Vice President of Distribution

Role Overview

• 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
• 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
• 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

Requirements

• 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
• 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
• Proven ability to drive results through influence in complex matrix organizations without direct authority over all resources
• Experience building consensus across skeptical stakeholders and demonstrating value through quick wins
• 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.

Benefits

• Health insurance
• 401(k) matching
• Flexible work hours
• Paid time off
• Remote work options