ICM Controls · 1 week ago
OEM Regional Sales Manager
New York, United States
Full-time
Hybrid
Mid, Senior Level
$120K/yr - $125K/yr
5+ years expICM Controls is focused on driving OEM growth by leading rep partners and managing regional sales performance. The Regional Sales Manager is responsible for developing sales strategies, managing relationships with OEM customers, and achieving revenue targets within the assigned territory.
ElectronicsManufacturing
Hiring Manager
Kathy Millett
Responsibilities
Own regional revenue performance across assigned OEM customers, independent rep agencies, and product categories
Develop and execute an annual regional sales plan aligned with national sales objectives, including quotas by representative, customer, and product family
Drive year-over-year revenue growth through new OEM wins, expanded share of wallet, and successful new product launches
Proactively identify performance gaps and implement corrective action plans with representative agencies
Lead, coach, and manage independent manufacturer’s representatives to ensure consistent execution against sales targets
Conduct regular business reviews with rep agencies to assess performance, pipeline health, account coverage, and growth opportunities
Ensure adherence to company sales processes, CRM discipline, and reporting standards
Recommend territory realignments or representation changes based on performance and strategic needs
Build and maintain strong relationships with OEM engineering, sourcing, and leadership teams
Partner with Sales Engineering and Product Management to identify, qualify, and convert design-in and specification opportunities
Conduct regular customer visits, joint sales calls, and technical reviews to uncover requirements and influence product adoption
Serve as a trusted advisor to OEM customers by aligning product solutions to their technical and commercial needs
Own regional sales forecasting and pipeline accuracy; submit monthly and quarterly forecasts with variance explanations
Manage regional trade spending, travel, and discretionary expenses within approved budgets
Maintain accurate and timely opportunity tracking within CRM and ERP systems
Collaborate closely with Engineering, Product Management, Sales Operations, and Manufacturing to align demand, capacity, and customer commitments
Support new product introductions by training representatives and OEM customers on product positioning and applications
Participate in weekly sales planning meetings and cross-functional reviews
Travel approximately 40–60% within the assigned region to support OEM customers and representative agencies
Maintain frequent, proactive communication with internal teams and external partners
Qualification
Required
Bachelor's degree in engineering, STEM, business administration, or related field required
Minimum of 5–7 years of Regional Sales Manager or equivalent experience selling into OEM customers
Required experience within HVAC, controls, electronics, or closely related industrial manufacturing sectors
Demonstrated success managing independent manufacturer's representative networks
Proven track record of meeting or exceeding regional sales quotas
Experience supporting technical sales, design-in processes, and long sales cycles typical of OEM environments
Deep understanding of OEM sales models and rep-based go-to-market strategies
Strong ability to influence independent representatives without direct authority
Excellent communication, negotiation, and presentation skills
Strong analytical and financial acumen
Ability to translate market and customer insights into executable sales strategies
Proficiency with CRM systems (Salesforce or similar) and ERP platforms (Epicor preferred)
Highly organized, self-motivated, and results-driven
Company
ICM Controls
ICM Controls is an electronic manufacturing company that provides voltage monitors.
201-500 employees
Funding
Current Stage
Growth StageTotal Funding
unknown2022-05-04Acquired
Leadership Team
Janie Goddard
Chief Executive Officer & Board of Directors
Recent News
2023-07-20
2022-05-06
Company data provided by crunchbase