Dexter Magnetic Technologies
Semi Business Development/Market Manager
Dexter Magnetic Technologies, Chicago, Illinois, United States, 60290
Magnetic Holdings, LLC, is comprised of three business units, or brands: Dexter Magnetic Technologies (DMT), Magnetic Components Engineering (EEC) and Electron Energy Corporation (EEC). Magnetic Holdings is headquartered just outside of Chicago, engineers and manufactures low-volume/high-value critical precision magnetic assemblies that are components of larger systems for the defense, aerospace, semiconductor, and medical markets. With ~500 employees and close to $150M of revenue, we are the leading player in North America, having grown at a >10% CAGR over the past seven years, by offering unique solutions to our customers’ magnetic engineering challenges. Our business has grown rapidly, has strong profitability even after significant spending on R&D, has state-of-the-art facilities, and is owned by a long-term oriented investor.
Currently, all three brands employ a direct sales model, focused on OEM and tier suppliers in key high-growth markets. Direct sales and engineering engagement is imperative given the complex technical nature of the sales process and the need to define the most appropriate solution. Often times, we develop solutions for novel applications that currently use an inferior alternative solution. Our ability to find these “white space” opportunities creatively and efficiently is a critical enabler of growth.
Position Summary:
The Semi Business Development and Strategic Market Manager, reporting to the Sr. Director, Marketing, will be fundamental in growing the business for our Dexter Magnetic Technologies (DMT) and Magnetic Component Engineering (MCE) brands.
This position is responsible for identifying, developing, and capturing new business opportunities within the Semiconductor market by developing the Go-To Market strategy and establishing the strategic vision for the Semiconductor market for DMT and MCE. This role will work closely with executive leadership and will be a key element to the strategic planning process by providing valuable insights and aide in strategic and operational decision making.
This role will be responsible for sales and financial KPI’s during both the annual plan year and during our long-term business cycle that will be tied to growing the top and bottom line aggressively. The role requires an in-depth understanding of the Semiconductor market segment, market trends, customers, competitive dynamics and value propositions. The Business Development and Market Manager must excel at communication and operating in a matrixed organization.
Major Responsibilities :
Focus on market segment and sales growth through VOC, market trend analysis, New Product Ideation (NPI), and Sales Funnel opportunities (New incremental business opportunities).Lead the development of the 5-year strategic plan and growth strategy for DMT and MCE’s Semi market that deliver the targets required to meet business expectations and/or identified gaps.Lead the Go-To market strategy deployment efforts for product/market and/or technology-based market initiatives tied to actionable market segmentation. Develop and deploy growth strategies that deliver above-market growth.Identify and build relationships with new potential accounts and penetrate underdeveloped accounts in the Semi market.Qualify new accounts and subsequent new opportunities through utilizing our stage-gate process and grow the sales funnel by prospecting within all equipment types, technologies, and applications, as well as at multiple tiers within the Semiconductor supply chain.Anticipate market trends, understand the competitive landscape, develop strategies to capture new business opportunities and mitigate risks.Proactively call on customers to develop strong multi-level relationships with our prospect accounts as well as the cross-functional teams within those accounts. Understand the customer’s business so we are in a position of strength for future projects and have the knowledge to improve profitability.Collaborate with sales, operations, engineering, quality and commercial leadership in defining specific New Product Development needs required to serve respective market and/or specific customer requirements.Partner with Sales and Engineering to develop and maintain a NPI pipeline through effective account development and opportunity nurturement including target prospecting, account penetration, opportunity qualification, solution positioning, negotiating, and closing new business.Collaborate with the global Sales team to develop sales channels in support of the market strategy by assessing and identifying markets and opportunities, developing business plans and creating new product offerings.Mentor sales team on pricing optimization and pricing strategies to achieve DMT and MCE business objectives. Analyze and report on global pricing and competitive pressures and work closely with Sales and Management on developing winning pricing strategies.Develop and deploy value propositions and marketing/digital marketing campaigns in conjunction with Sales.Additional Responsibilities :
Continually develop and improve product and industry knowledge to stay abreast of new developments through contacts with professional organizations, publications, trade shows and customers to leverage them for the sustainability of the company and our growth objectives.Develop a regular cadence to report out KPI’s, progress and results to the executive leadership team.Maintain a CRM database (customer contacts, call reports, opportunity details, and specific project/sales pipeline information).Be the company resident expert and go-to person for the Semiconductor market.Perform other duties as required.Salary Range: $175,000-$185,000 + variable compensation
Education and Experience
Bachelor’s Degree (Engineering, or related technical field. B.A, preferred). A technical background is preferred but not required.Minimum of 8 years direct business development, strategic marketing, and sales experience, or related commercial experienceSelling into the Semiconductor market, highly preferred.Experience with industrial technical products, OEM engineered components, and value positioning in Semiconductor Industry preferred.Knowledge/Skills/Abilities
Excellent hunting, prospecting and lead qualification skills. Can close business with a high rate of success.Strong track record for revenue growth in related positions.Strong leadership skills and teamwork skills.Demonstrated success and experience in strategic leadership of marketing and business.Change agent.Demonstrated high business acumen in balancing customer and business requirements.Strong financial management skills with proven ability to develop short-term and long-term business plans that delivery acceptable ROI.Will be called on frequently to present strategic plans to highest levels of company and sales management teams on a global basisExcellent interpersonal skills required. Ability to establish strong customer relationships.Ability to create and implement strategic vision.Strategic thinker and results driven.A self-starter with strong analytical, decision-making skills.Strong influencing skills: able to work in a matrix organization.Proficient Win-Win negotiating skills: can negotiate skillfully in tough situations with both internal and external groups.Practices attentive and active listening.Strong written and verbal communication skills is a must.
Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities
The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor's legal duty to furnish information. 41 CFR 60-1.35(c)
Currently, all three brands employ a direct sales model, focused on OEM and tier suppliers in key high-growth markets. Direct sales and engineering engagement is imperative given the complex technical nature of the sales process and the need to define the most appropriate solution. Often times, we develop solutions for novel applications that currently use an inferior alternative solution. Our ability to find these “white space” opportunities creatively and efficiently is a critical enabler of growth.
Position Summary:
The Semi Business Development and Strategic Market Manager, reporting to the Sr. Director, Marketing, will be fundamental in growing the business for our Dexter Magnetic Technologies (DMT) and Magnetic Component Engineering (MCE) brands.
This position is responsible for identifying, developing, and capturing new business opportunities within the Semiconductor market by developing the Go-To Market strategy and establishing the strategic vision for the Semiconductor market for DMT and MCE. This role will work closely with executive leadership and will be a key element to the strategic planning process by providing valuable insights and aide in strategic and operational decision making.
This role will be responsible for sales and financial KPI’s during both the annual plan year and during our long-term business cycle that will be tied to growing the top and bottom line aggressively. The role requires an in-depth understanding of the Semiconductor market segment, market trends, customers, competitive dynamics and value propositions. The Business Development and Market Manager must excel at communication and operating in a matrixed organization.
Major Responsibilities :
Focus on market segment and sales growth through VOC, market trend analysis, New Product Ideation (NPI), and Sales Funnel opportunities (New incremental business opportunities).Lead the development of the 5-year strategic plan and growth strategy for DMT and MCE’s Semi market that deliver the targets required to meet business expectations and/or identified gaps.Lead the Go-To market strategy deployment efforts for product/market and/or technology-based market initiatives tied to actionable market segmentation. Develop and deploy growth strategies that deliver above-market growth.Identify and build relationships with new potential accounts and penetrate underdeveloped accounts in the Semi market.Qualify new accounts and subsequent new opportunities through utilizing our stage-gate process and grow the sales funnel by prospecting within all equipment types, technologies, and applications, as well as at multiple tiers within the Semiconductor supply chain.Anticipate market trends, understand the competitive landscape, develop strategies to capture new business opportunities and mitigate risks.Proactively call on customers to develop strong multi-level relationships with our prospect accounts as well as the cross-functional teams within those accounts. Understand the customer’s business so we are in a position of strength for future projects and have the knowledge to improve profitability.Collaborate with sales, operations, engineering, quality and commercial leadership in defining specific New Product Development needs required to serve respective market and/or specific customer requirements.Partner with Sales and Engineering to develop and maintain a NPI pipeline through effective account development and opportunity nurturement including target prospecting, account penetration, opportunity qualification, solution positioning, negotiating, and closing new business.Collaborate with the global Sales team to develop sales channels in support of the market strategy by assessing and identifying markets and opportunities, developing business plans and creating new product offerings.Mentor sales team on pricing optimization and pricing strategies to achieve DMT and MCE business objectives. Analyze and report on global pricing and competitive pressures and work closely with Sales and Management on developing winning pricing strategies.Develop and deploy value propositions and marketing/digital marketing campaigns in conjunction with Sales.Additional Responsibilities :
Continually develop and improve product and industry knowledge to stay abreast of new developments through contacts with professional organizations, publications, trade shows and customers to leverage them for the sustainability of the company and our growth objectives.Develop a regular cadence to report out KPI’s, progress and results to the executive leadership team.Maintain a CRM database (customer contacts, call reports, opportunity details, and specific project/sales pipeline information).Be the company resident expert and go-to person for the Semiconductor market.Perform other duties as required.Salary Range: $175,000-$185,000 + variable compensation
Education and Experience
Bachelor’s Degree (Engineering, or related technical field. B.A, preferred). A technical background is preferred but not required.Minimum of 8 years direct business development, strategic marketing, and sales experience, or related commercial experienceSelling into the Semiconductor market, highly preferred.Experience with industrial technical products, OEM engineered components, and value positioning in Semiconductor Industry preferred.Knowledge/Skills/Abilities
Excellent hunting, prospecting and lead qualification skills. Can close business with a high rate of success.Strong track record for revenue growth in related positions.Strong leadership skills and teamwork skills.Demonstrated success and experience in strategic leadership of marketing and business.Change agent.Demonstrated high business acumen in balancing customer and business requirements.Strong financial management skills with proven ability to develop short-term and long-term business plans that delivery acceptable ROI.Will be called on frequently to present strategic plans to highest levels of company and sales management teams on a global basisExcellent interpersonal skills required. Ability to establish strong customer relationships.Ability to create and implement strategic vision.Strategic thinker and results driven.A self-starter with strong analytical, decision-making skills.Strong influencing skills: able to work in a matrix organization.Proficient Win-Win negotiating skills: can negotiate skillfully in tough situations with both internal and external groups.Practices attentive and active listening.Strong written and verbal communication skills is a must.
Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities
The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor's legal duty to furnish information. 41 CFR 60-1.35(c)