and Assembly Solutions divisions collaborate in design, implementation, and technical service to ensure success for our partner clients. Our solutions enable our customers’ manufacture of extraordinary electronic devices at high productivity and reduced cycle time. MacDermid Alpha is a business unit of Element Solutions Inc (NYSE: ESI). Element Solutions Inc is a leading specialty chemicals company whose businesses supply a broad range of solutions that enhance the products people use every day.

SEMICONDUCTOR & ASSEMBLY SOLUTIONS (SAS)

As a global supplier to the semiconductor industry, we provide advanced copper interconnects, die attachment, wafer bump processes, solder technologies, fluxes, cleaners, and other attachment materials for the integrated circuit fabrication, semiconductor packaging, and electronic assembly industries. Our products touch nearly every facet of modern life and enable smart devices, phones, computers, electric vehicles, and more to function properly. SAS consists of three distinct business units (Circuit Board Assembly, Semiconductor Assembly, and Wafer Level Packaging) which are positioned to meet our customers’ everchanging needs. We operate globally, employ over 2,500 employees, and represent a $1.2BN (and growing) business.

Job Purpose

PRIMARY SALES MANAGEMENT MISSION:

The Sales Director of SAS Commercial Taiwan will drive profitable revenue growth for ESI and our businesses in the target market area of Taiwan.This person will provide sales leadership and will be accountable for the sales strategy and execution to achieve the company’s annual revenue and margin growth goals for this market.

These strategies include defining and executing the tactics to: (i) CREATE new opportunities and pipeline for future business growth, (ii) compete and WIN new opportunities in order to generate profitable new revenue growth, and (iii) defend and GROW our relationships with our most strategic customers in order to build a profitable, sustainable, and predictable revenue growth engine for our employees and shareholders for years to come.

As we implement this mission, we must strive to be world-class in our selling efforts and effectiveness. Leading the selling efforts in this business will require a relentless pursuit of “Sales Excellence” in the following areas: (a) sales talent development; (b) effective collaboration with our global sales and service teams; (c) sales process rigor and discipline; and (d) a consultative / solution-oriented selling approach in order to differentiate and provide quantifiable value for our customers‘ businesses.

We are looking for a an experienced sales leader to help us continue to develop this culture of “Sales Excellence” in order to meet the growing needs of this market...as well as the revenue, profitability, and growth goals set out for the entire business.

Job Responsibilities

SALES MANAGEMENT RESPONSIBILITIES

Reporting to the General Manager of Commerical Greater China, the Sales Director will assume all sales management responsibilities for this market. This includes, but is not limited to:

• Leading, coaching, directing, and coordinating all selling resources and efforts for the business, including: outside sales, account management, inside sales, sales support, and customer/technical services as required.
• Leading all aspects of the revenue lifecycle for this business, including: Demand Creation (CREATE.), Opportunity Management (WIN.), Account Management (GROW.). Long term revenue retention and growth for this market requires effectiveness in each of these areas.
• Managing all sales organization performance – including forecasting, budgeting, and generating strong revenue, margin, and profit growth for the market in line with our strategic and annual plans.
• Developing and managing all sales talent for this market, including: selection/hiring, coaching, mentoring, retention, succession, performance management, metrics, territory definitions, compensation, training, termination, etc.
• Maintaining an active role in the development and growth of our most large accounts for this market, including:
• Direct strategic relationship responsibilities with key customers.
• Assisting and/or leading the negotiating efforts for some of our most strategic opportunities.
• Leading the large account management efforts for some of our most large accounts from time to time.
• Ensuring the implementation and adoption of all ESI-wide sales excellence standards within this market, including: sales metrics, processes, methodologies, tools, CRM and information systems, expense and budget policies, variable compensation, training programs, and other sales related sales excellence initiatives.
  
  

Requirements & Qualifications

The Sales Director will possess the following qualifications and experiences to ensure success in this role for our business. This includes, but is not limited to:

• The candidate must have a Bachelor’s Degree or equivalent experience in Business, Sales, Marketing or related field. An advanced degree (MBA, Master’s) is preferred.
• You should have at least 10 years of demonstrated sales management and leadership experience, exceeding annual sales goals, and leading and growing a global sales team.
• Experience selling in the Taiwan and/or related industries is required for success.
• We need an exceptional hands-on leader and coach with a proven track record for setting, achieving and exceeding revenue and margin growth goals.
• We require experience negotiating and crafting complex deal structures that create win-win solutions for our business and for our global customers.
• You should be comfortable leading a sales organization that follows a structured, team-based sales process and methodology - where new business opportunity sales cycles can last 6-24 months depending on the size and complexity of the opportunity.
• Experience using the following Sales Methodologies is a major plus: RADAR from The Complex Sale, Strategic Selling, Target Account Selling, SPIN Selling, Solution Selling, etc.
• You should have deep experience with sales process, sales performance metrics, sales analytics, and Customer Relationship Management (CRM) systems such as Salesforce.com.
• You must possess exceptional relationship and networking skills. You must have an executive presence and be politically savvy to expand relationships to upper and senior-level management within our customers and prospects.
• You must be a high-energy, high-character, business professional with an unwavering commitment to excellence for yourself, your team, the customer, and our company.
• You must be willing to devote at least 50% or more of your time to traveling with your team and to your customers – significant travel is required (including international).
  

Supervisory Responsibilities

The Sales Directorshould be someone that builds trust in relationships – a sales leader worth following – and someone who strives to build collaboration and teamwork for those inside and outside his/her organization.

We are looking for a leader who models personal accountability, with a “you can count on me” attitude. We want an authentic leader, someone that builds high-performance teams and earns the respect of those who work with him/her.

As a sales leader in our business you should be:

• A natural coach and mentor for our salespeople. You should be an authentic sales team leader and coach who is collaborative, inclusive, approachable, and creative – someone that brings out the best in others You can’t be the best salesperson on the team. You need to build the best sales team.
• A person of strong character, values, ethics, and morals. We want a passionate and positive personality who is highly relational and opportunistic.
• A professional “deal-maker” who excels at the craft of business development. You should be a strategic thinker, with strong business acumen and exceptional preparation, communication, presentation, and organizational skills. You should be a holistic thinker who can link market and customer trends to business sales strategies and tactics.
• A polished, poised, driven, and competitive sales leader. We want sales leaders that wake up every day determined to find ways to grow the business faster than our competitors.
• A business leader that commands a seat at the table with C-Level Executives, but that can also relate to stakeholders at any level of an organization. We are looking for sales leaders who instill confidence in his/her employees, customers, suppliers, and partners.
• A person that is motivated by talent development, market development, and overall growth. We want someone who is constantly strengthening his/her people as well as the organization. You should be a leader that confronts performance issues with courage and caring. You should be someone that knows how to spot sales performance issues and isn’t afraid to do something about it.
• A sales leader that is very comfortable being measured by the performance of his/her team and the overall growth and success in the market. We are looking for sales managers and leaders that want to celebrate the successes of others.
  

Relevant Industries

Electronics

Manufacturing

EEO Statement

Element Solutions Inc group of companies are E-Verify Companies and provide reasonable accommodation for qualified individuals with disabilities and disabled veterans in job applicant procedures. Equal Opportunity Employer: Minority/Female/Veteran/Disabled/Gender Identity/Sexual Orientation