NXP Semiconductors N.V. (NASDAQ: NXPI) enables secure connections and infrastructure for a smarter world, advancing solutions that make lives easier, better, and safer. As the world leader in secure connectivity solutions for embedded applications, NXP is driving innovation in the automotive, industrial & IoT, mobile, and communication infrastructure markets. Built on more than 60 years of combined experience and expertise, the company has over 29,000 employees in more than 30 countries and posted revenue of $8.88 billion in 2019.

Sales Operations, Sr. Director

We are seeking a strategic Sr. Director of Sales Operations for NXP’s Greater China region leading revenue growth by advising sales leadership on areas where we can improve sales forecasting, analytics, distribution inventory management, sales efficiency, predict success and failure points with data, and impact business success. This role will have a critical impact on the inner workings of our rapidly growing revenue organization, and the strategies, processes, and systems that support growth. This role will report to the Senior Vice President of Global Sales Operations and be a key member of the GC Sales management team and key support for the Greater China Sales President. Responsible to forecast, manage and provide line of sight to approx 2.2 B$ in Revenue & POS.

Job Responsibilities/Requirements:

• Manage and build a world class operational capability within the sales operations team, including depth in fiscal year planning, in-quarter operational acumen, and trusted connections with Regional sales leaders and the global Sales Operations team.
• Be a strong thought leader and operational coach on key business initiatives.
• Analyze business trends and present creative, innovative insights to leadership that drives change and sales cycle improvement
• Provide robust analytics, and data management for sales planning, productivity analysis, attainment, quotas, and capacity. Including analysis of sales wins, losses, sales pipeline by product, sales leader, region, industry, etc.
• Build business cases and own the engagement of Sales tools and technology that scales and improves customer/employee experiences
• Partner with the Global sales and Sales Operations teams to help drive education on sales processes, operational updates, and best practices to help build increased Sales productivity and adoption of internal systems. •
• Drive the evolution of processes and systems for compliance and efficiency, such as automated, consolidated reports and new technologies (AI/ML , …)
• Oversee transfer of business across regions and ensure a suitable setup is adopted in the bounds of policies and commitments (such as margin)
• Rolls-up regional mass market performance across distributors and sub-regions (POS/POA/MOS & DW, conversion rate tracking)
• Ensure and improve registration integrity and that all NXP policies are understood and adhered to (incl. regulator training internal and external)
• Hold executive relationships with distributor management for POS/POA/MOS management (“VP of Asset Management”), developing deep and trusted relationships with key decision makers
• Educate contractual agreements with auditable performance metrics and proposes ambitious targets
• Team management: create best in class Greater China Sales Operations team that is highly motivated and engaged. Manage interactions with all stakeholders and GC Sales Management team.
• Trusted member of the GC Sales management team, and of the Global Sales Operations team

Specific responsibilities include:

Reporting

• Rolls-up regional mass market performance across distributors and sub-regions (POS/POA/MOS & DW, conversion rate tracking), full tie-out with direct revenue
• Coordinates with other regions for a global view on distributor performance

Forecasting

• Rolls up all GC forecasts and Design win results and forecasts
• Rolls-up sub-regional/branch forecasts, challenges the inputs based on observed patterns (historical, analytical tools, …) and develops scenarios

Business Review

• Distills insights and challenges distributor forecast and business plan based on past performance and observable patterns
• Educate contractual agreements with auditable performance metrics and proposes ambitious targets
• Determine DTAM market development and associated NXP share in the region/sub-regions as well as distributors
• Break down historical/actual and forecast data to branches and challenge branch metrics in support of Branch Plan 2.0 (target setting & monitoring, incl. conv. rate)

Regional Relationship Matrix

• Trusted advisor to the GC Sales Management team on all Sales Operations topics
• Hold executive relationships with distributor management for POS/POA/MOS management (“VP of Asset Management”), developing deep and trusted relationships with key decision makers
• Ensure relationships are maintained with BL marketing, Supply Chain mgmt., Finance and all other internal stakeholders.

Operational Efficiency

• Manage link between POS and orders loaded to optimize quarterly performance (supply chain coordination), fully aligned with direct business
• Review orders and current inventory for inventory efficiency (minimum dead/slow moving inventory, higher inventory for demand creation activity within MOS cap)

Processes & Systems

• Drive the evolution of processes and systems for compliance and efficiency, such as automated, consolidated reports and new technologies (AI/ML , …)
• Oversee transfer of business across regions and ensure a suitable setup is adopted in the bounds of policies and commitments (such as margin)

Compliance

• Ensure and improve registration integrity and that all NXP policies are understood and adhered to (incl. regulator training internal and external)
• Identify and manage risks to policies proactively, such as registration approval process, DW and POS/POS/MOS policies proactively

Experience Required:

• 10-15 years of demonstrated ability in leading high performing teams in business or sales operations, marketing, services and/or sales.
• Must have the ability to present data-driven narratives and influence leadership.
• Effective analytical and project management skills.
• Ability to understand high-level sales strategies, translate them into system and process requirements, and ensure local execution and business impact.
• Ability to work independently and effectively as part of a global team, driving successful outcomes with virtual teams.
• Bachelor’s Degree (or equivalent) required; Master’s Degree preferred.
• Excellent English skills both spoken and in written form.

NXP Semiconductors