KR-Channel Manager

Job Summary

MSP supplies a variety of technology differentiated products to the Semiconductor industry.  End customers are both FABS and OEM tool makers.  Application areas of vapor delivery components solving critical CVD/ALD process requirements which are becoming increasingly challenging as next node processes are developed.  A second major application is supplying defect metrology inspection tool standards for both wafer and mask substrates.  MPS is a technology differentiated solution provider.

A highly motivated, energetic, enthusiastic, well-organized individual, a coach/player sales professional, is needed for this role to lead MSP’s existing channel partners’ efforts in the aforementioned fields. The Sales Manager will be managing and supervising a network of Asia Pacific channel partners, along with Korea direct sales responsibility. In this role, the Sales Manager will be developing, implementing and executing sales strategies to maximize sales aligned with corporate objectives.  The role also entails setting annual sales targets, providing monthly forecast updates, and enhancing channel effectiveness. Furthermore, the Sales Manager will actively evaluate and enhance the current Asia Pacific channel partner network (currently located in Japan, Taiwan, Singapore) along with Korea direct sales responsibility.  This includes identification of additional or alternative channel partners.

Essential Job Functions

Business Goals and Strategies

• Exceed annual targets by developing sales strategies and initiatives within key market segments and support both channel partner network as well as team members in achieving and exceeding individual annual revenue and growth targets
• Enhance market knowledge to strengthen channel partners' ability to effectively configure and position MSP solutions against competition
• Collaborate with Marketing to understand and influence efforts to support sales activities
• Effectively communicate, implement and execute Go-To-Market initiatives to channel partners.
• Support marketing in the collection of voice of customer (VOC) data to help advance new product development, product upgrades/refreshes, and service offerings
• Participate in quarterly management review and planning sessions to review and present financial performance and progress towards key Go-To-Market activities, ensuring sales targets are met and aligned with marketing activities.  
• Work with marketing and engineering to develop and implement sales training courses as well as customer-related webinars and short courses for raising market awareness and education  

Channel Partner Development 

• Evaluate, expand, and develop selling skills of channel partners using a consultative-based selling approach to include proper preparation, pre-call planning, cross-selling, development of customer-facing questions, and customization of our solutions based on customers’ needs
• Help channel partners maintain and increase face-to-face activities in the field
• Help channel partners develop, review, implement, and execute business territory plans
• Coach channel partners via joint calls at customers’ sites, actively participate in joint virtual meetings, provide both constructive feedback and positive reinforcement, and be consistent with all the necessary follow-ups to develop the right behaviors for the Channel Partners to be successful
• Conduct frequent one-to-one meeting(s) with channel partners to ensure proper customer targeting, forecasting, and new account penetration through an understanding of the market conditions, and providing support navigating any challenging situations
• Continuous evaluation of existing channel partners and develop processes of enhancing or elimination as needed based on performance or other needs

Supervisory Responsibilities

Manage Asia Pacific Channel Partners currently located in Taiwan, Japan, Singapore, and Direct Sales Korea.

Qualifications 

Education

• Bachelor’s degree in Science, Engineering, or Business is required.
• MBA or advanced technical degree is desired.

Experience

Required

• Minimum 5-15 years of direct technical sales experience in capital equipment and/or instrumentation and selling a complete and diverse product portfolio of solutions 
• Minimum of 5-10 years of channel partner management.

Preferred

• Experience in selling technical solutions to FABS and component or subsystem solutions integrated into Semiconductor tool makers, both CVD and Metrology Inspection.
• Proven track record of meeting/exceeding targets
• Proficiency in customer management (CRM) software is required (Salesforce is currently used at TSI)

Knowledge, Skills & Abilities

• High level of integrity and inquisitive in nature
• Ability to prioritize and drive for results
• Proven ability to align company and Channel Partner business objectives
• Continuous learner driven to succeed and achieve significant results
• Effectively communicate to all levels of the organization
• Partner effectively with other teams within the organization
• Proficient in current Sales methodologies and best practices
• Excellent interpersonal, organizational, and verbal/written communication skills

*Travels ~40-50% to meet with channel partners, sales individuals, participate in joint calls, attend conferences, trade shows etc.