Sr. Sales Manager in Santa Clara, California at Azbil North America Inc

The Senior Sales Manager is responsible for building a disciplined, scalable, and high-performing sales organization that supports sustainable growth of ANA-CP's semiconductor OEM business. The role develops people, establishes consistent sales-management practices, strengthens pipeline and forecast discipline, and leads cross-functional execution from opportunity creation through design-in and mass production. During the transition period, the position will work in a complementary partnership with the Semiconductor OEM Advisor, leveraging the Advisor's customer and industry expertise while establishing stronger management systems and organizational capability.

· Lead, coach, and develop the sales team through clear objectives, regular one-on-one meetings, performance feedback, development plans, and accountability for results.

· Establish and continuously improve a repeatable sales operating system covering opportunity creation, qualification, pipeline stages, design-in, quotation, mass-production conversion, and post-launch growth.

· Own sales planning and operating cadence, including annual plans, account plans, pipeline reviews, forecast reviews, performance reviews, and corrective actions.

· Manage business performance through defined KPIs, including bookings, sales, gross profit, pipeline health, forecast accuracy, opportunity progress, and team capability development.

· Drive disciplined use of SFA/CRM tools and data quality to improve visibility, decision-making, follow-up, and organizational learning.

· Lead cross-functional coordination among Sales, Business Development, Application Engineering, Product Engineering, Marketing, Operations, Production, Customer Support, and global teams.

· Ensure strategic accounts have clear ownership, stakeholder maps, growth strategies, action plans, and management-level engagement.

· Support critical customer engagements, negotiations, commercial reviews, escalations, and strategic account decisions when management involvement is required.

· Build organizational capability by clarifying roles, identifying skill gaps, sharing knowledge, and reducing dependency on individual relationships or undocumented practices.

· Partner with the Semiconductor OEM Advisor to transfer customer knowledge, industry insight, and account history into documented and repeatable organizational capability.

· Communicate performance, risks, resource needs, and recommended actions to the VP of CP Sales in a timely and fact-based manner.

· Perform other duties as assigned.

· Bachelor's degree or equivalent practical experience in business, engineering, marketing, or a related field.

· At least 10 years of progressive B2B sales experience with a manufacturer of industrial, automation, technology, capital-equipment, or other engineered products.

· At least 5 years of experience managing and developing a sales organization of five or more team members.

· Demonstrated success in coaching sales professionals, managing performance, developing capability, and creating accountability without relying on individual heroics.

· Demonstrated experience managing bookings, revenue, gross profit, pipeline, forecasts, account plans, and sales KPIs.

· Experience implementing or materially improving sales processes, management cadences, and CRM/SFA adoption.

· Experience leading cross-functional execution with Engineering, Marketing, Operations, Product Management, and other internal stakeholders.

· Strong strategic-account-management, negotiation, business-review, presentation, and executive-communication skills.

· Ability to operate effectively in a matrixed, multinational environment and to align local execution with global stakeholders.

· Willingness and ability to travel as required for customers, internal coordination, and business reviews.

· Experience working in a Japanese-headquartered company or in a business environment requiring close coordination with Japanese stakeholders.

· Experience in the semiconductor industry, semiconductor equipment, semiconductor OEM accounts, or adjacent advanced-manufacturing markets.

· Knowledge of semiconductor OEM customer structures, design-in processes, equipment-development cycles, and key decision-making stakeholders.

· Familiarity with sensing and control technologies, including temperature, pressure, flow, and vacuum applications.

· Experience with strategic customers such as Applied Materials, Lam Research, ASM, or comparable equipment manufacturers.

· Experience using Salesforce or a comparable CRM platform to manage pipeline, forecast, activity, and account information.