Vice President, GTM - Business Leader

About the Role

As the Vice President/Director of Go-To-Market (GTM), you will lead Panasonic Industrial Device Sales of America’s (PIDSA) regional demand-creation engine. This role unifies channel strategy, direct sales, marketing, vertical development, and product coordination to drive profitable growth. You will advance PIDSA’s Regional Demand Hunter pillar and partner closely with Japan-based Panasonic Industrial Devices (PID) and PIDSA Global Design In (GDI) teams to execute growth programs across priority verticals, key product categories, and evolving fulfillment capabilities.

Responsibilities

• Financial Performance
  • Own the business plan and full P&L.
  • Manage budgets to deliver the business plan.
  • Build models to drive sales, AOP, ROI, and cost performance.
  • Set policies and actions that improve PIDSA/PNA/PID sales and profitability.
  • Partner with Operations/Logistics so GTM programs align to service capabilities.
  • Partner with Finance to improve profitability and cost discipline.
• Customer / Market / Product Focus
  • Own and evolve PIDSA’s regional GTM strategy across direct, channel, and vertical markets.
  • Oversee PIDSA Marketing and Advertising teams in support of GTM strategies in alignment with PID strategic directions.
  • Align Regional Demand Hunter execution with GDI for smooth global-to-regional design-in transfers.
  • Lead GTM planning for PIDSA’s priority vertical markets.
  • Lead and develop the Regional GTM management team to accelerate pipeline and strategic account penetration; ensure each vertical has:
    • A clear marketing plan
    • Priority customer targets
    • Annual design-in goals
    • Coordinated product and pricing strategies
  • Oversee creation of market-specific content, campaigns, and events.
  • Implement metrics-driven, accountable operational processes for pipeline generation and funnel management.
  • Develop and execute a comprehensive channel strategy aligned with distribution, EMS, manufacturers reps, and data platform partners.
  • Align channel programs with key product groups.
  • Establish channel tiering, incentives, MDF planning, training programs, and performance dashboards.
  • Serve as primary commercial liaison to Business Divisions in Japan.
  • Strategically set pricing strategy, roadmap visibility, and NPI introduction processes across the business.
  • Facilitate proactive communication between Japan HQ, GDI teams, and regional sales.
• Human Resource / Organization Improvement
  • Oversee direct and strategic account sales teams, ensuring alignment to global design wins and regional initiatives.
  • Staff the organization with competent talent and align them according to strategic organizational objectives.
  • Develop the professional and leadership competencies of staff and ensure effective succession planning for all key positions.
  • Develop competencies to support new business development.
  • Demonstrate sensitivity to the importance of diversity in making staffing, customer, and supplier decisions.
• Process/Metric Management
  • Establish and manage all business processes such as technology acquisition, information and knowledge management, supply chain management, and project management.
  • Establish and manage all metrics for all regional channels including, but not limited to, sales, profit, inventory, cash performance, and cost controls.
  • Develop key performance measures/indicators and effectively use them for control and improvement of internal PIDSA processes and PEXNA Service functions.

Requirements

• Education & Experience
  • 10–20+ years in electronic components, semiconductors, and/or industrial automation industry.
  • Leadership experience in sales, marketing, channel management, product management, or vertical industry strategy.
  • Demonstrated success building or transforming a GTM organization.
  • Experience interfacing with Japan-based product divisions or global engineering groups.
  • BS degree in Engineering or Business. MBA highly preferred.
• Competencies
  • Expertise in negotiation and business strategy.
  • Strong overall business acumen, including financial and analytical skills.
  • Knowledge of core business involving electronic components.
  • Design-in conversion to revenue.
  • Channel revenue growth and profitability improvements.
  • GTM cost efficiency (sales/fixed cost ratio improvement).
  • Vertical pipeline expansion and win rates.
  • NPI adoption rate and BD alignment with Japan HQ.
  • Customer satisfaction and partner engagement.
  • Internal alignment and EOS score improvement.
• Communications
  • High persuasion and communication skills in all areas.
  • Ability to collaborate in a matrix and non-vertical organization is critical.
  • Ability to partner/collaborate/negotiate with all levels internally and externally, including alliances with outside entities to achieve business objectives.
  • Formal written communication capability, as well as oral skill, is required to accomplish division and company objectives.
• Problem Solving
  • Recognizes and suggests business system process improvements to reduce complexity and redundancy.
  • Identifies issues, inhibitors, and impacts and develops strategies for resolution or risk mitigation.
  • Collaborates well with executives within PNA, product management, channel partners, and finance to achieve established goals in an ever-changing and demanding market.
• Other Requirements
  • Ability to travel as required. Greater than 50% may be required, business dependent.

Benefits

• Health Benefits
  • Medical, dental, vision, and prescription plans.
  • Health Savings Account and Flexible Spending Account options.
• Voluntary Benefits
  • Life, accident, critical illness, disability, legal, identity theft, and pet insurance.
• Retirement Savings & Investment Plan
  • 401(k) plan with company matching contributions and immediate vesting.
• Paid Time-Off Benefits
  • Vacation, holidays, personal days, sick leave, volunteer, and parental & caregiver leave.
• Educational Assistance
  • Tuition reimbursement for job-related courses after six months of service.
• Health Management and Wellbeing Programs
  • Lifestyle Spending Account, EAP, virtual health management, chronic condition, neurodiversity, tobacco cessation, substance abuse support, and life stage and fertility resources.
  • Available to eligible employees starting the first day of the month following your start date. Eligibility may vary based on employment status, location, and length of service.
• Employee Recognition Program
  • High5 employee recognition and awards platform, quarterly and annual employee recognition.
• Annual Bonus Program
  • Opportunity for an annual performance-based bonus.

Pay

The wage range for this role is $240,000 - $260,000. Actual compensation varies depending on the individual’s knowledge, skills, experience, and location. This role may be eligible for discretionary bonuses and incentives.