We are the global test and automation specialists, powering next-generation technologies through sophisticated solutions. Behind every electronic device you use, Teradyne's test technology ensures your device works right the first time, every time! Our portfolio of automation solutions help manufacturers to develop and deliver products quickly, efficiently and cost-effectively. Together, Teradyne companies deliver manufacturing automation across industries and applications around the world!
The World Wide Sales Director is responsible for overseeing all activities of our sales force to achieve both sales, profit and growth goals. This individual will have a successful track record of growing both domestic and international sales through existing customer bases as well as providing strategies to reach new customers and achieve division growth targets.
Main Tasks and Responsibilities:
- Plan, execute, communicate, and lead the global sales strategy to meet bookings and revenue targets in current year and over the mid-term plan period.
- Execute appropriate sales processes for defining competitive strategies, strategic goals, focused means and progress against goals and gaps in knowledge or progress (examples: Competitive Selling Strategy process, Business reviews etc.)
- Manage development plans and responsibilities to develop sales team skill and build bench of people that can grow into management positions
- Produce accurate and timely forecasts and sales reports
- Maintain an appropriate incremental sales pipeline to achieve revenue goals
- Manage and lead multiple direct reports in multiple geographical locations
- Manage and lead multiple disciplines including Regional Sales managers, Field Applications Manager, Field support and Strategic Manufactures Reps
- Drive sales tools, worldwide account coverage, product training, and tracking mechanisms necessary to achieve Mid-Term plan growth
- Make recommendations for adding or removing sales coverage globally to maximize short term and mid-term growth
- Participate in and help drive the overall business strategy that drives the funnel of opportunities based on programs and funding profiles as well as review organic and acquisition opportunities
- Understand and qualify customer’s specific business issues, communicate and lead process for defining the appropriate products, services and communicate value proposition to customer
- Establish and maintain strong customer relationships and trust between all levels of management at customer and Teradyne
- Effectively represent customer concerns/requirement while balancing both Teradyne and customer needs
- Provide feedback on market requirements and ideas for improving sales and product performance.
- Effectively communicate issues and opportunities across all levels of management at Teradyne and customer and drive development and execution of appropriate action plan
- Participation in seminars, trade shows and other promotional events.
Qualifications:
Strong technical background with sales experience:
- Knowledge and understanding of SMT capital equipment and the drivers of automatic test equipment
- Minimum of 10+ years of professional sales management experience in Surface Mount Technology Capital Equipment or similar capital equipment market
- Proven ability to diagnosis shortfalls in the sales results and take corrective action.
- Ability to develop new relationships in a market with high customer turn-over
- Proven success achieving bookings and revenue goals
- Self-motivated, assertive, and collaborative
- Excellent interpersonal, written, and oral communication skills
- Decision-making, communication and leadership skills are essential for success
- The ability to communicate Up and Down, from the CEO to the Test engineer at customers and internally at Teradyne
- Able to negotiate based on understanding of factors such as customer needs, competition and impact that of profit & loss
Education:
- Bachelor’s Degree in an engineering discipline or equivalent experience; MBA a plus
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