Rochester Electronics is immediately hiring for a Director, Business Development!
At Rochester Electronics, we create an excellent employee experience focused on value, performance, motivation, recognition, and career growth. Many companies say their employees are their most important asset. At Rochester Electronics, we mean it!
- Outstanding low-cost medical, dental, vision, and prescription drug coverage, Rochester pays 92% of the premiums on behalf of its full-time employees
- Paid time off, including vacation, sick, and holiday
- Generous match 401K program
- Tuition reimbursement
- Flexible spending account
And so much more!
For the last 40 years, Rochester Electronics, in partnership with over 70 leading semiconductor manufacturers, has provided our valued customers with a continuous source of critical semiconductors. As an original manufacturer stocking distributor, Rochester has over 15 billion devices in stock encompassing more than 200,000-part numbers, providing the world’s most extensive range of end-of-life (EOL) and broadest range of active semiconductors. As a licensed semiconductor manufacturer, Rochester has manufactured over 20,000 device types. With over 12 billion die in stock, Rochester can manufacture over 70,000 device types.
General Summary
The Business Development Director (BDD) will develop and expand domestic/international account(s) and/or market segments that are highly strategic to Rochester Electronics (RE). Direct customer contact will comprise the major portion of this role, including leading a team of Account Executives. The BDD must have both the sales skills and technical knowledge to make and deliver presentations, lead customer discussions, and marshal RE’s resources across product, manufacturing, and services offerings to advance the sales process. The BDD will have experience and success in a team selling approach across the RE functional units, including successfully diagnosing and proactively resolving any potential execution conflicts.
Responsibilities
- Develops and carries out a profitable growth plan aligned with corporate RE account objectives; understands the entire account, departments, personnel and major programs or products.
- Delivers plan containing strategies to capture both new and competitive business.
- Directly leads and creates new opportunity engagements that provide the highest value for the strategic account(s) while aligning RE’s strengths and objectives with customer needs and, resulting in a differentiated solution.
- Develop and drive demand creation strategies. Identify, qualify, and support pre-sales opportunities to design closure. Main focus is on identifying, qualifying and closing Rochester engineering solutions.
- Synthesizes & simplifies the customer’s complex organization and leads RE on how to approach the customer from both the customer’s and RE’s perspective.
- Creates an executive relationship map and builds networks from the very highest decision makers facilitating the engagement of RE senior leadership as a strategic partner with customer’s senior leadership.
- Interacts directly with RE executive leaders up through RE Presidents, acting as the single voice of the customer filtering information appropriately related to the accounts objectives, performance, opportunities, and issues.
- Assimilates within the strategic account(s) company culture to be viewed as being a trusted part of their organization.
- Understands the entire strategic account(s) ecosystem (end customer, design partners) and leverages partner resources to effectively communicate Rochester’s’ value proposition within that ecosystem.
- Leads and negotiates global pricing contracts, multisite development agreements while minimizing cost reductions and maintaining access/influence to engineering and executives at all levels
- Travels to both open new and drive existing strategic opportunities and executive relationships across entire customer’s footprint.
- Lead and manage the Regional Sales Manager (RSM), setting clear objectives and performance metrics to achieve regional business development goals.
Qualifications
- Bachelor’s degree in engineering, business, marketing, or related field
- Minimum 10 years of Semiconductor Industry experience (FPGA, ASIC, ASSP, CPU, or DSP)
- Minimum 10 years combined experience in a strategic customer-facing sales, marketing, and/or business development capacity, with a minimum of 5 years selling to executive-level decision makers.
- Experience in a customer facing sales, marketing, or business development capacity
- Ability to strategically drive all aspects of the sales process from identifying opportunities to closing the sale
- Highly collaborative; acts as a team builder and team player
- Ability to synthesize complex information across multiple inputs and perspectives – external market, customer, RE, etc.
- Internal and external communication skills – meeting facilitation, appropriate flow of relevant information to relevant stakeholders, presentations, filters communications appropriately
- Influencing skills; ability to challenge appropriately, creating constructive tension as necessary to drive results
- Time management and organizational skills; ability to prioritize efforts on those most likely to result in revenue and market growth
Rochester Electronics is committed to creating a diverse environment and is proud to be an equal-opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability status, age, veteran status, or other characteristics protected by applicable law. Rochester Electronics is committed to a culturally diverse workforce.
