Vice President of Distribution

Semtech

7d•$250,000 - $300,000•Remote

About The Position

This role combines strategic importance, executive visibility, and the satisfaction of building something exceptional. You'll work with talented regional leaders, world-class distributors, and a committed executive team that understands distribution is the key to our growth. As Senior Director/VP of Distribution, you'll architect and execute the strategy that transforms Semtech's distribution model from transactional vendor relationships to strategic partnerships that outperform the market. You'll rationalize our distributor portfolio, implement performance-based accountability, and build the corporate distribution relationships that enable consistent execution across all regions.

Requirements

Distribution Leadership Experience
Bachelor's degree in Business, Engineering, Marketing, or related field (MBA preferred)
15+ years in sales, channel management, or distribution leadership with at least 7 years managing distribution strategies in technology/semiconductor industries
Proven track record transforming underperforming distribution channels into competitive advantages with measurable revenue growth
Deep understanding of electronics distribution ecosystem with established C-level relationships
Strategic & Operational Excellence
Demonstrated success rationalizing distributor portfolios—deciding who to invest in, who to exit, and how to maximize performance
Experience implementing performance-based management systems including QBRs, scorecards, and accountability frameworks
Track record driving revenue growth that exceeds market benchmarks through distributor productivity improvements
Expertise in distributor business models including stocking strategies, demand creation programs, pricing/margin structures, and inventory management
Matrix Leadership & Influence
Proven ability to drive results through influence in complex matrix organizations without direct authority over all resources
Success partnering with regional/country leaders who own P&L while you own global functional accountability
Experience building consensus across skeptical stakeholders and demonstrating value through quick wins
Executive presence to engage C-level distributor leadership and internal senior executives
Analytical & Data-Driven
Strong analytical capabilities to assess distributor performance, identify improvement opportunities, and track progress against targets
Experience with CRM systems (Salesforce), distributor portals, and business intelligence tools for performance management
Ability to translate data into actionable insights and strategic recommendations for executive audiences

Nice To Haves

Semiconductor Industry Expertise
Deep knowledge of semiconductor product lines, design-win processes, and long sales cycles typical in our industry
Understanding of specialty vs. broad-base distributor dynamics and how to optimize channel mix for different product categories
Experience managing both catalog/commodity products and highly technical/custom products through distribution
Global Distribution Program Success
Track record building and managing global distribution programs that span multiple geographies with consistent execution
Experience negotiating corporate-level agreements that provide scale advantages while enabling regional customization
Success managing franchise vs. independent distribution strategies and optimizing channel conflict
Transformation & Change Management
Demonstrated ability leading distribution transformation in organizations shifting from passive to strategic channel management
Experience navigating resistance from internal stakeholders (sales teams) and external partners (distributors) during portfolio rationalization
Track record building organizational capability and developing distribution management talent
Financial Acumen
Strong understanding of distribution economics including margins, rebates, market development funds, and promotional programs
Experience managing distribution P&L or large OPEX budgets with ROI accountability
Ability to model financial scenarios and make data-driven investment decisions

Responsibilities

Conduct comprehensive distributor portfolio audit across all regions, assessing performance, coverage, capabilities, and strategic fit against Semtech's GTM requirements
Develop and gain executive approval for rationalization strategy that defines our optimal distributor mix: broad-base distributors for scale, specialty distributors for technical markets, with clear criteria for partnership continuation
Design performance-based accountability framework with quarterly business review (QBR) process, scorecards, and consequences for underperformance—moving from passive acceptance to active management
Establish baseline metrics for current state: revenue per distributor, market share by distributor, customer acquisition rates, sell-through velocity, inventory health
Build strategic relationships with top-tier corporate distributor leadership to position Semtech as preferred supplier
Implement QBR discipline with all key distributors—standardized format, data-driven discussions, joint business planning, and accountability for commitments
Launch distributor performance improvement initiatives targeting 20%+ productivity gains through better forecasting, inventory optimization, demand creation programs, and sales training
Execute portfolio rationalization in partnership with Regional VPs—exiting underperforming partnerships while strengthening relationships with strategic distributors
Deploy distributor enablement programs including product training, sales playbooks, competitive positioning, and demand generation support that drives consistent messaging across all geographies
Establish corporate-level strategic agreements with global distributors that provide favorable terms, priority support, and consistent execution across RVP territories
Achieve revenue growth 5+ points above market through improved distributor productivity, better coverage, and enhanced demand creation capabilities
Drive positive net customer growth (negative churn rate) by expanding the number of customers doing business with Semtech through distribution channel
Scale best practices globally by identifying and replicating successful distributor engagement models across all regions
Build predictive analytics for distributor performance, inventory health, and market opportunity that enable proactive management vs. reactive problem-solving
Position Semtech as "partner of choice" with top-tier distributors through consistent delivery, strategic collaboration, and mutual value creation