About the Role
Industrial Sales Manager
The Industrial Sales Manager will build and scale the North American Industrial vertical. Designed as a strategic "builder" role, this position operates in two distinct phases: initially driving go-to-market strategy and direct sales (with incentive pay tied to individual performance), before scaling into a traditional team leadership role as Key Account Managers are added (shifting incentives toward overall team growth).
Location: Major U.S. Metro Area (Remote with Travel)
Schedule: Full-time
Compensation: $145,000 - $155,000 Base Salary + Performance Incentive Structure
RESPONSIBILITIES
Team Leadership & Performance Management
• Build, lead, and develop the Industrial sales team across North America.
• Operates initially as an individual contributor to establish the vertical strategy and customer base, later recruiting, mentoring, and managing a team of Key Account Managers (conducting regular 1:1s, performance reviews, and career development planning).
• Set clear, measurable team targets (revenue, pipeline, activity KPIs) and hold the team accountable through structured tracking and reporting.
• Define and implement the industrial vertical go-to-market strategy in alignment with broader company sales plans.
• Onboard, train, and coach new team members on our industrial value proposition, sales methodology, and technical fundamentals.
• Identify gaps in team skills, tools, or processes and develop actionable plans to close them.
• Conduct regular pipeline and forecast reviews with team members to ensure accuracy and deal momentum.
• Escalate blockers, resource needs, or market risks to senior leadership with proposed solutions.
• Foster a high-performance, collaborative team culture focused on customer success and continuous improvement.
Industrial Strategy & Market Development
• Own and evolve the industrial segment strategy across key verticals including food & beverage, automotive manufacturing, and technology/electronics.
• Identify and prioritize target accounts, regions, and verticals to maximize pipeline growth and market penetration.
• Develop and maintain a deep understanding of industrial buyer personas, pain points, and purchasing processes specific to power monitoring.
• Evaluate competitive landscape and market trends to adjust strategy and messaging accordingly.
• Collaborate with Marketing to develop campaigns, content, and enablement tools targeted at industrial end users and specifiers.
• Represent the organization at industry trade shows, conferences, and events relevant to the industrial power monitoring sector.
• Define and track segment-level KPIs, providing regular performance reports and insights to senior leadership.
Key Account Ownership & Customer Engagement
• Personally own and manage a portfolio of strategic industrial key accounts, acting as the senior relationship owner for high-value customers.
• Lead or support complex sales cycles from prospecting through close, including proposal development, negotiations, and contract review.
• Collaborate with Lead Solutions Architects and engineering teams to align technical solutions with customer requirements.
• Engage with C-suite executives, plant managers, and engineering leads at industrial customer organizations to build long-term partnerships.
• Drive customer retention and expansion by identifying upsell and cross-sell opportunities within existing accounts.
• Ensure customer satisfaction by acting as an internal advocate and coordinating cross-functional support as needed.
QUALIFICATIONS
Required Qualifications:
• 10+ years of B2B sales experience in technical or industrial markets, with at least 3 years in a sales management or team lead capacity.
• Proven track record of leading field sales teams to hit or exceed revenue targets in a technical sales environment.
• Deep technical expertise in electrical power monitoring, low-voltage power distribution, metering, and power quality—or closely adjacent industrial automation/OT domains.
• Demonstrated experience building and executing go-to-market strategies for an industrial vertical.
• Established relationships in key industrial market segments such as food & beverage, automotive manufacturing, and technology/electronics.
• Strong people management skills with the ability to coach, motivate, and develop a geographically distributed team.
• Excellent analytical skills with comfort building territory plans, sales forecasts, and KPI dashboards.
• Exceptional communication and presentation skills, with the ability to engage both technical and executive-level audiences.
• Experience reviewing and negotiating legal agreements, terms, and conditions.
• Growth mindset with willingness to learn and adopt new tools, software, and AI-powered sales technologies.
• Ability and willingness to travel across the U.S. and internationally (including Germany) for team visits, customer engagements, and industry events.
• Residency in a major U.S. metro area within 1 hour of an international airport.
Preferred Qualifications:
• Bachelor's degree in Engineering, Business, or equivalent experience.
• Experience selling into or managing accounts within pharmaceutical, data center, or heavy industrial manufacturing sectors.
• Familiarity with industrial communication protocols (PLC/HMI, OT networking, SCADA) and their relevance to power monitoring solutions.
• Knowledge of sustainability, energy efficiency, and ESG reporting trends driving industrial investment in power monitoring.
• Experience using CRM platforms (e.g., Salesforce, HubSpot) for pipeline management and team performance tracking.
BENEFITS & PERKS
• Competitive Base Salary + Performance Bonus / Incentive Structure (Phased OTE)
• Comprehensive Medical, Dental, and Vision Health Plans
• 401(k) Retirement Plan with Company Match
• Paid Time Off (PTO) and Paid Company Holidays
• Clear path for career and compensation growth as the industrial vertical scales