Industrial Sales Manager

Janitza North America, the US arm of Janitza electronics GmbH, is seeking an Industrial Sales Manager to build and lead the company's Industrial vertical across North America. The role is remote with 50% travel. It is a strategic builder position with a phased compensation structure: initially an individual contributor and business leader, later a team leader as Key Account Managers are added. Expected first-year on-target earnings will be discussed during the interview process. Reporting to the VP of Sales and Marketing, the role combines hands-on key account ownership with market strategy development and, over time, hiring and leading a team of Key Account Managers focused on industrial customers.

Responsibilities

Build, lead, and develop the Industrial sales team; Initially operate as an individual contributor while establishing the Industrial vertical strategy and customer base; Recruit, mentor, and manage 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 the broader company sales plan; Onboard, train, and coach new team members on Janitza's industrial value proposition, sales methodology, and technical fundamentals; Identify gaps in team skills, tools, or processes and develop action plans to close them; Conduct regular pipeline and forecast reviews with team members; Escalate blockers, resource needs, or market risks to the Director of Sales with proposed solutions; Foster a high-performance, collaborative team culture focused on customer success and continuous improvement; Own and evolve the industrial segment strategy across food & beverage, automotive manufacturing, and technology/electronics; Identify and prioritize target accounts, regions, and verticals to maximize pipeline growth and market penetration; Develop 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; Collaborate with marketing on campaigns, content, and enablement tools; Represent Janitza at industry trade shows, conferences, and events; Define and track segment-level KPIs and provide performance reports to senior leadership; Personally own and manage a portfolio of strategic industrial key accounts; Lead or support complex sales cycles from prospecting through close, including proposals, negotiations, and contract review; Collaborate with the Lead Solutions Architect and Solutions Architect team to align technical solutions with customer needs; Engage with C-suite, plant managers, and engineering leads to build long-term partnerships; Drive customer retention and expansion through upsell and cross-sell opportunities; Ensure customer satisfaction by acting as an internal advocate and coordinating cross-functional support

Requirements

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: ability to coach, motivate, and develop a geographically distributed team; Excellent analytical skills, comfortable 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; Willing and able to travel across the U.S. and Germany for team visits, customer engagements, and industry events; Reside in a major U.S. metro area within one hour of an international airport

Nice to have

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

Medical, Dental, and Vision Insurance; HSA with Employer Contribution; 401(k); STD and LTD; Life Insurance; Monthly stipend of $800 for car; Monthly stipend of $75 for cell phone; Monthly stipend of $75 for home internet