- Own commercial relationships with distribution partners across continental Europe.
- Assess market coverage, identify gaps, and establish partners able to sell and support complex semiconductor equipment.
- Create annual and quarterly distributor plans with revenue targets, priority accounts, pipeline goals, marketing activities, training needs, and ownership of next steps.
- Train partner sales and technical teams on products, applications, competitive positioning, qualification criteria, and sales processes.
- Develop opportunities with distributors, conduct deal reviews, remove commercial and technical barriers, and support negotiations through order closure.
- Work with distributors to develop strategic customer relationships across Europe.
- Plan and execute joint campaigns, customer workshops, demonstrations, trade shows, and account-based programs.
- Review distributor performance using scorecards and implement improvement plans or channel changes when needed.
- Maintain distributor, account, opportunity, and forecast data in HubSpot.
- Gather customer and distributor insight on applications, pricing, competitors, and unmet needs.
- Coordinate applications, engineering, marketing, operations, and service resources to support distributors and customers.
HubSpot