Director Automotive, EMEA

at  Rochester Electronics L

ESSENTIAL JOB FUNCTIONS

• Owner of direct Automotive customers in the EMEA region, working in conjunction with the Regional Sales Directors, Regional Sales Managers and Inside Sales Representative to increase sales of Rochester Electronics products and services in accordance with agreed strategies and business plans.
• Ensures a clear, cohesive, progressive and demonstrable Automotive customer development strategy is in place, ensuring appropriate resource utilisation to deliver required revenue.
• Develops and carries out a profitable growth plan aligned with corporate RE account objectives; understands the entire Automotive account base, departments, personnel and major programs or End Customers.
• In conjunction with RSM’s, delivers plan containing strategies to capture both new and competitive business across all Automotive accounts.
• Directly leads and provides guidance to create new opportunity engagements that provide the highest value for Automotive account(s) while aligning RE’s strengths and objectives with customer needs and, resulting in a differentiated solution
• Develop and drive Automotive strategies with the RSM Team. Identify, qualify and support pre-sales opportunities to design closure. Focus is on identifying, qualifying and closing Rochester Automotive solutions and creating a complete Automotive matrix that coincides within our CRM database.
• 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 Automotive 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 account’s objectives, performance, opportunities, and issues.
• Assimilates within the Automotive account(s) company culture to be viewed as being a trusted part of their organisation.
• Synthesises & simplifies the Automotive customer’s complex organisation in order to navigate efficiently.
• Understands the entire Automotive account(s) ecosystem (end customer, design partners, program managers, supply chain teams) 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 drive both new and existing strategic Automotive opportunities and executive relationships across entire customer’s footprint.

PREPARATION, KNOWLEDGE, SKILLS & ABILITIES

• A “Demand Creation” professional with a hunger to generate revenue and results.
• Maintaining strong analytical skills and business acumen combined with a degree of creative flair and passion is required.
• The individual is genuinely capable of working under very light supervision.
• The individual has extensive experience in managing and growing key accounts.
• The role requires extensive regional travel.
• The strength of the personal relationships, which the individual creates, is critical, as success shall be achieved through supporting and influencing colleagues, suppliers, customers and members of the global team.
• The individual shall demonstrate vision, passion, commitment, integrity, transparency, taking responsibility and building trust.
• Clearly a strong, focused, dynamic and demonstrable desire to succeed will be critical in delivering the required level of performance.

REQUIRED BACKGROUND/ EDUCATION:

• Bachelor’s Degree in Electronics & Electrical Engineering or Business, or appropriate alternate/equivalent based on Education in country of origin.
• A minimum of 10 years semiconductor demand creation, sales/sales management experience in the OCM/Channel sector.
• Clearly demonstrates the aptitude and acumen of a high performing sales individual with visible measurable results from previous efforts.

MAIN PURPOSE OF POSITION

The Director for Automotive EMEA will develop and expand direct Automotive accounts that are strategic to Rochester Electronics (RE) with significantly complex supply chain and logistics requirements and establish RE as a strategic/preferred supplier with these customers while driving profitable revenue growth for RE. The Director Automotive will build an agreed and focused account strategy, driving towards executive level engagements between RE and customer.
This position will report directly to the General Manager, EMEA.

OTHER DUTIES AND RESPONSIBILITIES

• Liaise with colleagues throughout all RE departments and geographies to drive and align account strategy.
• Close engagement with Global Supplier Development and Supplier Customers to identify business opportunities.