- Bachelor's Degree
- Master's Degree
- Sales Experience
- Financial Acumen
- Analysis Skills
NXP Semiconductors enables secure connections and infrastructure for a smarter world, advancing solutions that make lives easier, better and safer. As the world leader in secure connectivity solutions for embedded applications, we are driving innovation in the secure connected vehicle, end-to-end security & privacy and smart connected solutions markets.
Global Distribution Account Director
Business Unit Description
NXP Global Sales & Marketing (GSM) is the Go-to-Market organization for NXP’s business units. We own the customer relationships and thus ensure customers’ needs are met and NXP growth ambitions are achieved by identifying and creating opportunities for customers to innovate in focused markets using NXP’s diverse product portfolio.
The Global Distributor Corporate Account Manager is responsible for the revenue, resale, market share growth and inventory management for their assigned distributor at all worldwide locations with respect to NXP.
This person will be accountable for driving the optimal relationship to foster channel business planning, revenue and demand creation budgeting, as well as global collaboration and coordination with local Distributor Corporate Account Managers, regional sales leaders and distribution personnel.
This individual needs to be a leader and excellent communicator. He or she must be an active listener who takes the time to comprehend what others say and then use the information to build relationships. This individual must be socially perceptive and aware of nonverbal cues to sense outcome and adjust accordingly. This role will require an innovative individual with a quest to help their channel partners effectively sell our product.
This person will be focused on improving the overall effectiveness of our distributor and their management around the world with a focus on expanding market access, driving growth and improving margins.
Your responsibilities will include:
Develop global Distributor Account Strategy in conjunction with corporate guidelines and sales leadership incorporating performance KPI’s and Tier 1 launches in collaboration with regional account managers, Technical Sales engineers and Distribution Business Managers.
This global role will own the engagement, messaging and key strategy for driving each of the NXP Business Lines at the distributor.
Ensure timely two-way communication of strategic and tactical changes pertaining to the distributor to both NXP and the assigned Channel partner. (policy changes, pricing, DC etc.)
Collaborate with Collaborate with Business units to integrate new business acquisitions, SOM vendors, software partners as well as other suppliers and 3rdparties to develop and solution launches.
Develop, negotiate, instill and surpass performance goals and budgets. This includes forecasting and driving quarterly revenue goals in alignment with leadership for POA/ POS, inventory and demand creation targets. Manage global distributor performance across regions. Create differentiated distributor programs to grow revenue, share and demand creation.
Report, resolve and trouble shoot major points of dissatisfaction including financial, operational, supply chain and customer (tracking, pricing, customer failures, expediting)
Ascertain and measure the overall health of key branches, build plan and implement corrective actions.
Coordinate with finance for annual audits, DSA, coop budgeting, performance incentives and quarterly margin results.
Align with global NXP personnel affiliated with assigned distributor to prepare Global Performance Summaries to Senior Leadership Team / Business Units including collateral and QBR material.
Coordinate overall channel performance with other corporate distribution managers and global Distribution Management Team
Ability to build Executive leadership relationship mapping and management
Coordinate and establish best practices for training and technical development of Distributor’s field engineering and sales for targeted NXP technologies and vertical segments.
Organize executive reviews and drive critical commitments to closure
Consult in the development and execution of all contractual relationships with Channel partner
Collaborate with MarCom and Business Lines to target and direct launch and market activities for key NPI launches (Includes Social Media, Web Presence and stocking packages etc.)
Coordinate distributor’s participation at Industry Trade shows, FTF, DWF, and distribution specific events for NXP.
Strong relationship skills with 5+ years in or working with sales, distribution and or key accounts. Working knowledge of the distribution channel required.
Basic commercial practices, budgeting and financial acumen required
Bachelors Degree required, Masters in Business Administration or similar preferred.
Must be an excellent communicator who is organized, detail oriented, resourceful and creative. Strong analytical skills are a must, to interpret data and draw conclusions.
Global sales or business experience in Asia, Americas and or Europe preferred
Ability to globally negotiate, coordinate and collaborate with diverse team of technical, sales, commercial and operations teams.
Creative individual to build progressive plans and programs to continue growth momentum and predictable revenue.
This individual must also be able to build relationships with key decision makers and work in a high performance team environment.
Travel required 30-40% and willing to work non-traditional hours for global interface, crisis management and peak workloads.
Ability to develop and maintain a general knowledge of NXP and competitor portfolios and strategies.
Preferred: Same city as Distributor HQ (Denver, Phoenix, Montreal)
Acceptable: San Jose, CA or US Home based with ability to travel to required destinations.