Director North America Automotive Sales
MI, US
Job Summary
This individual can be located in Detroit, MI or Southern CA
Job Description
The main responsibility of the Director North America Automotive Sales is to proactively drive program development and the sale of Vicor power solutions into automotive applications at the OEM, Tier 1, and Tier 2 accounts. This involves strategic coordination with their assigned Automotive Account Manager and FAE’s providing pre- and post-sales support including product selections based on the customer's application needs. This individual must be able to articulate Vicor technology and product positioning to both business and technical users. The Director NA Automotive Sales is responsible for actively driving and managing the technology evaluation stage of the sales process, working in conjunction with sales management and operations as the key technical advisor and advocate for our products. This is a player-coach role managing a small team in North America (BMD and FAE) while driving new opportunities and responsible for direct account responsibility as well.
• Ability to develop an account strategy with a set of target customers aligned with Vicor’s strengths and potential, set a course of action and set activities in place to support it, assist in Vicor’s growth in this new market segment
• Articulate technology, power architectures, and product positioning to both business and technical users
• Develop action plans for target accounts and maintain activities to support Vicor’s growth within the market segment
• Business/Relationship development at Management and Program levels
• Identify technical requirements and issues at target accounts to assure complete customer satisfaction through all stages of the sales process
• Capture technical requirements and architecture of a customer’s system and act as the liaison to the Automotive Engineering and Operations teams
• Knowledge of the automotive segment, key customers and their applications are essential for success, existing relationships are critical at key customers targeted for penetration, ability to interface with all levels of management
• Develop and maintain strong relationships throughout the sales cycle
• Domestic travel of 20% - 30%
Education / Qualifications
• OEM Account experience, Bachelor of Science degree, in Electrical Engineering or equivalent
• Minimum of 10+ years related experience in the Automotive segment
• Self-motivated with a proven track record of selling and/or program development
• Demonstrate sales knowledge in the dynamic atmosphere of a technical organization with a rapidly expanding customer base
• Semiconductor technical experience, familiarity with functional safety ISO 26262 standards, AECQ100, TS-16949 certification and the PPAP, SOP and safe launch process for automotive customers
• Knowledge or past selling experience with DC/DC converters would be ideal in this new position: aimed at target applications: powertrain and chassis systems, AI platforms for level 4/5 vehicles, inverters, battery charging and BMS systems for EV, HEV, BEV, PHEV, Mild Hybrid vehicle platforms
• Technical leadership: capable of combining industry trends and customer requirements with available and future technologies to recommend and suggest new products for powertrain and chassis systems for 800V, 400V, 48V and 12V vehicle power delivery networks
• Good presentation skills and be able to communicate professionally in written responses to emails, RFPs, and when submitting reports
• Organized and analytical, able to eliminate sales and technical obstacles through creative and adaptive approaches
