Manager, Field Sales

Overview

About Analog Devices 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 $9 billion in FY24 and approximately 24,000 people globally, ADI ensures today's innovators stay Ahead of Whats Possible™.

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The Americas Broad Market Regional Sales Manager is responsible for managing a sales team and driving profitable growth of ADI’s innovative products and solutions for a region of the Americas. 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
  • Executes against a sales vision and strategy that is aligned with ADI’s corporate objectives and priorities
  • Leads a sales plan that results in profitable revenue growth meeting or exceeding ADI’s corporate growth and profitability goals and market share growth
  • Conducts regular pipeline reviews with team to drive pipeline growth aligned with overall company objectives
  • Establishes close alignment with the ADI Business Units to both understand and influence their strategies and priorities
  • Evaluates the TAM/SAM under area of responsibility and deploys resources accordingly
  • Deploys talent aligned with customers/opportunities best positioned for profitable growth by working closely and collaborating with internal leaders to insure account execution for shared resource coverage accounts
  • Works with Field Technical Leaders on FAE development plans
  • Maintains influential internal relationships with corporate level Sr. Executives, along with Regional Sales VPs. Develops and maintains influential relationships with key customer executives that enable early architecture engagements
  • Identifies and nurtures emerging accounts and markets

• Coaching and Talent Development
  • Coaches and develops a team of Field Sales Engineers on their sales account plans and competencies
  • Has a development plan in place with FSEs that leverages their strengths and improves areas of development
  • Identifies high potential talent and closely monitors their development
  • Determines need for training and development aligned with overall corporate and sales strategy and objectives; ensures training is completed and/or up to date by regional sales team
  • Maintains network of potential candidates outside of ADI
  • Ensures utilization of and provides feedback on sales tools to meet the needs of the Regional Field Sales team

• Bachelor’s or Master’s Degree, Technical degree preferred
• 3-5+ years’ related direct or indirect management experience and demonstrated success selling through others, including increasing levels of accountability, with a minimum of 8+ years of semiconductor sales experience
• Experience managing the activities within a functional area, demonstrated collaboration with managers of other functional areas
• Consistent track record of achieving positive results aligned with company strategy
• Demonstrated leadership capabilities in previous positions
• Strong ability to coach and mentor others to higher levels of performance
• Team oriented; leverages sales partners abilities appropriately; shares in successes and takes ownership for mistakes or losses
• Ability to travel within territory California Bay Area with limited overnight stays

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…