Sales Manager

It's fun to work in a company where people truly BELIEVE in what they're doing!
We're committed to bringing passion and customer focus to the business.

Long-term growth leads to business success — and here at Lumentum ITP (Industrial Tech Platform) we welcome prospective team members who can help push our vision forward. We’re currently searching for an experienced Sales Manager that will report to the North America & EMEA Sales Director.

The Lumentum ITP Sales Manager is responsible for managing all commercial laser and spectroscopy and x-ray products in North America and is expected to grow Lumentum business by maximizing sales with existing accounts and expanding into new areas through design win / design in and other business development activities.

Responsibility

• Define territory strategy, develop account plan, recruit and manage sales channels, communicate and align explicitly the territory strategy and plan within Lumentum organizations including upper management and all related functional groups, and execute and conduct tactical action plan to ensure the success of the business objectives
• Build and strengthen a deep business relationship with customer’s operational layer up to Top Executive layer
• Effectively work with multiple levels and cross functions within Lumentum and the accounts to drive all aspects of business activities to meet/exceed customer satisfaction
• Manage all account activities including but not limited to commercial/technical negotiations, agreement/deal review and sign-off, quotation reviews, specification reviews and sign-off, forecasting and delivery/quality performance, design win/design in efforts, roadmap alignment, and regular meetings between Lumentum team and the customers, etc.
• Work closely with Strategic Marketing, CTO office, and PLM to formulate the process of obtaining market intelligence, transferring the market intelligence into Lumentum MRD, PRD, and/or program, and promoting Lumentum technologies, products, services, and solutions to the account
• Work closely with PLM to manage design win / design in programs, meet and or exceed annual design win / design in objectives, and transfer the programs into revenues; to identify new product/revenue opportunities across the territory, within accounts, transfer the opportunities into program pipeline and/or revenues
• Escalate appropriately and facilitate escalations within the customer organization and within Lumentum to support the customer and Lumentum business
• Update market intelligence timely and accurately including but not limited to account update, market trend, and competitor movement; communicate the quarterly account/business plan to upper management and cross functional teams to continue driving/adjusting for right account strategy and actions
• In time and on time update forecasting and align with the customer, Lumentum management, PLM, and Operation team for capacity and delivery planning, through regular forecasting update and escalation for major changes.
• Establish connections in the commercial laser industry.

Qualification

• Proven track record of successfully managing territory, strategic accounts: growing existing revenue by locking commercial deal and/or share allocation, capturing new business by design win / design in opportunities, expanding business by technology / roadmap alignment and other activities, and aligning customer direction / strategy by creating and fostering deep and broad relationship, etc.
• Strategic, able to set up “Eagle Eye” account strategy to drive company goal, direction, and effort to grow the account business
• Self-starter; ability to gain internal support, operate independently with limited supervision and guidance, and to establish a solid working relationship with related stakeholders
• Accountable, result-driven, have sense of urgency, with the passion to win and deliver measurable results, and hands-on working on tactical subjects (forecast, PO/SO management, etc.)
• Strong leadership to lead and support Lumentum and functional teams to go through the business cycle with the account, with team working spirit
• Strong communication and presentation skill, ability to articulate clearly to executives and all functional groups the business situation and account strategy to get alignment and clearly defined actions; able to articulate technical and commercial concepts to influence business decisions
• Ability to work efficiently and effectively in a fast-paced environment, can quickly adjust to changing priorities, deadlines, and workloads
• Fast learner, can quickly adjust into new technology and market trend, ability to embrace and digest ambiguity, and build business case linking discrete intelligences
• Strong analytical skills and able to transfer data and information into commercial intelligence for clear business proposal
• ~15 years Sales and/or Marketing experiences, with 10+ years in High Tech
• BS in STEM (Laser or Physics related preferred), MBA a plus

• Proven work experience in a global sales role
• Ability to communicate and influence effectively at all levels
• Strong business sense and industry expertise
• Excellent mentoring, coaching, and people management skills
• Customer satisfaction, sales process, and digital transformation
• Business development and market trend analysis
• Leadership, effective communication, and deal strategy

Pay Range:

S91-USA-1 :$98,255.50 - $140,365.00

Disclaimer:

Final base salary for the successful candidate will depend on multiple factors, including but not limited to, job location, where work will be performed, qualifications, work history and relevant experience. With our continual goal of making Lumentum a best place to work for our employees, we strive to offer employees competitive total compensation packages, which may include annual bonus, commission for certain sales roles, equity, and health and welfare benefits.