Position Description
Position Title: Director Sales, NE&MEA Date: June 2026
Reports To: General Manager, EMEA
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Main Purpose of Position
In conjunction with the General Manager, EMEA:
- Create develop and execute sales business plans and strategies to maximize revenue growth & position the company as a strategic supplier at key customers in their region.
- Drive OEM and EMS business to grow revenue and number of customer engagements
- Line manager for regional RSM’s & ISR’s in dotted (administratively)
- Exceed defined sales / revenue budget.
- Promote Rochester Electronics full range of products and services.
ESSENTIAL JOB FUNCTIONS
- Lead, coach and develop a team of Regional Sales Managers, ensuring alignment with regional and global sales strategies, objectives and performance expectations.
- Drive revenue growth across Northern Europe through effective leadership of the Regional Sales Managers, Inside Sales Representatives and cross-functional teams in accordance with agreed business plans and strategic objectives.
- Maximise revenue from all daily, tactical and strategic opportunities.
- Identify major opportunities, gain information, and develop strategies utilizing all available resource to expand the account base within region.
- Provide leadership and oversight of the full sales cycle, supporting the sales team in demand creation, qualification of business opportunities, sales presentations, proposal development, commercial negotiations and successful deal closure.
- Responsible for accurate and timely forecasting of new business opportunities and revenue.
- Offer effective communication and collaboration with the customer and successfully navigate internally to influence decisions and priorities on active business opportunities.
- Provide input and support on marketing initiatives in region to increase market awareness, customer engagement and revenue growth.
COMPETENCIES
- Adaptability - Adapts to changes in the work environment; manages competing demands; changes approach or method to best fit the situation; able to deal with frequent change, delays, or unexpected events.
- Business Acumen - Knows how businesses work; knowledgeable in current and possible future policies, practices, trends, developments in e-commerce and information affecting his/her business and organization; knows the competition; is aware of how strategies and tactics work in the marketplace.
- Customer Focus - Is dedicated to meeting the expectations and requirements of internal and external customers; gets first-hand customer information and uses it for improvements in products and services; acts with customers in mind; establishes and maintains effective relationships with customers and gains their trust and respect.
- Developing Direct Reports - Provides challenging and stretch tasks and assignments; holds frequent development discussions; is aware of each direct report’s career goals; constructs compelling development plans and executes them; pushes direct reports to accept developmental moves; will take direct reports who need work; is a people builder.
- Ethics/Values & Integrity/Trust - Adheres to core values in good times and in bad and acts in line with those values; acts in line with those values; rewards the right values and disapproves of others; practices what he/she preaches; is widely trusted; is seen as a direct and truthful individual; keeps confidences; doesn’t blame others for his/her own mistakes or misrepresent him/herself for personal gain or protection; practices what he/she preaches.
- Judgment - Displays willingness to make decisions; exhibits sound and accurate judgment; supports and explains reasoning for decisions; includes appropriate people in decision-making process; makes timely decisions.
- Leadership/Vision & Purpose - Exhibits confidence in self and others; inspires and motivates others to perform well; effectively influences actions and opinions of others; inspires respect and trust; accepts feedback from others; provides vision and inspiration to peers and subordinates; gives appropriate recognition to others; displays passion and optimism; mobilizes others to fulfill the vision; communicates a compelling and inspired vision or sense of core purpose; talks beyond today; talks about possibilities; is optimistic; creates mileposts and symbols to rally support behind the vision; makes the vision sharable by everyone; can inspire and motivate entire units or organizations.
- Peer Relationships - Can quickly find common ground and solve problems for the good of all; can represent his/her own interests and yet be fair to other groups; can solve problems with peer with a minimum of noise; is seen as a team player and is cooperative; easily gains trust and support of peers; encourages collaboration; can be candid with peers.
- Priority Setting - Spends his/her time and the time of others on what’s important; quickly zeroes in on the critical few and puts the trivial many aside; can quickly sense what will help or hinder accomplishing a goal; eliminates roadblocks; creates focus.
- Problem Solving - Uses rigorous logic and methods to solve difficult problems with effective solutions; probes all fruitful sources for answers; can see hidden problems; is excellent at honest analysis; looks beyond the obvious and doesn’t stop at the first answers.
PREPARATION, KNOWLEDGE, SKILLS & ABILITIES
- A “Demand Creation” professional with a hunger to generate revenue and results.
- Maintaining strong analytical skills and business acumen combined with a degree of creative flair and passion is required.
- Ability of working under a light supervision.
- Extensive experience in managing key accounts.
- Willingness to travel - requires extensive regional travel.
- The strength of the personal relationships, which the individual creates, is critical, as success shall be achieved through supporting and influencing colleagues, suppliers, customers and members of the global team.
- Highly competent to demonstrate vision, passion, commitment, integrity, transparency, taking responsibility and building trust.
- Clearly a strong, focused, dynamic and demonstrable desire to succeed will be critical in delivering the required level of performance.
Required background/ education:
- Bachelor’s Degree in Electronics & Electrical Engineering or Business, or appropriate alternate/equivalent based on Education in country of origin.
- Extensive semiconductor experience - specifically in demand creation, sales/sales management experience in an OCM/channel partner environment.
- Ability demonstrates the aptitude and acumen of a high performing sales individual with visible measurable results from previous efforts.
Physical Requirements:
- Driving licence – ability to drive
- Must be able to travel both domestically and internationally
Equipment Used:
- Auto
- Computer
Supervisory Responsibilities:
- Regional RSM Line Manager
- Regional ISR administrative (dotted) manager
Working Conditions:
- Approximately 50% working in an office environment
- Approximately 50% travel (domestically with periodic international)