Regional Sales and Global Distribution Manager

Regional Sales and Global Distribution Manager

I. Pre-Sales Engagement

• Customer Discovery:

  Map application requirements (frequency plan, linearity, power, thermal), identify decision makers, and quantify technical fit vs. competitors.

• Solution Alignment:

  Translate requirements into recommended ICs of Company, reference designs, and roadmap visibility; provide inputs for ROI/BOM analysis.

II. Design-In and Design-Win Acceleration

• Reference Design Adaptation:

  Work with Applications, Product Marketing and Product Definition teams to customize schematics, and firmware hooks for target platforms.

• BOM & Cost Optimization:

  Propose alternates to customers, justify value vs. discrete solutions, and negotiate volume pricing assumptions

• Objection Handling & Benchmarking:

  Collate information on performance vs. competitor parts; provide mitigation plans for edge-case specs.

III. Opportunity & Funnel Management

• Qualification & Prioritization:

  Add opportunities in CRM and prioritize customer engagement efforts based on revenue, strategic fit, risk focus and overall ROI

• Forecast Ownership:

  Drive finalization of quarterly forecasts for design-win and revenue, including probability, Volume and ASP assumptions.

• Cross-Functional Deal Reviews:

  Lead periodic reviews with Marketing, Operations, and Sales Operations to unblock samples, eval boards, and product shipments.

IV. Post-Sales Support

• Ramp Assistance:

  Guide customers through EVT/DVT/PVT stages, and align volume forecasts with Operations.

• Field Debug & RMA Triage:

  Serve as first responder, coordinate FA labs, and close the loop with Quality & Design teams.

• Customer relationship follow-up

  Maintain regular engagement with customer team post-deployment to ensure satisfaction, gather feedback, and identify opportunities for future collaboration.

V. Ecosystem & Channel Enablement

• Distributor & Rep Training:

  Plan and execute regular distribution partner trainings

• Events & Thought Leadership:

  Represent the Company and present live demos/papers and panel sessions at IMS, MWC, and regional RF conferences.

VI. Reporting & Continuous Improvement

• Win/Loss Analysis:

  Document technical reasons, price factors, and timeline gaps; feed insights to Product Marketing Product Definition teams.

• Voice-of-Customer Loop:

  Collaborate with Product Marketing/Definition to aggregate spec-gap trends into PRD change requests and future device feature lists.

Global Distribution Management

• Global distribution strategy

  Support the development and execution of distributor strategy aligned with overall sales objectives and product priorities.

• Distributor management

  Assist in setting goals, sales targets, and performance metrics for global distributors; ensure alignment on pricing, inventory, and promotional activities.

• Distribution reviews

  Lead monthly, quarterly and annual business reviews involving marketing, BU and leadership teams.

• Data analysis & reporting

  Monitor distributor sales data, market trends, and competitive activity; provide actionable insights to sales leadership for decision-making and strategy refinement.

Qualifications & requirements

• Education

  Bachelor's degree in Electronics and Telecommunications Engineering. Master's degree or MBA preferred.

• Experience

  more than 10 years in technical sales, applications engineering, or field applications engineering within RF/mmWave semiconductors

• Technical expertise

  Strong understanding of RF/mmWave systems, linearity, power/thermal considerations, and product development lifecycles (EVT/DVT/PVT).

• Pre-sales skills

  Proven ability to translate customer requirements into product recommendations, deliver technical presentations, and conduct competitive benchmarking

• Commercial acumen

  Experience in managing global distributors, setting sales targets, analysing sales data, and supporting forecast accuracy

• Customer engagement

  Skilled at objection handling, post-sales follow-up, and maintaining long-term customer relationships

• Analytical ability

  Proficient in using CRM tools, interpreting market data, and preparing actionable insights for sales leadership

• Collaboration

  Demonstrated success in working cross-functionally with Product Marketing, Operations, and Engineering teams to achieve design-wins

• Communication

  Strong verbal and written skills for both technical and non-technical audiences; adept at cross-cultural collaboration

• Travel readiness

  Willingness to travel locally and internationally for customer visits, distributor reviews, and industry events