Sales Manager - East Region

IDEAL Industries, Inc.• US,

2d•$95,845 - $129,155•Remote

About The Position

ANDERSON POWER PRODUCTS®, a wholly owned subsidiary of IDEAL Industries, Inc., is an industry leader in the design and manufacture of electrical power connectors. Anderson Power Products partners with leading edge companies to create innovative connector designs that leverage contact technology and high power expertise to provide superior value to the power electronics industry. Applications include leading edge technology and next generation power requirements in industries such as alternate energy (wind, solar, fuel cell), datacenter and server power supply design and electrical distribution, electric vehicles, LED lighting, and battery charging. The Regional Sales Manager – East is an outside sales role responsible for growing revenue and profitability within the Eastern region by developing business through manufacturer representative firms, direct accounts, distributors, and channel partners. This position has a strong emphasis on the Material Handling market and requires experience and credibility in motive power, MHE (Material Handling Equipment), and/or GSE (Ground Support Equipment) industries. Responsibilities include new business development, strategic account management, forecasting, sales execution, pricing implementation, and cross-functional coordination to support sustainable growth in the territory.

Requirements

Bachelor’s degree in Sales, Business, or Marketing and 2+ years of relevant field sales experience in industrial and/or technical sales; or an equivalent combination of education and experience.
Strong Material Handling market experience with demonstrated success in motive power, MHE, and/or GSE segments.
Experience interacting with customers at multiple levels and functions.
Consultative technical sales experience utilizing a defined selling methodology.
Comprehensive sales reporting experience and strong forecasting discipline.
Cold-calling/prospecting experience and consistent pipeline generation.
Excellent written/verbal/interpersonal communication skills.
Demonstrated business acumen and analytical skills; attention to detail.
Ability to quickly learn and demonstrate proficiency with technical information and business processes.
Strong organizational, problem-solving, decision-making skills; works well independently and in a team environment.
#1 Priority: OEM-focused experience selling into Material Handling-related OEMs (e.g., MHE trucks/AGVs, chargers, battery systems, electrification and power distribution solutions) with a track record of design-in wins and program conversions.
Established relationships and credibility with OEM engineering, product management, and sourcing teams; ability to navigate multi-stakeholder buying groups and long sales cycles.
Experience selling power/interconnect solutions (connectors, cable assemblies, charging interfaces, high-current components) into motive power, warehouse equipment, and/or GSE applications.
Experience leveraging manufacturer representative firms and distributors/channel partners to expand OEM coverage and accelerate regional revenue growth.
Comfort leading joint account planning and partner enablement (training cadence, opportunity management, KPI review) to improve pipeline conversion and share-of-wallet.
Must be able to travel domestically within the East region (typical expectation up to 50%.

Responsibilities

Own and execute the East region growth plan for Material Handling, expanding penetration with OEMs, end users, integrators, and key channel partners aligned to motive power, MHE, and GSE applications.
Identify high-value programs (fleet electrification, charging infrastructure, battery change/charging rooms, warehouse automation power distribution, GSE electrification) and convert them into qualified opportunities.
Drive regional sales growth by identifying, qualifying, and advancing opportunities for existing, new, and custom solutions; partner with customers and internal teams to deliver products and win business.
Develop new customer relationships through prospecting, in-person meetings, phone follow-up, and sales presentations.
Establish, build, and expand relationships with customers at multiple levels (engineering, purchasing, operations, and leadership).
Implement regional sales strategy and ensure the company meets revenue and profit objectives through new business development and maintenance of existing accounts.
Provide face-to-face guidance, support, coordination, and application assistance to customers, manufacturer reps, distributors, and channel partners.
Support activities of assigned manufacturer’s sales representatives and regional distributors to target accounts for marketing and sales initiatives.
Oversee sales efforts of manufacturer reps and distributors; make recommendations for channel coverage modifications that optimize sales performance in the region.
Conduct regular partner reviews and establish/track KPIs to measure channel and sales performance.
Prepare annual customer plans and sales strategies; forecast expected future regional sales monthly by customer and product family.
Maintain awareness of sales activity within the territory to support resource deployment and improve closure probability for sales opportunities.
Manage sales lead follow-up within the assigned territory.
Complete sales reports and provide data and analysis as requested.
Handle technical and commercial questions and application inquiries from existing and potential customers.
Train manufacturer reps and distributor sales teams in product features, benefits, applications, and commercial policies (with emphasis on material handling/motive power use cases).
Work with Marketing and Engineering to coordinate successful launch of new products to market.
Collect, integrate, and interpret competitive information (industry trends, competitor activity, pricing points) for use in-region and at headquarters.