Sales Manager

The FOM is the leader of the region and his(her) responsibilities include the overall general management of the regional and world-wide business and must be capably to lead the entire organization by setting strategy, communicating and achieving the vital growth goals for the region.  In addition and equally as important the FOM must be capable to sell and differentiate Teradyne’s products and services to senior management levels including director, VP and Presidents.

The FOMs own their regional contribution margin and help develop annual and mid-term plans that are aligned to achieving our growth objectives in revenue and profits.  One of the main focus of the FOM’s time will be on optimizing the allocation of the field resources including Sales, Strategic Applications (aka SEG), and capital to maximize our market share, improve the ROI of our design-in activities, increase our product std. margins, and improve the overall contribution margin by account and region. 

The FOM’s will work closely with the SOC, Memory and Service Business managers to set margin, revenue, market share, and design in targets that align to our business plan.  They are responsible for ensuring the sales and strategic SEG resources are capable and aligned to aggressively promote our product differentiation and value pricing positions. 

The FOM’s work with the strategic planning group and product development to ensure that customer input on both short and long term requirements are clearly articulated.  These inputs will come from organized technology exchanges and Field Product Specialist input.

Field Operational Manager’s (FOM’s) Major Responsibilities

• The FOM provides the overall vision and leadership to the regional team

1. Understands and executes against the key values and operating principles of the company (i.e.)
   1. Making the Right Choice
   2. Leadership Coaching Series
   3. Customer focus (CTP(Customer Team Process) and CSS (Competitive Selling Strategy) deployment)
   4. Action orientation
   5. Compensation principles (internal equity and external competitiveness)  
2. Effectively integrates the local needs and requirements with remote business units and centralized processes in the company

• Develop and execute a strategy and overall regional plan that integrates the Sales, Service, and Applications functional goals in the assigned region.

1. The plan should include the resources required (Headcount, facilities, Demo and training systems) and the estimated ROI (Bookings vs Costs)
2. The plan should include the requirements of Finance and HR
3. Regional Sales Managers will report directly to the FOM.  The functional managers in the region will report dotted line to the FOM and solid line to WW functional manager to ensure WW integration of each function. 
4. The key responsibility is to maximize the company’s market share in the region by major customer.

• The FOM will establish and maintain relationships with the key management of customers and business leaders in the region. 
• The FOM has the responsibility to identify obstacles and develop countermeasure to ensure organizational growth and stability as well as market share gains.
• The FOM will ensure proper integration with the central company and WW Functional Managers (Sales, SEG, PSI and BUs) so that key initiatives and functional goals are achieved.
• The FOM is responsible to ensure that the right resources are in place with the right skills, at the right time, including having a training programs as well as monitoring systems to enhance the overall effectiveness of the organization
• Assure effective use of business tracking systems including sales forecasting and reporting, P/L and financial indices.
• Review his/her business plans and strategies frequently with a critical eye and continue to improve them for maximum results.

Ideal Experience 

• Looking for a Korean candidate.  Or someone well-established in Korea and completely fluent to a native Korean.
• Successful experience in leading and integrating sales and support functions to a leadership position in the regional market.
• Minimum 15 years working experience in Sales.  Minimum of five years management experience.
• Successful track record in closing large, complex business opportunities and subsequent support efforts
• Proven track record of consistently achieving sales and revenue goals
• Knowledge of the Electronics industry and knowledge of the semiconductor industry and its tools and services offerings.  Ideally well-known and well connected within the industry in Korea.
• Experience integrating diverse geographic and functional team locally and with the centralized functions such as the business units and marketing groups.
• Excellent English communications skills both spoken and written
• University degree, preferably technical.  MBA desirable but not mandatory.

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