The posting
About Macnica
Macnica Americas, Inc. is the North American division of Macnica Fuji Electronics Holdings, Inc. a $10 billion technology solutions provider with a stronghold in semiconductor distribution. Macnica excels in customizing solutions to client requirements and leveraging skilled engineers to expedite product development without compromising outcomes for our clients.
Learn more about the Macnica team members you’ll be joining!
Job Summary:
The Director, Business Development & Strategic Sales- West is responsible for driving revenue growth, expanding strategic customer relationships, and increasing Macnica Americas' market presence throughout the Western United States. This senior-level role serves as both a strategic sales leader and a highly technical customer-facing resource, helping customers identify and implement semiconductor, networking, AI/IoT, imaging, and embedded solutions.
The successful candidate will have extensive experience in semiconductor distribution, electronic components, and solution-based selling. This individual will be responsible for identifying new business opportunities, developing executive-level customer relationships, influencing design-win activity, and collaborating closely with supplier partners, Field Application Engineers (FAEs), Supplier & Solutions Management, and leadership.
This role requires the ability to engage with both engineering teams and executive decision-makers while independently managing a portfolio of strategic accounts and large business opportunities throughout the region.
Duties/Responsibilities:
- Develop and execute strategic sales plans to drive revenue growth throughout the Western United States.
- Identify, qualify, and pursue new business opportunities across key accounts, emerging customers, and targeted vertical markets.
- Build and maintain strong relationships with engineering, procurement, operations, and executive leadership teams at customer organizations.
- Drive design-win activity and revenue growth for Macnica's semiconductor, embedded, networking, imaging, AI/IoT, and solution offerings.
- Own and manage a pipeline of opportunities from prospecting through design-win, production, and revenue realization.
- Conduct high-level business and technical discussions with customer engineering teams to identify market opportunities and recommend solutions.
- Deliver customer presentations, business reviews, and solution demonstrations with support from technical resources as necessary.
- Work closely with Field Application Engineers to support technical evaluations, product qualifications, and customer design cycles.
- Collaborate with Supplier & Solutions Management to align business strategies, supplier objectives, and customer opportunities.
- Develop strategic account plans designed to increase wallet share and expand Macnica's presence within targeted accounts.
- Monitor industry trends, competitive activity, market developments, and emerging technologies to identify new growth opportunities.
- Provide market intelligence, customer feedback, and sales forecasts to leadership and supplier partners.
- Support supplier business reviews, joint customer visits, and executive-level engagements.
- Act as a trusted advisor to customers by providing both commercial and technical guidance throughout the sales process.
- Meet or exceed assigned revenue, gross profit, design-win, and strategic growth objectives.
- Develop, mentor, and manage a team of sales professionals within the territory, providing coaching, performance management, and strategic direction to drive business growth and achieve sales objectives.
- Establish and maintain strong executive-level relationships, including engaging with C-suite leaders to identify strategic opportunities, align business objectives, and position Macnica as a trusted partner.
- Travel throughout the territory as required to support customers, suppliers, and business development initiatives.
Required Skills/Abilities:
- Demonstrated success selling semiconductor, electronics, embedded, networking, or technology solutions within a B2B environment.
- Strong technical aptitude with the ability to communicate effectively with engineers, technical decision-makers, and executive leadership.
- Proven ability to develop new business and close complex, long-cycle sales opportunities.
- Experience managing strategic accounts and influencing customer purchasing decisions.
- Excellent presentation, negotiation, and relationship-building skills.
- Strong understanding of semiconductor sales cycles, design-win processes, supply chain considerations, and electronic component markets.
- Ability to develop and execute territory growth strategies with minimal supervision.
- Experience collaborating across sales, engineering, product management, and supplier organizations.
- Strong analytical, forecasting, and pipeline management skills.
- Self-motivated, highly organized, and capable of managing multiple priorities simultaneously.
- Proficient with CRM systems, Microsoft Office Suite, and sales reporting tools.
- Proven experience leading, developing, and managing high-performing sales teams.
Education and Experience:
- Bachelor's degree in Engineering, Business, Marketing, or a related field, or equivalent combination of education and industry experience.
- 8-15 years of experience in semiconductor sales, electronics distribution, technical sales, business development, or strategic account management.
- Experience working with suppliers, manufacturers, and engineering-focused customer organizations.
The above job description is not intended to be an all-inclusive list of duties and standards of the position. Incumbents will follow any other instructions, and perform any other related duties, as assigned by their supervisor.
