AEM Hi-Rel · 1 day ago
Senior Territory Account Manager
United States
Full-time
Remote
Senior Level
$120K/yr - $140K/yr
6+ years expAEM Hi-Rel is a portfolio company focused on middle-market industrial manufacturing and niche services. The Sr. Territory Account Manager is responsible for managing a portfolio of non-strategic customer accounts, driving new business opportunities, and ensuring successful closure of sales leads.
ElectronicsManufacturingMechanical Engineering
Responsibilities
Own a portfolio of non-strategic small and medium sized business accounts across supported OpCos and grow revenue within that territory
Manage all leads in the territory from first touch through opportunity closure in Salesforce and Salesloft, ensuring every qualified lead is worked to a clear outcome
Build and execute territory growth plans focused on cross selling new products, winning placement on new programs, and landing new logos
Identify and build relationships with key decision makers in engineering, applications, supply chain, and purchasing to secure design ins and preferred vendor positioning for AEM
Keep all sales tech stack data (leads, contacts, accounts, opportunities, and pipeline) accurate and up to date and provide reliable territory forecasts
Partner with internal teams, including engineering, operations, and customer service, to meet customer requirements, resolve issues, and support account growth plans
Mentor Inside Sales Representatives on running effective discovery calls for incoming RFQs and cross selling at every customer touchpoint
Qualification
Required
Bachelor's degree or equivalent experience
6+ years of sales experience (account management, inside sales, or business development)
Knowledge of electronic components and a basic understanding of the engineering design process
Working knowledge of circuit protection components and how they are applied in customer designs
Familiarity with AEM's core markets, particularly Aerospace & Defense and Industrial, with the ability to learn customer applications quickly
Understanding of distribution and manufacturers' representative channels and how to work with them to support account growth
Ability to use AEM's commercial systems and tools effectively, including Salesforce, Salesloft, ZoomInfo, reporting dashboards, and standard operating procedures
Highly organized, self-motivated, and a strong planner; able to work effectively with and without support staff
Able to influence and coordinate people who do not report directly to them, including Inside Sales, Customer Service, operations, engineering, and external reps or distributors
Experience working across multiple customer and sales channels, including direct customers, manufacturer representatives, and distribution partners
Strong territory and account management skills with the ability to communicate clearly and effectively in both verbal and written form
Persuasive and effective communicator with strong verbal and written skills
Comfortable presenting to engineers, program managers, senior leadership, and commercial teams
Able to explain technical concepts clearly to both highly technical stakeholders and non-technical audiences
Strong listening skills, patience, and emotional awareness; able to read situations and adjust approach
Confident, professional, and approachable 'can do' attitude that builds trust with customers and colleagues
Analytical problem solver with strong negotiation skills, a positive attitude, and the ability to maintain composure and confidence
Willing to adjust work hours as needed to support key customers and international communication across time zones
Able to travel periodically to customers and AEM sites (including San Diego) for meetings, reviews, and training as required
Preferred
Background in Aerospace & Defense, electronics, or other closely related industrial markets
Hands-on experience with Salesforce, Salesloft, and ZoomInfo for day-to-day pipeline, lead management, and reporting
Formal sales training or certifications
Benefits
Medical
Dental
Vision
Life insurance
401(k) with company match
Company
AEM Hi-Rel
Headquartered in San Diego, CA, AEM designs and produces mission-critical, passive circuit protection components through two divisions.
501-1000 employees
Funding
Current Stage
Late StageLeadership Team
Rick Busch
Chief Executive Officer
Daniel "Hai-ming" Chang
Founder & Chairman
Company data provided by crunchbase