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About Macnica Americas

Macnica Americas is the North American division of a $10B global leader in technology product distribution, high-touch support, and complex design services with headquarters in Japan.

The company serves OEM companies, particularly those focused on creating innovative video, imaging, networking and storage products. Our highly technical team works closely with our customers and clients to scope, recommend and source the best components, boards, modules, displays, IP cores and software. During the design process, we help optimize, customize or even create specific solutions for our clients. By leveraging our skilled and experienced engineers, clients can accelerate development and manufacturing without compromising outcomes.

We offer customers and clients the benefit of our knowledge, experience and proprietary IP from working extensively with FPGAs, high-quality standards-based video transport and video processing technologies, including image sensor processing, video compression, and deep learning. Also, our Automotive Division exclusively supports North American automotive customers with its deep understanding of the special requirements in the application.

If sourcing or production needs extend beyond North America, The company is part of a well-integrated global network whose products and services are accessible to our North American customers.

The company will also be expanding by importing the capabilities, products and solutions it has developed in Japan where the company has numerous Engineering divisions. These divisions include Automotive, AI, Smart City, Circular Economy, Cyber Security, Imaging to name only a few.

The company’ headquarters is in San Diego, with offices in San Jose, Dallas, Chicago, Boston, Ottawa and representatives throughout the USA and Canada.

Scope of the Position

Position is based in US, and you will be reporting directly to the President, and will assume a pivotal role as the architect of our Americas sales and business development operations. Your daily responsibilities will be centered around providing unwavering support to direct sales and distributors, setting ambitious sales objectives in each territory, and actively seeking opportunities to surpass annual targets. Complementing this, a significant portion of your focus will be dedicated to the meticulous execution of our corporate marketing plan.

In this high-stakes position, you will take charge of all sales and business development activities across the Americas and Europe. As our business unit undergoes a transformative shift away from traditional distributor focus, you will lead the charge in leveraging our technical prowess to shape customer design processes. Your role will be instrumental in optimizing, customizing, and even creating solutions for our clients. We seek an assertive, never-say-never executive capable of driving change and delivering a powerful message as we navigate the next phase of our business.

Collaborating closely with the President, you will be an integral part of a visionary team that charts the strategic course for the Americas, influencing the overall vision and delivering on meticulously planned forward trajectories that generate substantial value for our customers. The ideal candidate for this executive position must possess a solution-oriented mindset, exhibit entrepreneurial acumen, and showcase a profound understanding of the intricate world of sales. We are looking for someone that is ready to lead with determination and resilience, driving the business to unprecedented heights on this transformative journey.

Competencies

Drive

Adopts an energetic approach; Works towards goals and willingly tackles demanding tasks; Demonstrates capacity for sustained effort and hard work over long periods of time, even in the face of adversity.

Customer/Client Orientation

Strives to provide customers/clients with personalized and efficient service; Listen and understands customer/client needs and conveys then back to the organization to take appropriate action; Quickly follows up on customer/client concerns and deals with them in a professional and efficient manner; Monitors and acts on measures of customer/client satisfaction.

Results Orientation

Focuses strongly on achieving agreed upon outcomes and ensures that key objectives are met; Has a reputation for execution and delivery; Conveys a sense of urgency and drives issues to closure; Aims to improve upon past performance; Establishes aggressive personal targets and strives to achieve/exceed them.

Leading Change

Recognizes when change is necessary; Challenges the status quo and champions new initiatives; Acts as a catalyst to change and stimulates others to change; Develops an effective action plan to implement change and monitors results.

Functional Tasks

• Provide hands on leadership and drive strategic initiatives to identify new business opportunities, foster key partnership and enhance market presence.
• Lead sales and marketing while continuing to establish deep relationships with existing customers.
• Position the company for additional opportunities in the company’s market space.
• Participate in strategic planning to set revenue, profitability and operational goals.
• Implement a new performance and data driven global key accounts strategy, including defining the company value proposition.
• Establish Sales Operations that effectively interacts with and integrates all internal stakeholder processes for efficient growth and management.
• Lead the development and delivery of compelling business proposals and presentations to perspective customers.
• Establish sales forecasts, manage channel expectations and measure performance.
• Marshal customer prospects through the customer funnel.
• Develop the companies “story” aimed at customers, and staff (value proposition, product positioning and branding).
• Manage and mentor a diverse team of professionals, providing guidance, support and performance evaluations.
• Hire, train, organize and effectively deploy a high performing sales organization. Architect the team, ensuring that it has the resources, processes and operational capabilities to outperform and effectively scale.
• Report regularly and proactively to senior management on results, and plans going forward.
• Maximize current sales and pipeline, expand the breadth of related markets strategic to the company’s success.
• Develop plans and strategies for evangelizing and developing business to achieve the company’s revenue and profit objectives.
• Define and build the company’s sales infrastructure and selling model to execute the company’s sales plan.
• Take a major role in account relationships and assist in closing complex leading the firm in driving growth through net new customer acquisitions.
• Collaborate with other members of the senior leadership team and all functional heads to foster a culture of collaboration and teamwork.

Preferred Experience and Education

The following indicates specific industry, academic and functional experience/qualifications that are important to the successful achievement of the identified responsibilities and performance deliverables.

• Bachelor’s Degree in Engineering, Science or Business, or a related discipline.
• 10 plus years of progressive responsibility in sales and business development in Automotive, semiconductor, display or solution space.
• Persuasive communicator: able to transmit ideas and information that is clearly understood by others in formal and informal settings.
• Comfortable with operating independently within a large company infrastructure, building the necessary processes and establishing the correct relationships with the key areas of the company.
• Manage the ongoing business and establish new business to grow the company north of $90M, while putting in a path for growth that will double/triple that number.
• Contributor at the executive level both strategically and in business processes as the company grows and requires change.
• Experience in managing distributors and supporting customers though value-based understanding of their businesses.
• Requisite knowledge of applicable international business cultures, Europe.
• Track record introducing successful products.
• Able to travel frequently.
• Results driven.
• Proven sales, sales management and operational management experience contributing to the success of the business.
• Remain abreast of competitive offerings, best practices, pricing and distribution strategies.
• Make recommendations to ensure positioning of existing technologies is optimized.
• A team player with a bias for action and a proactive “own it, solve it” mindset who can navigate through a complex organization and make the sale.
• Performing market analysis – research, market validation and whitespace analysis to identify new opportunities for existing and new products.

Remuneration and Benefits

• Highly competitive compensation package with be made available for the successful candidate.

 

Contact person – Catherine Pan ([email protected])