Sales Manager - Electronic Components Manufacturing

Johanson Technology•Camarillo, CA

1d•Onsite

About The Position

Johanson Technology Inc. is seeking a Sales Manager for its Camarillo, California location. This hands-on sales leadership position leads and manages approximately 13 independent manufacturers’ representative organizations throughout North America. The manager sets expectations, drives accountability and sales results, identifies and develops opportunities, and ensures opportunities progress from initial identification through design win and production revenue. The role requires knowledge of the electronics industry, electronic components, technical selling, OEM design cycles, manufacturers’ representatives, and the full sales process. Johanson products include capacitors, chip antennas, integrated passive components, filters, and other electronic components. The Sales Manager develops and executes sales growth plans for the representative network, manages forecasting and pipelines, supports key prospects and accounts, and works with representatives to address performance gaps. The role includes regular representative and customer contact, travel, representative training, CRM oversight, and coordination with internal sales and technical teams. The position is based in Camarillo, California, with travel across North America and regular trips in California and Arizona.

Requirements

Bachelor’s degree in Business Administration or equivalent.
Five or more years of Regional Sales Management experience, including 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.
Proficiency with Microsoft Outlook, Word, PowerPoint, Excel, and Teams.
Experience working with CRM systems.
Proven experience managing independent manufacturers’ representatives or external sales organizations.
Strong understanding of electronic-component sales 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 sales representatives toward measurable results, influence behavior, create accountability, and drive action without direct employment authority.
Persistent, highly accountable management style with strong follow-through; ability to set clear expectations and address performance issues directly while maintaining productive relationships.
Strong opportunity-management, closing, and value-based selling skills.
Strong attention to detail and excellent organizational, communication, negotiation, and follow-up skills.
Ability to analyze situations quickly, resolve conflicts, adapt to changing conditions, and prioritize competing requests based on business impact.
Ability to work independently with limited day-to-day supervision.
Ability to conduct virtual meetings professionally, including appropriate camera use, surroundings, and communication etiquette.
Ability to sit regularly; use hands to handle or feel; talk and hear; and frequently reach with hands and arms.
Ability to lift or move up to 10 pounds frequently and up to 25 pounds occasionally.
Required vision abilities include close, distance, color, and peripheral vision, depth perception, and adjustment of focus.
Ability to stand, walk, and stoop, kneel, crouch, or crawl occasionally.
Ability to plan work with little guidance, respond to variable demands, communicate sensitive information to diverse groups, apply abstract principles to complex issues, write letters explaining complex issues, and persuade or explain complex issues in person or by phone.

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 each representative organization.
Engage representatives to identify, develop, and close new business opportunities.
Hold representatives accountable for objectives, customer activity, opportunity development, forecasting, CRM use, and follow-up.
Identify underperforming representatives and develop corrective action plans; provide constructive feedback and follow through on agreed actions.
Recommend management intervention when representative performance, coverage, or capability requires it.
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 following pipeline reviews, monitor their completion, and address gaps between forecasts, pipeline, design wins, and revenue expectations.
Drive opportunities through identification, sampling, qualification, design win, production approval, and purchase order, maintaining visibility until production revenue.
Challenge stalled opportunities, require defined next steps, and ensure qualified opportunities and design wins are accurately maintained in Johanson’s CRM.
Lead development of high-potential representative-managed prospects and key existing accounts, including account-specific penetration strategies.
Identify opportunities to expand Johanson’s position in existing accounts across products, applications, programs, and engineering groups.
Maintain regular contact with representatives and travel approximately one week per month for multi-day representative and customer trips, in addition to monthly California and Arizona day trips.
Participate in strategically important customer meetings and travel as needed for significant opportunities, representative performance issues, major customers, and strategic accounts.
Publish customer call reports within 48 hours after meetings or within two business days after completing a business trip.
Train representatives in Johanson’s sales process, pipeline management expectations, and CRM requirements, and ensure proper CRM utilization.
Identify representative technical or product training needs and coordinate training with Business Development Managers, Product Managers, and Applications Engineers.
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 about 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 necessary to protect or expand important business.
Follow company and department procedures and policies, exercise sound business judgment, and appropriately escalate recommendations for exceptions.