Location: US Remote/Flexible

Our Team:

This role combines strategic importance, executive visibility, and the satisfaction of building something exceptional. You'll work with talented regional leaders, world-class distributors, and a committed executive team that understands distribution is the key to our growth.

Job Summary:

As Senior Director/VP of Distribution, you'll architect and execute the strategy that transforms Semtech's distribution model from transactional vendor relationships to strategic partnerships that outperform the market. You'll rationalize our distributor portfolio, implement performance-based accountability, and build the corporate distribution relationships that enable consistent execution across all regions.

Responsibilities:

Strategic Foundation (35%)

• Conduct comprehensive distributor portfolio audit across all regions, assessing performance, coverage, capabilities, and strategic fit against Semtech's GTM requirements
• Develop and gain executive approval for rationalization strategy that defines our optimal distributor mix: broad-base distributors for scale, specialty distributors for technical markets, with clear criteria for partnership continuation
• Design performance-based accountability framework with quarterly business review (QBR) process, scorecards, and consequences for underperformance—moving from passive acceptance to active management
• Establish baseline metrics for current state: revenue per distributor, market share by distributor, customer acquisition rates, sell-through velocity, inventory health
• Build strategic relationships with top-tier corporate distributor leadership to position Semtech as preferred supplier
• Implement QBR discipline with all key distributors—standardized format, data-driven discussions, joint business planning, and accountability for commitments

Execution & Optimization (35%)

• Launch distributor performance improvement initiatives targeting 20%+ productivity gains through better forecasting, inventory optimization, demand creation programs, and sales training
• Execute portfolio rationalization in partnership with Regional VPs—exiting underperforming partnerships while strengthening relationships with strategic distributors
• Deploy distributor enablement programs including product training, sales playbooks, competitive positioning, and demand generation support that drives consistent messaging across all geographies
• Establish corporate-level strategic agreements with global distributors that provide favorable terms, priority support, and consistent execution across RVP territories

Strategic Impact & Scale (30%)

• Achieve revenue growth 5+ points above market through improved distributor productivity, better coverage, and enhanced demand creation capabilities
• Drive positive net customer growth (negative churn rate) by expanding the number of customers doing business with Semtech through distribution channel
• Scale best practices globally by identifying and replicating successful distributor engagement models across all regions
• Build predictive analytics for distributor performance, inventory health, and market opportunity that enable proactive management vs. reactive problem-solving
• Position Semtech as "partner of choice" with top-tier distributors through consistent delivery, strategic collaboration, and mutual value creation

Minimum Qualifications:

Distribution Leadership Experience

• Bachelor's degree in Business, Engineering, Marketing, or related field (MBA preferred)
• 15+ years in sales, channel management, or distribution leadership with at least 7 years managing distribution strategies in technology/semiconductor industries
• Proven track record transforming underperforming distribution channels into competitive advantages with measurable revenue growth
• Deep understanding of electronics distribution ecosystem with established C-level relationships

Strategic & Operational Excellence

• Demonstrated success rationalizing distributor portfolios—deciding who to invest in, who to exit, and how to maximize performance
• Experience implementing performance-based management systems including QBRs, scorecards, and accountability frameworks
• Track record driving revenue growth that exceeds market benchmarks through distributor productivity improvements
• Expertise in distributor business models including stocking strategies, demand creation programs, pricing/margin structures, and inventory management

Matrix Leadership & Influence

• Proven ability to drive results through influence in complex matrix organizations without direct authority over all resources
• Success partnering with regional/country leaders who own P&L while you own global functional accountability
• Experience building consensus across skeptical stakeholders and demonstrating value through quick wins
• Executive presence to engage C-level distributor leadership and internal senior executives

Analytical & Data-Driven

• Strong analytical capabilities to assess distributor performance, identify improvement opportunities, and track progress against targets
• Experience with CRM systems (Salesforce), distributor portals, and business intelligence tools for performance management
• Ability to translate data into actionable insights and strategic recommendations for executive audiences

Desired Qualifications:

Semiconductor Industry Expertise

• Deep knowledge of semiconductor product lines, design-win processes, and long sales cycles typical in our industry
• Understanding of specialty vs. broad-base distributor dynamics and how to optimize channel mix for different product categories
• Experience managing both catalog/commodity products and highly technical/custom products through distribution

Global Distribution Program Success

• Track record building and managing global distribution programs that span multiple geographies with consistent execution
• Experience negotiating corporate-level agreements that provide scale advantages while enabling regional customization
• Success managing franchise vs. independent distribution strategies and optimizing channel conflict

Transformation & Change Management

• Demonstrated ability leading distribution transformation in organizations shifting from passive to strategic channel management
• Experience navigating resistance from internal stakeholders (sales teams) and external partners (distributors) during portfolio rationalization
• Track record building organizational capability and developing distribution management talent

Financial Acumen

• Strong understanding of distribution economics including margins, rebates, market development funds, and promotional programs
• Experience managing distribution P&L or large OPEX budgets with ROI accountability
• Ability to model financial scenarios and make data-driven investment decisions

The intent of this job description is to describe the major duties and responsibilities performed by incumbents of this job. Incumbents may be required to perform job-related tasks other than those specifically included in this description.

All duties and responsibilities are essential job functions and requirements and are subject to possible modification to reasonably accommodate individuals with disabilities.

A reasonable estimate of the pay range for this position is $250,000-300,000. There are several factors taken into consideration in determining base salary, including but not limited to: job-related qualifications, skills, education and experience, as well as job location and the value of other elements of an employee’s total compensation package.

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