Regional Sales Manager - Semiconductor Detectors

Overview

OSI Systems companies have a long history of developing innovative solutions to bring a better quality of life to the world. With more than 30 years of combined experience in the field of optoelectronics our OSI Optoelectronics (OSIO) division is a diversified manufacturer of standard and custom photodiodes and optical sensors for used in aerospace, defense, commercial and medical applications.

We are one of the largest global manufacturers of optoelectronic devices, delivering engineering design support and manufacturing capabilities that include products for use in the defense, aerospace, medical, and industrial markets, among others. We utilize our world-class manufacturing facilities in the U.S., India and Malaysia to continue to put forth excellent engineering solutions aligned with efficient manufacturing to meet high-volume production requirements.

OSI Optoelectronics is seeking a Regional Sales Manager, Semiconductor Detectors to join their team. This individual will be responsible for profitable growth of the semiconductor detector and optoelectronic sensor portfolio across an assigned territory, market segment, or group of strategic accounts. They will combine technical sales, OEM business development, application qualification, account management, forecasting, and coordination of opportunities from initial inquiry through quotation, design-in, qualification, and production.

Commercial owner of assigned customers, leads, opportunities, and quotations and must operate within established pricing, margin, contractual, compliance, and approval guidelines. Additionally, they will ensure nonstandard technical performance, product modifications, warranty, delivery, qualification, liability, pricing, payment terms, or contractual commitments acquire appropriate internal approval before being communicated as binding commitments.

Responsibilities

• Consultative and solution selling, new-account prospecting, strategic-account development, territory prioritization, and opportunity qualification.
• Disciplined CRM, pipeline, quotation, and forecast management, supported by clear customer evidence, realistic timing, documented next actions, and accurate win/loss information.
• Cross-functional leadership with Applications Engineering, Product Management, Operations, Supply Chain, Quality, Customer Service, and Finance.
• Develop and execute territory and account plans that support revenue, bookings, gross-margin, and strategic-growth goals.
• Identify new OEM customers, applications, programs, and design opportunities while expanding business within existing accounts.
• Qualify customer needs and commercial potential; coordinate product selection, feasibility review, samples, quotations, design reviews, and qualification support.
• Own assigned RFQs and opportunities, secure necessary internal approvals, follow up quotations, negotiate within authorized limits, and maintain professional customer communication.
• Maintain accurate CRM records, opportunity stages, expected values, award dates, probabilities, next actions, forecasts, and win/loss reasons.
• Coordinate internal resources through design-in and production, and communicate customer requirements, competitive information, market trends, and portfolio gaps to leadership and product management.
• Manage applicable representatives or distributors and represent the company during customer visits, technical reviews, trade shows, and industry events.
• Uphold the company’s core values of Integrity, Innovation, Accountability, and Teamwork.
• Demonstrate behavior consistent with the company’s Code of Ethics and Conduct.
• It is the responsibility of every employee to report to their manager or a member of senior management any quality problems or defects in order for corrective action to be implemented and to avoid recurrence of the problem.
• Duties may be modified or assigned at any time to meet the needs of the business.

Qualifications

• Bachelor’s degree in engineering, business, or a related discipline is required. 
• Must have at least five (5) years of successful technical sales, business development, account management, product management, or comparable customer-facing experience in optoelectronics, photonics, semiconductor devices, sensors, or instrumentation is required. 
• Demonstrated experience selling to OEM customers and working with engineering, product management, procurement, quality, manufacturing, and executive stakeholders highly desired.
• Experience managing long-cycle opportunities involving technical discovery, product selection, samples or prototypes, quotations, design-in, qualification, production release, and recurring orders.
• Proven ability to develop new accounts and applications, expand strategic customers, and meet bookings, revenue, margin, design-win, or new-business objectives, highly desired.
• Experience preparing territory and key-account plans, maintaining qualified pipelines, producing credible forecasts, and documenting customer activity in CRM desired.
• Practical experience managing custom-product RFQs, including feasibility review, pricing, NRE, tooling, MOQ, lead time, qualification requirements, commercial terms, and bid/no-bid decisions, a plus.
• Experience working through distributors or independent representatives and supporting customer visits, technical presentations, trade shows, and product launches is desired.
• Must be able to conduct credible first-level technical discussions, obtain complete application requirements, recognize when specialist support is needed, and translate customer needs into a clear internal opportunity or RFQ package. This includes: 
  • Detector technologies: silicon PIN, InGaAs, avalanche photodiodes, position-sensitive detectors, quadrant or segmented detectors, and photodiode arrays.
  • Basic Understanding: wavelength and spectral response, responsivity, quantum efficiency, dark current, capacitance, noise, linearity, saturation, bandwidth, rise time, active area, bias, bare die, surface-mount, TO-can, hermetic, hybrid, custom packages, optical windows, filters, and antireflection coatings.
  • Application qualification: end use, operating conditions, environmental and reliability needs, package constraints, prototype and production quantities, target price, schedule, annual usage, and program duration.
  • Commercialization: catalog versus custom solutions, semiconductor assembly and test, samples and evaluation, design-in and qualification, NRE, tooling, MOQ, lead time, manufacturability, and production readiness.
  • Relevant markets may include industrial sensing, analytical and scientific instrumentation, spectroscopy, laser measurement, automation, medical equipment, security, flame detection, imaging, and semiconductor inspection.
  • Working awareness of applicable quality, ESD, export-control, and regulated-market requirements. Familiarity with ISO 9001, ISO 13485, or AS9100 is beneficial where applicable.
• Ability to communicate credibly with engineers and executives, deliver technical-commercial presentations, and write clear customer and internal follow-up needed.
• Must have ability to manage multiple priorities independently, maintain ownership through resolution, coach channel partners or sales personnel when assigned, and escalate technical or commercial risks appropriately.

Please review our benefits here: Life at OSI

Pay may range from $105,000 to $115,000 annually

The pay range above represents annual base salary only.  Final compensation will be determined based on factors such as your job level, geographic location, date of hire, experience, job-related knowledge and skills, and education in conjunction with market and business considerations.

Base salary is one component of your total rewards package.  You may be eligible for long-term incentives, potential discretionary bonuses, and the ability to purchase company stock at a discounted rate through the Employee Stock Purchase Program (ESPP).  OSI also offers comprehensive benefits including various options for health plans, access to 401(k) retirement plan, health savings account, disability insurance, life insurance, AD&D insurance, leave of absence programs and an array of voluntary benefits.  In addition, paid time off is offered to be used for vacation, holidays, bereavement, and jury duty.  Full-Time salaried employees are entitled to flexible time-off.

NOTICE TO THIRD PARTY AGENCIES

OSI Systems, Inc. and its subsidiaries (collectively “OSI”) does not accept unsolicited resumes from recruiters or employment agencies. If any person or entity, including a recruiter or agency, submits any information, including any resume or information regarding any potential candidate, without a signed agreement in place with OSI, OSI explicitly reserves the right to use such information, and pursue and/or hire such candidates, without any financial obligation to the person, recruiter or agency. Any unsolicited information or resumes, including those submitted directly to hiring managers, are considered and deemed to be the property of OSI. 

Equal Opportunity Employer - Disability and Veterans

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Poster Link:

https://www.eeoc.gov/sites/default/files/2023-06/22-088_EEOC_KnowYourRights6.12ScreenRdr.pdf 

OSI Systems, Inc. has three operating divisions: (a) Security, providing security and inspection systems, turnkey security screening solutions and related services; (b) Healthcare, providing patient monitoring, diagnostic cardiology and anesthesia systems; and (c) Optoelectronics and Manufacturing, providing specialized electronic components and electronic manufacturing services for original equipment manufacturers with applications in the defense, aerospace, medical and industrial markets, among others.