Manager, Field Sales

Analog Devices•San Jose, CA

22h•$159,068 - $218,719

About The Position

About Analog Devices Analog Devices, Inc. (NASDAQ: ADI ) is a global semiconductor leader that bridges the physical and digital worlds to enable breakthroughs at the Intelligent Edge. ADI combines analog, digital, and software technologies into solutions that help drive advancements in digitized factories, mobility, and digital healthcare, combat climate change, and reliably connect humans and the world. With revenue of more than $9 billion in FY24 and approximately 24,000 people globally, ADI ensures today's innovators stay Ahead of What's Possible™. Learn more at www.analog.com and on LinkedIn and Twitter (X) . The Americas Broad Market Regional Sales Manager is responsible for managing a sales team and driving profitable growth of ADI’s innovative products and solutions for a region of the Americas. The primary roles and responsibilities are anchored in the areas of strategic sales planning and execution, coaching and talent development, and management and leadership as follows: Strategic Sales Planning and Execution Executes against a sales vision and strategy that is aligned with ADI’s corporate objectives and priorities Leads a sales plan that results in profitable revenue growth meeting or exceeding ADI’s corporate growth and profitability goals and market share growth. Conducts regular pipeline reviews with team to drive pipeline growth aligned with overall company objectives Establishes close alignment with the ADI Business Units to both understand and influence their strategies and priorities Evaluates the TAM/SAM under area of responsibility and deploys resources accordingly. Deploys talent aligned with customers/opportunities best positioned for profitable growth by working closely and collaborating with internal leaders to insure account execution for shared resource coverage accounts. Works with Field Technical Leaders on FAE development plans Maintains influential internal relationships with corporate level Sr. Executives, along with Regional Sales VPs. Develops and maintains influential relationships with key customer executives that enable early architecture engagements. Identifies and nurtures emerging accounts and markets. Coaching and Talent Development Coaches and develops a team of Field Sales Engineers on their sales account plans and competencies. Has a development plan in place with FSEs that leverages their strengths and improves areas of development. Identifies high potential talent and closely monitors their development. Determines need for training and development aligned with overall corporate and sales strategy and objectives; ensures training is completed and/or up to date by regional sales team. Maintains network of potential candidates outside of ADI Ensures utilization of and provides feedback on sales tools to meet the needs of the Regional Field Sales team.

Requirements

Bachelor’s or Master’s Degree, Technical degree preferred
3-5+ years’ related direct or indirect management experience and demonstrated success selling through others, including increasing levels of accountability, with a minimum of 8+ years of semiconductor sales experience
Experience managing the activities within a functional area, demonstrated collaboration with managers of other functional areas
Consistent track record of achieving positive results aligned with company strategy
Demonstrated leadership capabilities in previous positions
Strong ability to coach and mentor others to higher levels of performance
Team oriented; leverages sales partners abilities appropriately; shares in successes and takes ownership for mistakes or losses.
Ability to travel within territory
California Bay Area with limited overnight stays.

Responsibilities

Executes against a sales vision and strategy that is aligned with ADI’s corporate objectives and priorities
Leads a sales plan that results in profitable revenue growth meeting or exceeding ADI’s corporate growth and profitability goals and market share growth.
Conducts regular pipeline reviews with team to drive pipeline growth aligned with overall company objectives
Establishes close alignment with the ADI Business Units to both understand and influence their strategies and priorities
Evaluates the TAM/SAM under area of responsibility and deploys resources accordingly.
Deploys talent aligned with customers/opportunities best positioned for profitable growth by working closely and collaborating with internal leaders to insure account execution for shared resource coverage accounts.
Works with Field Technical Leaders on FAE development plans
Maintains influential internal relationships with corporate level Sr. Executives, along with Regional Sales VPs.
Develops and maintains influential relationships with key customer executives that enable early architecture engagements.
Identifies and nurtures emerging accounts and markets.
Coaches and develops a team of Field Sales Engineers on their sales account plans and competencies.
Has a development plan in place with FSEs that leverages their strengths and improves areas of development.
Identifies high potential talent and closely monitors their development.
Determines need for training and development aligned with overall corporate and sales strategy and objectives; ensures training is completed and/or up to date by regional sales team.
Maintains network of potential candidates outside of ADI
Ensures utilization of and provides feedback on sales tools to meet the needs of the Regional Field Sales team.