Sales Manager - Electronic Components Manufacturing

Johanson Technology•Camarillo, CA

11d•$115 - $130

About The Position

Johanson Technology Inc. is hiring a Sales Manager for its Camarillo, California location. This hands-on sales leadership role leads and manages approximately 13 independent manufacturers’ representative organizations throughout North America. The manager sets clear expectations, drives accountability and follow-through, develops sales opportunities, and ensures they progress from identification through design win and production revenue. The role requires strong knowledge of the electronics industry, electronic components, technical selling, OEM design cycles, manufacturers’ representatives, and the complete sales process. Johanson products include capacitors, chip antennas, integrated passive components, filters, and other electronic components. The Sales Manager develops and executes growth plans for the North American representative network, manages forecasts and pipelines, supports key accounts and prospects, and addresses performance gaps through feedback and corrective action. The position involves regular representative and customer contact, approximately one week of multi-day travel per month, and monthly day trips in California and Arizona. The manager also trains representatives, coordinates with internal sales and technical teams, and reports market intelligence and representative performance to the Sales Panel Team. The position is exempt with a stated annual salary range of $115,000–$130,000. The job posting identifies the work location as Camarillo, California, but does not specify whether the role is onsite, hybrid, or remote.

Requirements

Bachelor’s degree in Business Administration or equivalent.
Five or more years of Regional Sales Management experience with direct experience in capacitor sales.
Five or more years of electrical component experience in Regional Sales.
Direct experience designing components into customer circuits in collaboration with electrical design engineers.
Proven experience managing independent manufacturers’ representatives or external sales organizations.
Strong understanding of the electronic-component sales process from initial customer engagement through design win and production.
Working knowledge of electronic components and the electronics industry.
Ability to communicate effectively with electrical engineers, engineering managers, purchasing organizations, and senior customer management.
Strong understanding of OEM design cycles and contract-manufacturing relationships.
Demonstrated ability to drive representatives toward measurable results and create accountability across organizations without direct employment authority.
Persistent, highly accountable management style with strong follow-through and the ability to address performance issues directly.
Ability to challenge representatives constructively while maintaining productive long-term relationships.
Strong opportunity-management, closing, and value-based selling skills.
Proficiency in Microsoft Outlook, Word, PowerPoint, Excel, and Teams.
Experience working with CRM systems.
Strong leadership, performance-management, organizational, communication, negotiation, and follow-up skills.
Strong attention to detail; ability to analyze situations quickly, resolve conflicts, adapt to changing conditions, and prioritize according to business impact.
Ability to work independently with limited day-to-day supervision and conduct professional virtual meetings.
Ability to understand, counsel, persuade, and influence people; explain complex issues in writing, in person, or by phone; and relate sensitive information to diverse groups.
Ability to work with little guidance, handle variable demands, and independently apply abstract principles to complex conceptual issues.

Nice To Haves

Bachelor of Science degree in Electrical Engineering or equivalent.
15 years of electronic passive component experience.
Experience managing representatives.
Experience working with Dynamics 365 CE (CRM).

Responsibilities

Manage approximately 13 independent manufacturers’ representative organizations throughout North America.
Set sales expectations, performance objectives, priorities, and accountability for representative organizations.
Maintain engagement with representatives and drive identification, development, and closure of new business opportunities.
Hold representatives accountable for objectives, customer activity, opportunity development, forecasting, CRM use, and follow-up.
Identify underperforming representatives, create corrective action plans, provide feedback, and ensure corrective actions are completed.
Recognize when representative performance, coverage, or capability requires management intervention and recommend changes.
Develop and execute sales growth plans for the North American representative network, targeting growth of at least 10% above relevant electronics market growth expectations.
Create and manage the Semi-Annual Corporate Sales Forecast and conduct monthly pipeline and forecast reviews with representatives.
Document 30-day action plans from pipeline reviews and follow through on completion.
Identify gaps between forecasts, pipelines, design wins, and revenue expectations and initiate corrective action.
Drive opportunities through identification, sampling, qualification, design win, production approval, and purchase order.
Track major opportunities until they convert into production revenue; challenge stalled opportunities and require defined next steps.
Ensure qualified opportunities and design wins are accurately maintained in Johanson’s CRM system.
Lead development of high-potential representative-managed prospects and key existing accounts.
Work with representatives to identify territory growth accounts and develop account-specific penetration strategies.
Expand Johanson’s position in existing accounts through additional products, applications, programs, and engineering groups.
Maintain regular contact with representatives and travel approximately one week per month for multi-day representative/customer trips, supplemented by monthly California and Arizona day trips.
Participate in strategically important customer meetings and travel as needed to address significant opportunities, performance issues, major customers, and strategic accounts.
Publish customer call reports within 48 hours after meetings or within two business days after business trips.
Train representatives and agents in Johanson’s sales process, pipeline management expectations, and CRM requirements.
Ensure representatives properly use Johanson’s CRM system; identify training needs and coordinate technical and product training with internal teams.
Improve representatives’ understanding of Johanson products, target markets, applications, competitive advantages, and value propositions.
Work closely with the Inside Sales Team and escalate technical, commercial, delivery, quality, or organizational issues that impede important opportunities.
Communicate market intelligence on customers, competitors, applications, pricing, and technology trends to the Sales Panel Team.
Provide quarterly representative performance snapshots to the Sales Panel Team and customer support when needed to protect or expand important business.
Follow company and department policies and procedures, use sound business judgment, and appropriately escalate recommendations for policy exceptions.