Head of Product Management, Distribution

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Full Time Exec/Sr Level Mgmt Corporate - Morgan Hill Morgan Hill, CA, US

The Director of Connectorized Products is a senior general management role with full P&L ownership of Marki Microwave’s connectorized product business. This business is characterized by low volume, high mix, and a broad customer base spanning direct, distribution, and e-commerce channels. The Director is accountable for growing revenue across all three channels, building the product portfolio, and ensuring Marki’s go-to-market capabilities are matched to the nature of this business.

The role operates as a peer to the Director of Custom & HiRel Products, the Manager, Performance Products, and the VP, Product, with line management responsibility for a small marketing team focused on collateral, digital requirements, and channel execution. A critical near-term priority is building the sales channel infrastructure required to serve this high-mix, broad-customer business: the existing direct sales team is optimised for larger opportunities, so the Director will collaborate with the VP of Sales to assess, design, and implement a complementary model, whether inside sales, channel partners, or other mechanisms, to ensure smaller and mid-tier customers are well-served across all three channels.

This role will require access to access information controlled under the Export Administration Regulations (EAR, 15 CFR §§ 730-780),and likely the International Traffic in Arms Regulations (ITAR, 22 CFR §§ 120-130), and so applicants for this position must be one of a U.S. citizen, U.S. permanent resident, or other Protected Individual (as defined under 8 USC § 1324b(a)(3)).

report performance to the CCO.

identify and pursue growth opportunities within the existing portfolio and through new product additions.

Monitor business performance metrics and take corrective action when trends diverge from plan; Engage customers and the distribution channel, in coordination with Sales, to identify unmet needs and validate roadmap priorities.

define the target channel model and the role and boundaries of each channel.

Develop the business case and implementation plan for new channel additions and present to the CCO and VP, Sales for approval.

Own distribution partner relationships: set expectations, performance targets, and support models, and evaluate partner performance regularly.

Own the connectorized presence on e-commerce platforms: catalog accuracy, pricing competitiveness, and product discoverability, working with MARCOM to drive traffic and conversion.

Define and own the pricing framework for the connectorized portfolio: list prices, discount structures, and governance of pricing exceptions.

model the P&L impact of pricing decisions across volume tiers and customer segments.

Monitor competitive pricing dynamics and adjust strategy in response to market shifts; work with Sales and distribution partners to protect margin discipline.

Digital presence & marketing collateral

Define requirements for the connectorized presence on the Marki website: product findability, catalog accuracy, technical content quality, and e-commerce functionality; Ensure the portfolio has complete, current collateral: datasheets, application notes, and selection guides; Define go-to-market content requirements for new product launches and partner with MARCOM to execute across digital and print channels.

Customer, Market & Team leadership

Work with Sales, who owns the customer relationship, to maintain engagement with strategic connectorized customers in Defense/EW and Test & Measurement, and to run voice-of-customer sessions.

Monitor the competitive landscape and feed market and customer intelligence into roadmap decisions; evaluate performance against those goals and course correct as needed.

Set clear goals and priorities for the team, delegate effectively, and hold direct reports accountable for quality, productivity, and deadlines.

Manage performance and workplace issues promptly and fairly in accordance with company policy.

Build capability through training and mentoring. Coach and mentor direct reports, identify growth opportunities and training needs, and support career development to build bench strength and retain talent.

Bachelor’s Degree in Engineering, Business, or a related field; Track record of building or improving multi-channel sales models (distribution, inside sales, or e-commerce) for a technical product business.

• RF/microwave component background, with enough domain depth to engage credibly with Defense/EW and Test & Measurement customers.
• Experience partnering with MARCOM or marketing teams to improve digital effectiveness for technical products.

Channel economics and design: ability to match customer segments and opportunity sizes to the right channel and define the operating model and boundaries for direct, distribution, and e-commerce.

Distribution and e-commerce operations: ability to manage partner performance and to maintain catalog accuracy, pricing competitiveness, discoverability, and conversion on digital platforms.

Commercial and P&L modelling: ability to model the margin and volume impact of pricing and portfolio decisions and translate them into channel-level revenue and margin plans.

Technical marketing translation: ability to specify website, datasheet, application-note, and launch-content requirements and direct MARCOM to execute them against commercial goals.

Awareness and knowledge of and insight into the organization’s vision, structure, culture, philosophy, operating principles, values, and code of ethics; Knowledge of and ability to align the organization’s people and culture with changes in business strategy, organizational structure, technology and business processes.

Nonverbal communication includes the capacity to project positive body language and facial expressions. Written communication refers to your skillfulness in composing text messages, reports, and other types of documents. Visual communication involves your ability to relay information using pictures and other visual aids. Active listening should also be considered a key communication soft skill because it helps you listen to understand how to best communicate with someone.

Interpersonal competencies help you interact, communicate, and collaborate with others effectively. Typical examples of interpersonal skills include empathy, active listening, and emotional intelligence

Coaching and Mentoring: Coaching and mentoring both exist for the same purpose: helping others grow, develop and reach their full potential. Both coaching and mentoring give the opportunity for individuals to take responsibility for their own personal and career development.

Managing Up: Managing up is about using the traits of a good manager to help bring out the best in you as an employee. Understanding the best way to communicate with your boss, demonstrating that you care, meeting performance goals and more, won’t go unnoticed.

Conflict Management: Conflict management is the use of techniques to resolve disagreements or control the level of discord. Learning more about delegation can help you improve delegation practices in your organization. Delegation is a basic managment technique that involves assigning responsibility to another person and granting the appropriate level of authority required to complete the assignment.

Emotional Intelligence: Emotional intelligence in the workplace begins from the inside out with each individual. Shattering Performance Barriers Since 1991.

At Marki Microwave our goal is to invent technologies to empower the RF and microwave industry to design faster, simplify production, eliminate complexity, and shatter performance barriers.

Marki Microwave is a privately-owned company based in Morgan Hill, California, 30 minutes from downtown San Jose in Southern Silicon Valley. Holiday pay

• Long Term Disability
• Life and AD&D Insurance
• All qualified applicants will receive consideration for employment without regard to race, color, religion, sex including sexual orientation, gender identity and/or expression, national origin, ancestry, genetic information, age, marital status, pregnancy, disability, military or veteran status, or any other applicable federal, state or local protected classification.

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