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職位描述：
Job Title: Deputy Vice President / Senior Director, Sales & Marketing – China Region
職位：中國區(qū)銷售與市場部副總裁/高級總監(jiān)
Industry: OSAT
產(chǎn)品：半導(dǎo)體封裝與測試
Location: Shanghai/Suzhou (preferred) – up to 50 % domestic travel
工作地點(diǎn)：上海/蘇州（優(yōu)先）——大概50 %的時間國內(nèi)出差
Reports To: Chief Commercial Officer (Global Head of Sales & Marketing)
報告對象：首席商務(wù)官（全球銷售與市場負(fù)責(zé)人）
Purpose of the Role
Own the full P&L, go-to-market strategy and customer experience for China region —our largest and fastest-growing region. As a key member of the global commercial leadership team, you will accelerate share-of-wallet with strategic accounts, penetrate emerging segments, and institutionalize a world-class sales & marketing engine that differentiates ATX through technical depth, operational excellence and partnership mindset.
主要職責(zé)：全面負(fù)責(zé)中國地區(qū)（我們規(guī)模最大、增長最快的區(qū)域）的損益管理、市場推廣策略及客戶體驗(yàn)。作為全球商業(yè)領(lǐng)導(dǎo)團(tuán)隊(duì)的核心成員，您將加速戰(zhàn)略客戶市場份額的提升，開拓新興細(xì)分市場，并建立一套世界級的銷售與營銷體系——通過技術(shù)深度、卓越運(yùn)營和合作伙伴思維，使ATX在競爭中脫穎而出。
Key Responsibilities
關(guān)鍵職責(zé)：
1. Revenue & Profitability
? Deliver annual revenue and margin targets for the China region and drive 3-year growth plan for the region.
? Translate corporate strategy into region-specific account plans, pricing frameworks and demand forecasts with accuracy.
? Optimize mix across IC packaging and test services to uplift blended gross margin.
營收與盈利能力：
為中國的區(qū)域制定年度營收和利潤率目標(biāo)，并推動該區(qū)域的三年增長計(jì)劃。將企業(yè)戰(zhàn)略轉(zhuǎn)化為針對區(qū)域的客戶計(jì)劃、定價框架和準(zhǔn)確的需求預(yù)測。優(yōu)化集成電路封裝和測試服務(wù)的組合，以提高綜合毛利率。
2. Strategic Account Leadership
? Serve as the executive sponsor to top China-headquartered accounts; enable strategic partnership for long-term business relationship with uplift on customer share of wallet.
? Drive quarterly business reviews (QBRs) with customer C-suite to align on capacity, technology road-maps and sustainability initiatives, converting feedback into action and ensure closed-loop action tracking.
? Drive co-development roadmaps that embed ATX early in customers’ silicon design cycles that lock in preferred-supplier status and raise switching costs for competitors.
? Enhance customer satisfaction by benchmarking with key competitors and work with factory for sustainable improvement on operation excellence.
戰(zhàn)略客戶負(fù)責(zé)人：
作為中國總部核心客戶的執(zhí)行負(fù)責(zé)人，推動建立戰(zhàn)略合作伙伴關(guān)系以深化長期業(yè)務(wù)合作，提升客戶市場份額。與客戶高管團(tuán)隊(duì)共同推進(jìn)季度業(yè)務(wù)評審（QBR），確保在產(chǎn)能規(guī)劃、技術(shù)路線圖及可持續(xù)發(fā)展計(jì)劃等方面達(dá)成共識，將反饋轉(zhuǎn)化為具體行動并實(shí)現(xiàn)閉環(huán)追蹤。推動制定包含ATX技術(shù)的聯(lián)合開發(fā)路線圖，將該技術(shù)深度整合到客戶芯片設(shè)計(jì)周期中，鞏固首選供應(yīng)商地位并提高競爭對手轉(zhuǎn)換成本。通過與主要競爭對手對標(biāo)分析，結(jié)合工廠優(yōu)化提升運(yùn)營卓越性，持續(xù)提升客戶滿意度。
3. Go-to-Market
? Define segment strategies focusing on automotive, high-performance computing, industrial and consumer application.
? Build China-based technical marketing and solution-architecture team to elevate ATX mindshare in the market.
? Establish strategic partnerships with foundries, substrate suppliers and OSAT peers to reduce time-to-yield and expand addressable TAM.
市場戰(zhàn)略定位：
聚焦汽車、高性能計(jì)算、工業(yè)及消費(fèi)電子領(lǐng)域制定細(xì)分市場戰(zhàn)略。
組建一支以中國本土為主的技術(shù)營銷和解決方案架構(gòu)團(tuán)隊(duì)，以提升ATX在市場上的知名度。
通過與晶圓代工企業(yè)、基板供應(yīng)商及OSAT同業(yè)建立戰(zhàn)略合作關(guān)系，縮短產(chǎn)品量產(chǎn)周期并拓展目標(biāo)市場（TAM）的覆蓋范圍。
4. Sales Operations & Enablement
? Build a data-driven sales management framework on accurate sales prediction, new project revenue conversion, win-loss analytics, pricing dashboards, and KPI reviews.
? Institutionalize rigorous funnel management to drive high successful rate from design-in to design-win.
銷售運(yùn)營支持：
建立以數(shù)據(jù)為驅(qū)動的銷售管理體系，精準(zhǔn)預(yù)測銷售業(yè)績、實(shí)現(xiàn)新項(xiàng)目收入轉(zhuǎn)化、進(jìn)行盈虧分析、設(shè)置定價看板、開展KPI評審。
通過建立嚴(yán)格的銷售漏斗管理機(jī)制，從方案設(shè)計(jì)到成交落地實(shí)現(xiàn)高成功率。
Qualifications
任職條件
? Bachelor’s degree in Electrical Engineering, Materials Science or related technical field; MBA or master’s preferred.
? 15 + years in semiconductor sales, marketing or business development, with at least 8 years in OSAT, foundry, IDM or substrate/OSAT supply chain.
? Demonstrated sizeable P&L ownership; track record of double-digit revenue growth and margin expansion.
? Deep network across fabless, IDM, system OEM and ecosystem partners in China.
? Fluency in Mandarin and English (verbal & written) with ability to present to C-suite and board level.
? Proven leadership of geographically dispersed, matrixed teams
? Expertise in advanced packaging technologies is preferred.
本科或以上學(xué)歷：電氣工程、材料科學(xué)及相關(guān)技術(shù)領(lǐng)域；
MBA或碩士學(xué)歷優(yōu)先。15+年半導(dǎo)體銷售、市場營銷或業(yè)務(wù)拓展經(jīng)驗(yàn)，其中至少8年在晶圓代工、芯片制造、集成電路設(shè)計(jì)或基板/晶圓代工供應(yīng)鏈領(lǐng)域。
具備顯著的利潤貢獻(xiàn)能力，業(yè)績記錄包含兩位數(shù)營收增長和利潤率提升。
在中國無晶圓廠、集成電路設(shè)計(jì)、系統(tǒng)級OEM及生態(tài)系統(tǒng)合作伙伴網(wǎng)絡(luò)中具有深厚資源。
精通中文和英語（聽說讀寫），能向高管層及董事會進(jìn)行匯報。
具有領(lǐng)導(dǎo)分散式矩陣團(tuán)隊(duì)的能力，地理分布廣泛。
優(yōu)先考慮掌握先進(jìn)封裝技術(shù)的專業(yè)人才。
Leadership Competencies
領(lǐng)導(dǎo)能力
? Strategic Agility – Sees around corners; balances short-term execution with long-term bets.
? Customer Obsession – Acts as “one ATX” to solve customer pain points before they are felt.
? Influential Communication – Simplifies complex technology into compelling value stories.
? Results Orientation – Relentless focus on data, accountability and continuous improvement.
? Cultural Fluency – Navigates East-West nuances and builds trust across diverse stakeholders.
戰(zhàn)略敏捷性——未雨綢繆，平衡短期執(zhí)行與長期布局。
?客戶至上——以“一觸即發(fā)”的敏捷響應(yīng)，在痛點(diǎn)顯現(xiàn)前就精準(zhǔn)解決。
?傳播力擔(dān)當(dāng)——將復(fù)雜技術(shù)轉(zhuǎn)化為引人入勝的價值故事。
?數(shù)據(jù)驅(qū)動——對數(shù)據(jù)、責(zé)任和持續(xù)改進(jìn)保持專注。
?文化通透——駕馭東西方文化差異，建立跨利益相關(guān)方的信任紐帶。