Product Sales Specialist - San Diego/Orange County

MAKITA•La Mirada, CA

2d•$80,000 - $95,000•Remote

About The Position

The Product Sales Specialist (PSS) is a segment-focused sales and technical authority responsible for accelerating growth within a defined product category or vertical market. This role blends direct end-user business development with training, coaching, and supporting Territory Sales Managers (TMs) to drive adoption, specification, and pull-through. The PSS is not a standalone seller. Success in this role is defined by the ability to win large, complex end-user opportunities collaboratively, while simultaneously raising the capability and confidence of the broader field sales organization within their product segment. Makita is a worldwide leader in the professional power tool industry. Headquartered in La Mirada, CA, Makita U.S.A. has brought Makita's best-in-class engineering advantage to professional power tool users in America since 1970.

Requirements

Segment & Application Expertise: Demonstrated ability to understand and articulate segment-specific workflows, applications, and end-user challenges, translating product capability into meaningful business outcomes.
Consultative & Collaborative Selling: Skilled at advancing opportunities through joint selling with Territory Managers, distributors, and internal partners—adding value without disrupting account ownership or relationships.
Technical Communication & Training: Ability to clearly explain technical product features, benefits, and differentiation in a way that resonates with end users, sales teams, and channel partners through demos, ride-along, and presentations.
Opportunity Development & Deal Navigation: Proven capability to identify, qualify, and advance complex opportunities involving multiple stakeholders, longer sales cycles, and non-standard requirements.
Influence Without Authority: Ability to guide outcomes through credibility, trust, and expertise rather than positional authority, earning buy-in from Territory Managers and cross-functional teams.
Strategic Planning & Prioritization: Strong skills in targeting the right end users, applications, and opportunities to maximize impact within a defined geography and segment.
Value-Based Selling & Business Acumen: Ability to move conversations beyond tools to productivity, safety, efficiency, and total cost of ownership, supported by sound commercial reasoning.
Field Partnership & Enablement Mindset: Demonstrated skill in elevating Territory Manager effectiveness through coaching, support, and shared wins—operating as a capability multiplier rather than an independent seller.
Adaptability & Executive Presence: Comfortable engaging at multiple levels from jobsite to senior decision-maker adjusting message and approach to audience and context.
5–8+ years of experience in sales, product specialization, or application-focused selling.
Demonstrated success selling into a specific trade, segment, or vertical market.
Strong presentation, demonstration, and training skills.
Ability to translate technical knowledge into practical selling strategies.
Willingness to travel extensively within the assigned geography.
Valid driver’s license with acceptable driving record.

Nice To Haves

Bachelor’s degree preferred; equivalent experience considered

Responsibilities

Drive growth within a defined product category or vertical by identifying, developing, and closing high-value end-user opportunities.
Engage directly with key segment end users, influencers, and decision-makers to uncover unmet needs and position category solutions.
Lead complex opportunities that require deep application knowledge, demonstrations, trials, and ROI justification.
Convert segment insights into repeatable strategies that can be scaled across territories.
Serve as a trusted partner and resource to Territory Managers within the assigned geography.
Support TMs in opportunity development through joint calls, ride-along, demos, and end-user presentations.
Coach TMs on product positioning, competitive differentiation, application fit, and objection handling.
Reinforce disciplined selling behaviors while elevating technical credibility in the field.
Act as the go-to expert for the assigned product category or segment.
Maintain deep knowledge of product features, benefits, applications, accessories, and competitive alternatives.
Translate technical complexity into clear, customer-relevant value propositions.
Provide field feedback to Product, Marketing, and Sales Leadership to influence future product and program decisions.
Work seamlessly with TMs, Key Account Managers, Service, and Marketing to ensure coordinated execution.
Lead from influence—not authority—by aligning teams around shared customer and segment objectives.
Support regional and national initiatives tied to segment growth, launches, or strategic priorities.

Benefits

Medical, Dental, and Vision insurance options after 30 days of employment
Flexible spending accounts (FSA) & Health Savings Accounts (HSA)
Employee assistance program (EAP) for mental health and well-being
Paid subscription to Headspace and 5 other members of your choice
Competitive pay & performance-based incentives
Company branded vehicle provided
401(k) retirement plan with company match
Basic Term Life insurance is 100% company paid
Long-term Disability Coverage 100% company paid
Disability Coverage Voluntary Coverage: Critical illness, accidental, hospital indemnity, whole life, and supplemental life plans.
Paid time off (vacation, sick leave, and 13 paid holidays)
Employee discounts on Makita tools and accessories
Training programs
Tuition reimbursement
Internal promotion opportunities