The European FOM directly manages 1-3 regional sales managers with approximately 5-10 employees across Europe. This position also collaborates with 2-3 other sales managers and approximately 5-10 employees who may be regionally based and reporting to local managers to support European accounts. Also, works closely with Applications and Field Service to manage a pool of field applications resources in account team organizational setting (50+ equivalent resources).

IDEAL EXPERIENCE:

• Successful experience in leading and integrating sales and support functions to a leadership position in the regional market.
• Minimum 12-15 years working experience. Minimum of ten years management experience, preceded by 10-15 years of sales and/or marketing experience with increasing responsibility.
• Successful track record in closing large, complex business opportunities and subsequent support efforts.
• Proven track record of consistently achieving sales and revenue goals.
• Knowledge of the Electronics industry and knowledge of the semiconductor industry and its tools and services offerings. Ideally well-known and well connected within the region.
• Proven experience recruiting key talent, coaching and developing future leaders.
• Experience integrating diverse geographic and functional team locally and with the centralized functions such as the business units and marketing groups.
• Excellent communications skills.

EDUCATION:

• Bachelor degree, preferably technical OR equivalent experience.
• MBA desirable but not mandatory.
  

  LI-ES

2. Effectively integrates the local needs and requirements with remote business units and centralized processes in the company

• Develop and execute a strategy and overall regional plan that integrates the Sales, Service, and Applications functional goals in the assigned region

RESPONSIBILITIES:

The FOM’s primary responsibility is to lead the regional field organization to achieve Semi-Test annual and mid-term goals. Besides revenue generated from tester sales, there may also be a sales and support revenue stream consisting of service agreements, hardware and applications support to configure and customize the equipment Teradyne sells. There could be additional opportunities for selling products such as SLT or other to be defined products.
The FOM is the leader of the regional account territories and hers/his responsibilities include the overall general management of the regional and world-wide business, including business with subcontract manufactures located in Asia. Must have the capably to lead the entire organization by setting, communicating and achieving the vital growth goals for the region. In addition, and equally as important the FOM must be capable to sell and differentiate Teradyne’s products and services to all management levels including director, VP and C-Level executives.
Owns their regional contribution margin, and actively works to meet gross-margin goals which can be influenced by pricing discounts. Helps develop annual and mid-term plans that are aligned to achieving our growth objectives in revenue and profits. One of the main focuses of the FOM’s time will be on optimizing the allocation of the field resources including Sales, Strategic Applications, and capital to maximize our market share, improve the ROI of our design-in activities, increase our product std. margins, and improve the overall contribution margin by account and region.
A critical aspect of this role is to fully understand and achieve the growth and revenue objectives of the Applications and Service organization. It’s important the FOM work closely with the Field managers to develop plans in their region that will meet these goals.
The FOM will work closely with the SOC (Systems on a chip), Memory, Marketing organization to set profit, revenue, market share, and design in targets that align to our business plan. They are responsible for ensuring the sales and strategic applications resources are capable and aligned to aggressively promote our product differentiation and value pricing positions.
The FOM will work with the strategic planning group and product development to ensure that customer input on both short- and long-term requirements are clearly articulated. These inputs will come from organized technology exchanges and Field Product Specialist input.
Most pricing transactions and negotiations will be handled by the field organization. The FOM needs to ensure that the field team is maximizing profits. From time to time certain negotiations that could have a significant impact on the overall margin of the division will be escalated outside the normal process to the WW Sales, Marketing and Finance.
The FOM is responsible to provide the vision and leadership to expand Teradyne’s market share in the geographic region defined by the job description.

MAJOR RESPONSIBILITIES:

• Provide the overall vision and leadership to the regional team

1. Understands and executes against the key values and operating principles of the company (i.e.)

• Making the Right Choices / Standards of Business Conduct
• Training and Development of Sales Team
• Customer focus (Customer Team Process, Competitive Selling Strategy, Counselor Sales Approach))
• Action orientation
• Compensation principles (internal equity and external competitiveness)

1. Effectively integrates the local needs and requirements with remote business units and centralized processes in the company

• Develop and execute a strategy and overall regional plan that integrates the Sales, Service, and Applications functional goals in the assigned region.

1. The plan should include the resources required (Headcount, facilities, Demo and training systems) and the estimated ROI (Bookings vs Costs)
2. The plan should include the requirements of Finance and HR

3. Regional Sales Managers will report directly to the FOM. The functional managers in the region will report dotted line to the FOM and solid line to WW functional manager to ensure WW integration of each function.

4. The key responsibility is to maximize the company’s revenue growth, profit, market share and key strategic objectives in the region by major customer.

• Establish and maintain relationships with the key management of customers and business leaders in the region.
• Identify obstacles and develop countermeasure to ensure organizational growth and stability as well as market share gains.
• Manage proper integration with the central company and WW Functional Managers (Sales, SEG, PSI and BUs) so that key initiatives and functional goals are achieved.
• Ensure that the right resources are in place with the right skills, at the right time, including having training programs as well as monitoring systems to enhance the overall effectiveness of the organization
• Assure effective use of business tracking systems including sales forecasting and reporting, P/L and financial indices.
• Review her/his business plans and strategies frequently with a critical eye and continue to improve them for maximum results.