Field Operations Manager

US FIELD OPERATIONS MANAGER (FOM)

 

The US FOM directly manages 1-3 regional sales managers with approximately 5-10 employees across the US. This position also collaborates with 2-3 other sales managers and approximately 5-10 employees who may be regionally based and reporting to local managers to support US accounts.  Also, works closely with Applications and Field Service to manage a pool of field applications resources in account team organizational setting (50+ equivalent resources).

 

High Level Principles:
 
Has a strong business acumen, perspective, and judgment with strong understanding of semiconductor customers, semiconductor process technology, automated test and assembly capital equipment.  Has the ability to sell at all levels of decision making, including C-level, VP, Director, Managerial as well as key independent contributors/engineering specialists including, but not limited to, design engineering, manufacturing and test engineering, supply chain and operations, as well as procurement.  

 

Must have the ability to recruit, retain, coach, and motivate the sales organization and cross functional organizations to drive strategic initiatives against the divisional goals.  Must influence and promote corporate values and responsibilities including diversity, inclusion, and equality. 

 

Manages overall sales and support for the region and owns the divisional goals including strategic design-ins, revenue, gross-margin and related investment expenses.
 

 

Is main point of contact with central management regarding the Hyperscaler region/set of accounts. Defines the company sales strategy for achieving successful market share and profitability of the regional territory.
 

 

Directly controls deployment and tasking, performance measurement and salary review for Sales personnel. Indirectly controls deployment and tasking of support (Applications, and Service) resources in the region and influences performance measurement and salary reviews.  Actively integrates and serves as advocate of customer needs.

 

Responsibilities:

 

The FOM’s primary responsibility is to lead the regional field organization to achieve Semi-Test annual and mid-term goals.  Besides revenue generated from tester sales, there may also be a sales and support revenue stream consisting of service agreements, hardware and applications support to configure and customize the equipment Teradyne sells. There could be additional opportunities for selling products such as SLT or other to be defined products. 

 

The FOM is the leader of the regional account territories and hers/his responsibilities include the overall general management of the regional and world-wide business, including business with subcontract manufactures located in Asia. Must have the capably to lead the entire organization by setting, communicating and achieving the vital growth goals for the region.  In addition, and equally as important the FOM must be capable to sell and differentiate Teradyne’s products and services to all management levels including director, VP and C-Level executives. 

 

Owns their regional contribution margin, and actively works to meet gross-margin goals which can be influenced by pricing discounts.  Helps develop annual and mid-term plans that are aligned to achieving our growth objectives in revenue and profits.  One of the main focuses of the FOM’s time will be on optimizing the allocation of the field resources including Sales, Strategic Applications, and capital to maximize our market share, improve the ROI of our design-in activities, increase our product std. margins, and improve the overall contribution margin by account and region.  

 

A critical aspect of this role is to fully understand and achieve the growth and revenue objectives of the Applications and Service organization.  It’s important the FOM work closely with the Field managers to develop plans in their region that will meet these goals.

 

The FOM will work closely with the SOC (Systems on a chip), Memory, Marketing organization to set profit, revenue, market share, and design in targets that align to our business plan.  They are responsible for ensuring the sales and strategic applications resources are capable and aligned to aggressively promote our product differentiation and value pricing positions.  

 

The FOM will work with the strategic planning group and product development to ensure that customer input on both short- and long-term requirements are clearly articulated.  These inputs will come from organized technology exchanges and Field Product Specialist input.

 

Most pricing transactions and negotiations will be handled by the field organization.  The FOM needs to ensure that the field team is maximizing profits.  From time to time certain negoti