Commercial Director


ID: 11986c
Code: 0E0ECB0E41
Location: Austin, Texas, United States

Description

Westerwood Global is currently recruiting a Commercial Director for our internationally growing business. To support the growth of Westerwood, this position will form part of the Executive team and lead the commercial and business development activities under the CEO.

The individual will be a very dynamic and visionary sales leader with more than 15 years’ experience within the Semiconductor industry and possess strong sales and marketing experience as well as a track record in driving strong customer relationships and business development programs.

The ideal candidate will have senior to executive level experience in a similar role and must have Semiconductor manufacturing experience. An in-depth knowledge of wafer fabrication processes, equipment and operations is a core competency of the role.

The ideal candidate must be flexible, and have the ability to travel both nationally and internationally.

Mission

  1. To develop and execute a business and commercial strategy which supports the strategic growth plan of Westerwood.
  2. Primary focus will be on supporting the business growth in Ireland and the USA and then driving growth in the regional customers in US and Europe.
  3. To develop adjacencies and M&A opportunities which build on our core product portfolio and accelerate the group’s growth.
  4. To expand the services portfolio from maintenance and managed services into other valued added services to raise barriers to entry and create a scalable revenue stream decoupled from a pure Headcount model.

Requirements

The successful candidate will be responsible to drive/coordinate a global sales, pricing and value selling strategy across our key accounts in line with the business plan goals. In coordination with the COO, he/she will develop a strong network focused on value and trust which will propel us to the next level of market leadership. He/she will be responsible for all key account relationships at an Executive level and develop a ‘Key Account’ methodology’ and leveraging this approach to all key accounts.

To achieve your mission, you should:

  • Provide comprehensive sales business plans based on the company’s growth ambitions and strategic initiatives. This will require clear Account and Relationship Strategies.
  • Responsible for contractual obligations and proactively determine risks, manage same to ensure compliance.
  • Be responsible for our sales, order intake, margins and cash collection.
  • Drive industry leading profitability (pricing) in the 3rd Party services sector through value based solutions and brand differentiation strategies.
  • Develop customer and partner programs and joint development activities.
  • Create a dynamic and entrepreneurial thinking and spirit across the group.
  • Be responsible for the development of a sales network and ‘partners’ program.
  • Market share and competitive positioning tracking.
  • Be responsible for all contracts and all commercial terms, targeted to minimize liabilities and business risk though managing competitive proposals, bids and contact agreements from project to multi-million sustaining activities.
  • Responsible for driving and improving key sales processes: Forecasting, Scorecards etc

This position reports to the CEO and is responsible for global sales. As the business grows, you will be expected to grow the sales and business development team. You will give strong support to training and competence development of this team.

Experience requirements

  • A proven track record in Sales and Business Development.
  • Some understanding of key customer processes would be beneficial (Maintenance methodology, 8D and customer culture).
  • Monitor and report on the performance of commercial activities to executive leadership.
  • Significant experience in the Semiconductor Industry (Mandatory).
  • A very well networked professional in the industry, possess commercial awareness and must have an excellent understanding of the current market trends.
  • Ability to command the attention of Fab Managers and Maintenance Managers – credibility of ‘having managed fab/OEM services and cycles’ is essential.
  • Experience with value selling programs, negotiation strategies and other key sales programs with the ability to exceed multi-million dollar targets.
  • Commercially capable.
  • Expert knowledge of the Fab and how it works. Understand what a Fab Manager cares about and what they are measured on.
  • Know how to react to issues/excursions – speed and attention to detail is critical.

Knowledge / Educational requirements

  • Technical University degree or MBA plus 15 years post-degree experience.
  • Fluent in English language (verbal and written),
  • Knowledge of Semiconductor and associated technologies

Personality requirements

  • A strong leader and personality with the ability to work within a small close knit executive.
  • Self-confident and self-directing.
  • Experienced with strong business acumen,
  • Financial acumen with the ability to drive success within a competitive industry,
  • Good listening and probing skills,
  • Resilient and persistent,
  • Empathetic and personable but tough commercially, excellent communication and negotiation skills.

Travel

1-2 weeks travel per month is essential.

One week per month in Ireland is likely.

Benefits

Excellent Salary, 401k, Medical, Dental, Vision, Career Development Opportunities

Westerwood Global is a leading provider of manufacturing and technical support services exclusive to the semiconductor industry. At Westerwood Global, we work with our customers to provide “Whole Fab” support.

Westerwood Global is a dynamic and growing company. We pride ourselves on offering industry leading, project & permanent, employment opportunities. Our employees are at the core of our service offering and their professional development is a vital aspect of the Westerwood Global culture.

Requirements

The successful candidate will be responsible to drive/coordinate a global sales, pricing and value selling strategy across our key accounts in line with the business plan goals. In coordination with the COO, he/she will develop a strong network focused on value and trust which will propel us to the next level of market leadership. He/she will be responsible for all key account relationships at an Executive level and develop a ‘Key Account’ methodology’ and leveraging this approach to all key accounts.

To achieve your mission, you should:

  • Provide comprehensive sales business plans based on the company’s growth ambitions and strategic initiatives. This will require clear Account and Relationship Strategies.
  • Responsible for contractual obligations and proactively determine risks, manage same to ensure compliance.
  • Be responsible for our sales, order intake, margins and cash collection.
  • Drive industry leading profitability (pricing) in the 3rd Party services sector through value based solutions and brand differentiation strategies.
  • Develop customer and partner programs and joint development activities.
  • Create a dynamic and entrepreneurial thinking and spirit across the group.
  • Be responsible for the development of a sales network and ‘partners’ program.
  • Market share and competitive positioning tracking.
  • Be responsible for all contracts and all commercial terms, targeted to minimize liabilities and business risk though managing competitive proposals, bids and contact agreements from project to multi-million sustaining activities.
  • Responsible for driving and improving key sales processes: Forecasting, Scorecards etc


This position reports to the CEO and is responsible for global sales. As the business grows, you will be expected to grow the sales and business development team. You will give strong support to training and competence development of this team.


Experience requirements

  • A proven track record in Sales and Business Development.
  • Some understanding of key customer processes would be beneficial (Maintenance methodology, 8D and customer culture).
  • Monitor and report on the performance of commercial activities to executive leadership.
  • Significant experience in the Semiconductor Industry (Mandatory).
  • A very well networked professional in the industry, possess commercial awareness and must have an excellent understanding of the current market trends.
  • Ability to command the attention of Fab Managers and Maintenance Managers – credibility of ‘having managed fab/OEM services and cycles’ is essential.
  • Experience with value selling programs, negotiation strategies and other key sales programs with the ability to exceed multi-million dollar targets.
  • Commercially capable.
  • Expert knowledge of the Fab and how it works. Understand what a Fab Manager cares about and what they are measured on.
  • Know how to react to issues/excursions – speed and attention to detail is critical.


Knowledge / Educational requirements

  • Technical University degree or MBA plus 15 years post-degree experience.
  • Fluent in English language (verbal and written),
  • Knowledge of Semiconductor and associated technologies

Personality requirements

  • A strong leader and personality with the ability to work within a small close knit executive.
  • Self-confident and self-directing.
  • Experienced with strong business acumen,
  • Financial acumen with the ability to drive success within a competitive industry,
  • Good listening and probing skills,
  • Resilient and persistent,
  • Empathetic and personable but tough commercially, excellent communication and negotiation skills.

Travel

1-2 weeks travel per month is essential.

One week per month in Ireland is likely.

Benefits

Excellent Salary, 401k, Medical, Dental, Vision, Career Development Opportunities

Westerwood Global is a leading provider of manufacturing and technical support services exclusive to the semiconductor industry. At Westerwood Global, we work with our customers to provide “Whole Fab” support.

Westerwood Global is a dynamic and growing company. We pride ourselves on offering industry leading, project & permanent, employment opportunities. Our employees are at the core of our service offering and their professional development is a vital aspect of the Westerwood Global culture.

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