Sales Manager

Johanson Technology•Camarillo, CA

12d•$115,000 - $130,000•Onsite

About The Position

Johanson Technology Inc. (JTI) is looking for a Sales Manager for our Camarillo, CA location. The North America Sales Manager is responsible for leading, managing, and driving Johanson's independent manufacturers' representative network throughout North America. This is a hands-on sales leadership position for an assertive, highly driven manager who thrives on accountability, follow-through, and results. The successful candidate will actively manage approximately 13 independent manufacturers' representative organizations, establish clear expectations, relentlessly pursue sales opportunities, and ensure that opportunities progress through the sales funnel from initial identification through design win and production revenue. The Sales Manager is expected to challenge representatives to improve performance, identify underperforming territories or opportunities, establish corrective actions, and follow through until measurable results are achieved. The position requires a strong understanding of the electronics industry, electronic components, technical selling, OEM design cycles, manufacturers' representatives, and the complete sales process. Johanson's products include capacitors, chip antennas, integrated passive components, filters, and other electronic components.

Requirements

Bachelor's degree in Business Administration or equivalent.
Direct experience designing components into customer circuits by collaborating with electrical design engineers.
Five (5)+ years of Regional Sales Management with direct experience in capacitor sales.
Five (5)+ years electrical component experience in Regional Sales.
Proficient in Microsoft Suite (Outlook, Word, PowerPoint, Excel, & Teams).
Experience working with CRM systems.
Proven experience managing independent manufacturers' representatives or external sales organizations.
Strong understanding of the complete 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 sales representatives toward measurable results.
Persistent and highly accountable management style with strong follow-through.
Strong leadership and performance-management skills despite operating through independent representative organizations.
Comfortable establishing clear expectations and addressing performance issues directly.
Demonstrated ability to challenge representatives constructively while maintaining productive long-term relationships.
Strong opportunity-management and closing skills.
Experienced in value-based selling.
Strong attention to detail.
Excellent organizational, communication and negotiation skills.
Excellent follow-up skills with an emphasis on timely execution.
Ability to analyze situations quickly and resolve conflicts.
Ability to adapt to changing market and business conditions.
Ability to prioritize competing requests and opportunities based on business impact.
Ability to operate independently with limited day-to-day supervision.
Ability to influence behavior, create accountability, and drive action across organizations where the position does not have direct employment authority.
Ability to effectively conduct virtual meetings using professional business practices, including appropriate use of camera, surroundings, and communication etiquette.
Alternative or combined skills in understanding, counseling, and/or influencing people are important in achieving job objectives, causing action, understanding others, or changing behavior; and, skills of persuasiveness or assertiveness, as well as sensitivity to the point of view of others.
While performing the duties of this Job, the employee is regularly required to sit; use hands to handle or feel and talk or hear.
The employee may be required to frequently reach with hands and arms.
The employee may frequently lift and/or move up to 10 pounds and occasionally lift and/or move up to 25 pounds.
Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception and ability to adjust focus.
Work with little need for guidance or reliance on verbal or written instructions.
Performs a wide range of tasks as dictated by variable demands and changing conditions.
Relate sensitive information to diverse groups.
The employee is occasionally required to stand; walk and stoop, kneel, crouch, or crawl.
Must independently apply abstract principles to solve complex conceptual issues.
Must write letters to explain complex issues.
Persuade or explain complex issues in person or by phone.
Free to plan work assignments and schedule to meet long-term goals and objectives.

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.
Establish clear sales expectations, performance objectives, priorities, and accountability for each representative organization.
Maintain a high level of engagement with representatives and consistently push the sales organization to identify, develop, and close new business opportunities.
Hold representatives accountable for agreed-upon objectives, customer activity, opportunity development, forecasting, CRM utilization, and follow-up.
Identify underperforming representatives and develop specific corrective action plans.
Provide direct, constructive performance feedback and ensure agreed-upon corrective actions are completed.
Recognize when representative performance, coverage, or capability requires management intervention and recommend appropriate changes.
Develop and execute sales growth plans for the North American representative network.
Target sales growth of at least 10% above relevant electronics market growth expectations.
Create and manage the Semi-Annual Corporate Sales Forecast.
Conduct monthly pipeline and forecast reviews with manufacturers' representatives.
Document specific 30-day action plans resulting from representative pipeline reviews and follow-through on completion.
Identify gaps between forecast, pipeline, design wins, and revenue expectations and initiate corrective actions.
Drive opportunities aggressively through the sales process from identification, sampling, qualification, design win, production approval, and purchase order.
Maintain visibility of major opportunities until they convert into production revenue.
Challenge stalled opportunities and require clearly defined next steps.
Ensure qualified opportunities and design wins are accurately entered and maintained in Johanson's CRM system.
Take an active leadership role in developing Johanson's highest-potential Rep managed prospects and key existing accounts.
Work with representatives to identify growth accounts within each territory and establish account-specific penetration strategies.
Identify opportunities to expand Johanson's position within existing accounts through additional products, applications, programs, and engineering groups.
Maintain regular contact with representatives throughout North America.
Travel approximately one week per month for multi-day representative/customer trips, supplemented by monthly individual California and Arizona day trips.
Participate directly in strategically important customer meetings to support representatives, advance opportunities, and accelerate design wins.
Travel as necessary to address significant sales opportunities, representative performance issues, major customers, and strategic accounts.
Publish customer call reports within 48 hours following a meeting or within two business days following completion of a business trip.
Train representatives and agents in Johanson's sales process, pipeline management expectations, and CRM requirements.
Ensure representatives properly utilize Johanson's CRM system.
Identify technical or product training deficiencies within the representative network.
Coordinate required technical/product training with Johanson Business Development Managers, Product Managers, and Applications Engineers.
Continually improve representative understanding of Johanson products, target markets, applications, competitive advantages, and value propositions.
Work closely with the Inside Sales Team.
Escalate technical, commercial, delivery, quality, or organizational issues when they are preventing an important opportunity from moving forward.
Communicate market intelligence regarding customers, competitors, applications, pricing, and technology trends to the Sales Panel Team.
Provide quarterly representative performance snapshots to the Sales Panel Team.
Provide customer support when necessary to protect or expand important business.
Follow all Company and Department procedures and policies.
Exercise sound business judgment when circumstances may justify exceptions to established policies and appropriately escalate such recommendations to management.