Director of Sales in Santa Clara, California at Azbil North America Inc

Summary

The Director of Sales leads the sales organization and drives business growth strategies for semiconductor OEM and target markets in the Bay Area through close engagement with customer executives, purchasing teams, design engineers, process engineers, and R&D organizations. This role is responsible for sales organization leadership, strategic customer relationship management, business expansion, spec-in strategy alignment, and cross-functional collaboration to support long-term business growth, customer success, and market development opportunities.

Essential Functions

• Lead and develop the sales organization to achieve business objectives, strengthen customer engagement, and drive long-term business growth
• Drive strategic account management, business expansion activities, and organizational sales strategies for key customers and target accounts
• Develop and execute sales strategies aligned with customer roadmaps, market trends, and company business objectives
• Build and strengthen executive-level relationships with purchasing teams, design engineers, process engineers, R&D engineers, manufacturing teams, and key decision-makers
• Lead high-level customer discussions regarding development roadmaps, applications, strategic opportunities, business challenges, and future technology directions
• Oversee major business opportunities, commercial activities, negotiations, contract discussions, business reviews, and customer engagement activities
• Promote and align spec-in strategies, account expansion plans, and cross-functional business initiatives across sales, engineering, marketing, operations, production, customer support, and global teams
• Collect, analyze, and communicate customer feedback, competitive intelligence, market trends, and industry direction to support business strategy and future product development
• Lead sales team development, organizational improvement, talent development, and internal knowledge sharing initiatives
• Support business planning, sales forecasting, pipeline management, and organizational performance management activities
• Other duties as assigned

Work Environment / Work Location

This is a full-time, office-based position. The role involves using standard office equipment such as computers, filing cabinets, photocopiers, and phones. Frequent customer visits, executive meetings, business reviews, and cross-functional coordination activities are expected as part of regular responsibilities. The position also requires regular interaction with customer executives, purchasing teams, equipment engineers, process engineers, R&D organizations, and internal global teams to support strategic business growth and organizational objectives.

General Requirements

• Extensive experience working directly with equipment manufacturers in the semiconductor industry
• Strong executive-level communication, technical writing, presentation, negotiation, and customer engagement skills
• Strong network within the semiconductor industry and the ability to develop strategic relationships with key customers, industry stakeholders, and business partners
• Strong leadership capability with a strategic business growth, account management, and organizational management mindset
• Ability to proactively develop, align, and communicate business strategies, sales plans, and organizational priorities with management and global teams
• Strong PDCA-based management skills, organizational planning capability, flexibility to respond to changing business conditions, and effective reporting practices
• Self-driven, solution-oriented, and capable of leading complex technical, commercial, and organizational business challenges
• Strong SFA/CRM proficiency and sales pipeline management capability, including oversight of customer development and design schedules, sales forecasting, business planning, and strategic opportunity management
• Strong technical and commercial understanding of semiconductor applications, customer requirements, market trends, competitor activities, and industry direction
• Strong cross-functional leadership and coordination capability across sales, engineering, operations, marketing, production, customer support, and global organizations
• Strong sales organization leadership, team development, coaching, and performance management capability
• Proficient in Microsoft Office applications (Excel, Word, PowerPoint, Outlook)

Travel

Travel as needed to support strategic accounts

Required Education and Experience

Bachelor’s degree, 10+ years in semiconductor or industrial sales/business development

Specific Requirements

• Understanding of semiconductor OEM structures, customer decision-making processes, and account management practices
• Experience working with semiconductor equipment manufacturers and managing strategic customer relationships
• Working knowledge of sensing and control technologies (temperature, pressure, flow, vacuum) applied in semiconductor equipment and manufacturing processes
• Advanced expertise in Semi manufacturing processes in the target market, particularly (Etch, ALD, CVD etc )
• Knowledge of competitor technologies, product positioning, customer adoption trends, and competitive situations within the semiconductor industry
• Familiarity with semiconductor OEMs such as Applied Materials, Lam Research, ASM, and similar companies
• Knowledge of major semiconductor manufacturers and foundries such as TSMC, Samsung, Intel, and Micron is beneficial

We are an equal opportunity employer and do not discriminate against any employee or applicant for employment based on race, color, religion, national origin, age, gender, sex, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws.