Commercial Business Manager

Lattice Semiconductor•San Jose, CA

4d•$197,000•Onsite

About The Position

The Commercial Business Manager is part of the Business Management team, a centralized function embedded within the sales organization. Field sales owns the account and is responsible for the overall health of the customer relationship and business performance. The Commercial Business Manager supports the sales team and the customer on commercial topics: pricing strategy, contracts and commercial agreements, and customer programs. This is a senior individual contributor role. It is a salaried position with a corporate bonus structure; it is not a commissioned sales role. You will need to be credible with both the field sales team and with customers — someone who adds genuine commercial expertise and makes the account team more effective, not another layer of process. A key near-term priority for the role is putting commercial agreements — supply assurance, pricing frameworks, and purchase agreements — in place with major cloud and server customers.

Requirements

Demonstrated success in a business management, commercial, or strategic account management role — ideally within the semiconductor or electronics industry
Strong commercial skills: pricing, contract negotiation, and multi-stakeholder deal management
Track record of building productive relationships at technical, business, and executive levels within large or complex accounts
Ability to understand customer needs — both technical and commercial — and translate them into clear proposals and positions
Clear, confident communicator — written, verbal, and in presentations

Nice To Haves

Bachelor's degree in a relevant field (business, engineering, or similar)
Domain experience in FPGAs, programmable logic, or semiconductors more broadly
Familiarity with the commercial dynamics of the industrial, communications, compute, or automotive end markets
Working knowledge of OEM, ODM, and JDM manufacturing models and the commercial dynamics associated with each — including how purchasing decisions, contract structures, and pricing negotiations differ across these channels
Understanding of semiconductor supply chain dynamics: lead times, allocation strategies, wafer starts, inventory buffers, and supply assurance models — enough to negotiate credibly on commitments and service levels
Experience working in a matrixed organization, influencing across functions without direct authority

Responsibilities

Partner with field account teams to drive design wins, revenue growth and market share across strategic accounts and segments — identifying commercial opportunities, removing obstacles, and helping to translate account strategy into results that meet corporate targets
Act as the commercial bridge between account managers, the pricing team, and segment marketing — aligning pricing strategies at the account and segment level, and ensuring each team's knowledge informs commercial decisions
Lead RFQ responses by bringing account context to the pricing team, accelerating the development of effective, commercially balanced proposals and freeing account managers to focus on the customer relationship
Lead contract negotiations with customers to Lattice-preferred terms, covering master purchase agreements, multi-year pricing, supply assurance, rebates, and software/IP licensing
Coordinate contract review and execution across Legal, Finance, QA, and other internal functions
Engage directly with customer procurement and executive stakeholders; support supplier scorecards and customer business reviews
Act as an internal advocate for customer requirements — interfacing with Operations, Finance, Legal, and Marketing to get things done on behalf of the account team
Analyse consumption trends, funnel data, margin, and competitive dynamics to develop actionable insights for business reviews and leadership
Help account managers develop business plans and short- and long-range revenue outlooks