现场运营经理（德国-远程，德国）
Field Operations Manager (Germany-Remote, DE)
职位概述
欧洲现场运营经理（FOM）是负责推动Teradyne在欧洲业务表现的高级商业领导者。该职位领导区域销售团队，并协调销售、应用和客户服务团队，以实现收入增长、提升市场份额、最大化盈利能力并加强战略客户关系。
FOM是区域客户与全球管理层之间的主要接口，确保客户需求转化为商业策略，同时执行部门目标。
主要职责
商业领导与业务增长
- 负责区域收入、盈利能力、市场份额和战略设计目标。
- 制定并执行与全球业务目标一致的区域销售策略。
- 领导年度和中期业务规划，包括增长、资源和投资计划。
- 在平衡收入目标和毛利目标的同时推动盈利增长。
- 优化资源配置，以在销售、应用和服务职能中实现最大ROI。
客户与市场领导力
- 与主要半导体客户建立并维护高管关系。
- 有效与各层级的利益相关者互动，包括：
- 首席执行官（C-Suite）
- 副总裁和总监
- 工程负责人
- 运营和供应链团队
- 采购组织
- 在Teradyne内部代表客户的声音，倡导市场要求。
组织领导力
- 领导并发展欧洲地区的区域销售经理及其团队。
- 招聘、保留、指导和发展顶尖的商业人才。
- 培养与公司价值观一致的高绩效文化。
- 影响并协调应用、服务、市场和产品管理的跨职能团队。
战略与跨职能协作
- 与以下团队合作：
- 系统芯片（SoC）团队
- 存储业务单元
- 市场部门
- 战略规划团队
- 产品开发团队
- 确保客户需求反映在产品策略和路线图中。
- 通过技术交流和客户互动支持长期业务增长。
运营与财务管理
- 负责预测准确性、业务报告和区域绩效指标。
- 管理区域损益表和贡献毛利。
- 监督定价策略和合同谈判。
- 确保有效使用业务追踪系统。
查看英文原文
Role Overview
The Europe Field Operations Manager (FOM) is the senior commercial leader responsible for driving Teradyne's business performance across Europe. This role leads the regional sales organization and aligns Sales, Applications, and Service teams to deliver revenue growth, increase market share, maximize profitability, and strengthen strategic customer relationships.
The FOM acts as the primary interface between regional customers and global leadership, ensuring customer needs are translated into business strategy while executing against divisional objectives.
Key Responsibilities
Commercial Leadership & Business Growth
- Own regional revenue, profitability, market share, and strategic design-in objectives.
- Develop and execute regional sales strategies aligned with global business goals.
- Lead annual and mid-term business planning, including growth, resource, and investment plans.
- Drive profitable growth while balancing revenue targets and gross margin objectives.
- Optimize resource allocation to maximize ROI across sales, applications, and service functions.
Customer & Market Leadership
- Build and maintain executive relationships with key semiconductor customers.
- Engage effectively with stakeholders at all levels, including:
- C-Suite executives
- Vice Presidents and Directors
- Engineering leaders
- Operations and Supply Chain teams
- Procurement organizations
- Act as the voice of the customer and advocate for market requirements within Teradyne.
Organizational Leadership
- Lead and develop Regional Sales Managers and their teams across Europe.
- Recruit, retain, coach, and develop top commercial talent.
- Foster a high-performance culture aligned with company values.
- Influence and coordinate cross-functional teams in Applications, Service, Marketing, and Product Management.
Strategic & Cross-Functional Collaboration
- Partner with:
- Systems-on-Chip (SoC) teams
- Memory business units
- Marketing organizations
- Strategic Planning teams
- Product Development groups
- Ensure customer requirements are reflected in product strategy and roadmaps.
- Support long-term business growth through technology exchanges and customer engagement.
Operational & Financial Management
- Own forecasting accuracy, business reporting, and regional performance metrics.
- Manage regional P&L and contribution margin.
- Oversee pricing strategies and contract negotiations.
- Ensure effective use of business tracking systems and financial controls.
Ideal Candidate Profile
Experience
- 12-15+ years of industry experience.
- Minimum 10 years in leadership or sales management roles.
Proven success leading regional or international commercial organizations.
- Strong record of closing complex, high-value business opportunities.
- Demonstrated achievement of ambitious revenue and growth targets.
- Experience managing geographically dispersed and matrixed teams.
Industry Background
Strong knowledge of:
- Semiconductor industry and customers
- Automated Test Equipment (ATE)
- Semiconductor manufacturing and test processes
- Capital equipment sales
- Electronics and high-tech industries
- Supply chain, operations, and procurement environments
Leadership Competencies
Strategic Leadership
- Strong commercial and business acumen.
- Ability to translate strategy into measurable results.
- Skilled in balancing short-term performance with long-term growth objectives.
People Leadership
- Proven coach and developer of high-performing teams.
- Strong recruiting and talent development capabilities.
- Experience building future leaders and succession pipelines.
Influencing & Collaboration
- Effective at leading through influence in a matrix organization.
- Excellent stakeholder management skills.
- Strong communication and executive presence.
Critical Success Factors
The successful FOM will:
✅ Deliver consistent revenue and market share growth
✅ Build trusted executive relationships with strategic customers
✅ Drive profitable growth while protecting margins
✅ Align Sales, Applications, and Service teams around customer success
✅ Optimize field resource utilization and investment ROI
✅ Champion customer requirements within the broader organization
✅ Develop and retain a high-performing regional team
Education
Required
· Bachelor's Degree (technical discipline preferred)
Preferred
· MBA or equivalent business qualification
Originally posted on Himalayas