2202 Sales Manager
About The Position
Backer Hotwatt, Inc., established in 1952, is a leading manufacturer of custom and standard electric heating elements and thermal solutions designed to solve complex engineering challenges. Companies across the medical device, semiconductor, industrial equipment, HVAC, aerospace, and test & measurement markets rely on Backer Hotwatt for innovative products, exceptional quality, and responsive customer support. The Industrial Sales Manager is responsible for driving revenue growth through a hybrid sales model that includes both direct OEM sales and indirect channel partnerships. This role leads business development efforts, manages strategic customer relationships, develops sales channels, and collaborates closely with engineering, operations, and customer service teams to deliver engineered solutions that meet customer requirements. The ideal candidate has experience selling engineered components or technical products into industrial and OEM markets, understands complex sales cycles, and can successfully navigate both direct and distributor-based sales channels.
Requirements
- Bachelor's degree in Business, Engineering, Marketing, or a related field; equivalent industry experience will be considered.
- Minimum 5 years of experience in industrial sales, technical sales, OEM sales, or business development within a manufacturing environment.
- Demonstrated experience selling engineered components, industrial products, or custom-engineered solutions.
- Experience managing complex sales cycles involving engineering, operations, purchasing, and executive stakeholders.
- Experience working within a hybrid sales model that includes both direct sales and indirect sales channels.
- Strong business development, negotiation, and account management skills.
- Excellent written, verbal, and presentation communication skills.
- Proficiency with CRM systems and Microsoft Office Suite.
- Ability to travel approximately 25–40%.
Nice To Haves
- Experience selling thermal solutions, heating elements, electrical components, industrial automation products, or related engineered technologies.
- Experience managing distributors, manufacturer's representatives, or other channel partners.
- Familiarity with OEM manufacturing environments and specification-driven sales processes.
- Technical aptitude with the ability to discuss engineering concepts and product applications with customers.
- Experience with HubSpot or similar CRM platforms.
- Experience developing strategic account plans and territory growth strategies.
Responsibilities
- Develop and execute sales strategies to achieve revenue, margin, and growth objectives across assigned markets and territories.
- Drive new business development efforts with OEMs, industrial manufacturers, system integrators, and strategic accounts.
- Identify, qualify, and pursue opportunities for custom-engineered thermal solutions and heating components.
- Manage the complete sales cycle from prospecting and opportunity qualification through quotation, negotiation, order placement, and account growth.
- Build and maintain a robust sales pipeline while ensuring accurate forecasting and reporting.
- Analyze market trends, competitive activity, and customer needs to identify new growth opportunities.
- Represent the company at industry trade shows, customer visits, and networking events.
- Manage a hybrid sales model consisting of direct customer relationships and indirect sales channels, including distributors, manufacturer's representatives, and channel partners.
- Establish sales objectives, performance expectations, and growth plans for distribution and rep partners.
- Collaborate with channel partners on lead generation, customer engagement, and account development activities.
- Resolve channel conflicts and ensure alignment between direct and indirect sales strategies.
- Serve as the primary commercial contact for key strategic accounts.
- Develop long-term relationships with engineering, purchasing, operations, and executive-level stakeholders.
- Lead account planning activities to identify expansion opportunities and increase customer retention.
- Ensure customer expectations regarding pricing, delivery, product performance, and service are consistently met.
- Conduct regular business reviews with key customers and channel partners.
- Work closely with customers to understand technical requirements and application challenges.
- Collaborate with engineering teams to develop customized solutions and support product selection.
- Translate customer requirements into clear technical and commercial proposals.
- Support quoting, pricing strategy, and contract negotiations for engineered products and custom solutions.
- Provide market feedback to engineering and product development teams regarding customer needs and emerging applications.
- Partner with engineering, production, planning, quality, marketing, and customer service teams to ensure successful execution of customer projects.
- Participate in production and planning meetings to align customer expectations with operational capabilities.
- Communicate customer requirements, project timelines, and critical business needs throughout the organization.
- Support continuous improvement initiatives focused on customer experience, responsiveness, and operational efficiency.
- Train and lead a team of direct sales professionals to achieve territory growth and revenue objectives.
- Maintain accurate opportunity, account, and forecast data within CRM systems.
- Monitor key sales metrics including pipeline health, conversion rates, bookings, revenue, and profitability.
- Prepare and present sales reports, forecasts, and business reviews to company leadership.
- Support development and implementation of sales processes, tools, and best practices.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
