Microchip
Company: Microchip Technology Inc.
Company Description: Microchip Technology Inc. (NASDAQ: MCHP) is a leading provider of microcontroller and analog semiconductors, providing low-risk product development, lower total system cost and faster time to market for thousands of diverse customer applications worldwide. Headquartered in Chandler, Arizona, Microchip offers outstanding technical support along with dependable delivery and quality.
Nomination Category: Best Individual Performance
Nomination Sub Category: Worldwide VP of Sales of the Year
Nomination Title: Mitch Little, Vice President Worldwide Sales & Applications
1. How many people are in your organization's entire sales department?
580
2. What were your organization's sales during the eligibility period? If this figure is confidential, simply enter "Confidential" in this space:
$972M, with a final quarter that puts Microchip on run rate of being a billion-dollar sales organization.
3. Describe the nominee's top 3 accomplishments during the eligibility period (up to 100 words):
1. Effectively added nearly 30% additional sales and applications resources to the global team, at all levels.
2. Created and lead the restructuring of a global channel network, which refocused all parties on their appropriate level of demand creation and
established payment structures that matched.
3. Established new elements and structures within the demand-creation resources around the world that engaged design houses and manufacturer’s reps in new effective and focused methods.
4. List the nominee's top 3 lessons learned during the eligibility period (up to 100 words):
1. There’s much old-world, localized thinking in sales that keeps most companies from taking advantage of the globalization efforts that everyone’s
customers are working feverishly on.
2. Microchip is the only non-commission sales force in our industry. Our customers operate in their design-to-production process over multiple locations and functions—which are served by multiple Microchip salespeople worldwide. While it may appear as a given or negative, Mitch’s “no commission” strategy substantially reduces infighting among salespeople and creates a unified team dedicated to supporting our customers everywhere.
3. Values, systems, and processes outlast even the best people—Mitch sees that it’s his job to always work ON the system NOT in it.
5. Briefly describe the qualities that distinguish the nominee from other Worldwide VPs of Sales (up to 100 words):
Mitch is an innate leader and a visionary who has driven Microchip to success for many years through creativity and a constant striving to make significant, lasting and radical change to perceptions of the sales role by salespeople and customers alike. Mitch instills in every salesperson that Microchip has a unique ability to be seen by customers as ONLY interested in helping them solve problems. He provides a level of empowerment that is absolute and honed to a very fine degree. He summarizes all of this with the motto, “do the right thing, do things right, and prepare for change.”
6. Provide a brief biography of the nominee (up to 100 words):
Mr. Mitchell Little has served as Vice President, Worldwide Sales and Applications since July 2000. He has been employed by Microchip since 1989, and has served as a Vice President in various roles since September 1993. Mr. Little holds a B.S. degree in Engineering Technology from United Electronics Institute.