Summary

The Senior Account Development Specialist is responsible for driving profitable growth across Toshiba’s major distribution partners. This is a sales and relationship focused role centered on face-to-face engagement, demand creation, account penetration, and market-share growth. The position works closely with distributor corporate and local teams to identify customer opportunities, strengthen Toshiba’s presence, support design wins, and translate corporate priorities into measurable sales execution.
The role partners cross-functionally with Toshiba sales, product/business units, marketing, operations, and distributor teams to execute account plans, support marketing campaigns, improve distributor engagement, and maintain effective forecasting and inventory alignment. Administrative and operational activities should support, rather than displace, proactive customer engagement, distributor relationships, and revenue-generating sales activity.



 

Essential Duties and Responsibilities

• Develop and execute sales and account plans for distribution that generate demand, strengthen account retention, increase account penetration, and deliver profitable revenue growth.
• Build and maintain strong relationships through regular face-to-face engagement with distributor corporate teams, local sales teams, buyers, field sales, and other key decision-makers; ensure consistent Toshiba presence with channel partners.
• Identify and pursue new customer opportunities, design-ins, market-share gains, and revenue opportunities aligned with Toshiba product-line objectives and distributor account plans.
• Drive revenue and design-win objectives by identifying, qualifying, and following up on leads and opportunities; maintain visibility to pipeline progress, next steps, risks, and results against agreed targets.
• Maintain current knowledge of distributor and end-customer requirements, market conditions, competitive activity, and demand trends for existing and future Toshiba products.
• Coordinate product information, technical resources, and demonstrations with internal teams and distributor personnel to support customer engagement and advance qualified opportunities.
• Coordinate pricing, quotations, promotions, and commercial requests with internal stakeholders to support competitive positioning and accelerate customer opportunities.
• Develop and execute distributor business plans and demand-creation activities; collaborate on demand forecasts and inventory plans, and use distributor data to identify opportunities to improve sell-through, point-of-sale activity, and overall business performance.
• Coordinate Toshiba marketing campaigns and promotional activities with distributors, including local engagement, distributor events, sales enablement, and consistent corporate-to-local messaging that increases awareness and demand for Toshiba products.
• Drive consistent engagement and accountability at both corporate and local levels by coordinating action plans, monitoring distributor commitments, and ensuring timely follow-up on agreed sales, marketing, and demand-creation activities.
• Develop working knowledge of Toshiba products, customer applications, industry trends, and competitive positioning; communicate Toshiba’s value proposition consistently and effectively across distributor corporate and local organizations.

Requirements:

• Basic technical knowledge of semiconductor products, with the ability to develop a working understanding of Toshiba’s portfolio, customer applications, and product-line priorities.
• Understanding of distributor business models, sales processes, account planning, customer requirements, and product strategies.
• Ability to create customer demand, strengthen distributor relationships, retain and grow existing business, acquire new opportunities, and increase Toshiba market share.
• Ability to work toward revenue, design-win, and market-share goals; consistently follow up on leads and opportunities and report progress against established targets.
• Ability to understand distributor and end-customer requirements and coordinate appropriate Toshiba resources and solutions to address customer needs.
• Ability to organize and execute multiple account-development and sales initiatives while applying established company policies, practices, and procedures.
• Ability to analyze account performance, sales trends, distributor data, forecast information, and opportunity activity to identify issues and recommend practical actions.
• Strong written and verbal communication, presentation, relationship-building, organizational, analytical, and follow-through skills.
• Ability to work effectively with Toshiba’s internal teams, Arrow, distributor corporate and local sales organizations, independent representatives, customers, and other business partners.

Education:

•  Bachelor’s degree in Business Administration, Marketing, Engineering, or a related field required. Master’s degree in a related field may substitute for up to two years of related experience.
• 0–4 years of related experience with a Bachelor’s degree, or 0–2 years of related experience with a Master’s degree.