Area Sales Manager (ASM)
Work Model:
This role can be performed remotely from an approved location, with flexibility based on business needs and applicable requirements. The Area Sales Manager (ASM) is responsible for driving growth across all customer accounts—both direct and through distribution channel throughout the Mid-Atlantic for Kollmorgen products. With a focus on developing new OEM and machine builder relationships, this role influences purchasing decisions, expands share on new and existing designs, and delivers strategic sales results through collaborative, solution-oriented selling. This position requires up to 50% travel.
Specific Responsibilities Include:- Responsible for all customer locations (direct and indirect customers) in a defined geographic territory (NY, PA, NJ, MD), with emphasis on developing new OEM/machine builder accounts
- Drive specification on new designs and share gain on existing designs at customer accounts.
- An essential function of this job is to travel up to 50% of the time.
- Collaborates with Distributor Commercial team when jointly pursuing end customer business.
- Collaborates successfully in a team selling environment with Customer Service, Application Engineering, Product Line Managers, Manufacturing Engineering and other team members as needed.
- Influence purchasing decisions at multiple organizational levels
- Meet assigned targets for profitable sales volume and strategic objectives at accounts within area of responsibility.
- Execute the following disciplined selling processes to attain quota: 1) Purposeful account planning, 2) Time and territory management, and 3) Funnel opportunity management/CRM proficiency
- Educate OEM's and distributors (when appropriate) on differentiation and value of Kollmorgen Products.
- Ability to guide customers to a customized solution when a standard off-the-shelf product does not meet their needs
- As a trusted technical advisor, establish productive, professional relationships with key distributor personnel conducive to collaborative selling at indirect accounts.
- Proactively assess, clarify, and validate customer needs on an ongoing basis through QBR process
- Maximize new business and marketing opportunities.
- Be technically competent in the knowledge and application of Kollmorgen products in served markets. Engage proficient technical support as required.
- Develop and maintain a Key Account Management Plan (KAMP) for each strategically important account and utilize CRM to coordinate tactical actions and manage opportunities
- Prompt customer stakeholder groups to explore ideas and concerns while serving as the educated facilitator helping guide to a solution. Teach / Tailor / Take Control
- Regularly report market conditions to leadership team with regards to industry segments, competitor trends and In-demand product features & benefits
- Represent the company at trade shows, conferences and channel partner events as needed
Critical Competencies:- Technical Aptitude & Product Knowledge – Demonstrates strong mechanical aptitude and deep understanding of Kollmorgen's product portfolio, including motors, drives, and controls.
- Industry & Application Insights – Applies market knowledge to customer applications and identifies opportunities for innovation and growth.
- Relationship Building – Builds and maintains strong, trust-based relationships with OEMs, distributors, and internal stakeholders.
- Planning & Time Management – Effectively manages territory, prioritizes activities, and executes account plans with discipline.
- ROI-Based Solution Selling – Delivers value-driven solutions tailored to customer needs, with a focus on return on investment.
- Conflict Resolution – Navigates internal and external challenges with professionalism and tact.
- Negotiation Skills – Uses persona-based approaches to influence and negotiate across diverse customer profiles.
- Customer Advocacy & Empathy – Understands customer pain points and advocates for solutions that align with their goals.
- Team Collaboration – Works cross-functionally in a matrixed environment to deliver customer success.
- Situational Awareness – Adapts approach based on customer dynamics, business context, and competitive landscape.
- Communication & Presentation – Communicates clearly and confidently, with strong presentation skills tailored to technical and executive audiences.
- Minimum Requirement:
- BA/BS Industrial Technologies, Mechanical/Electrical Eng/Business or related field preferred. Experience in lieu of education may be considered.3+ years outside technical sales; motion control experience with motors/drives/controls preferred. Strong Mechanical aptitude.
- An essential function of this job is to travel up to 50% of the time.
Compensation Details:
Expected Base Salary Range: $110,000 – $130,000 The salary range provided is intended to display the value of the company's base pay compensation for this position. Salary is dependent on a multitude of factors, including but not limited to the physical worksite location, geographic market, candidate skill set, experience, education, and internal peer compensation comparisons. This role is eligible for a sales incentive program. Total compensation will vary based on individual performance, with high performers having the opportunity to achieve total compensation in the range of approximately $160,000 – $180,000 based on performance against established goals. Restrictions imposed by federal export control laws may limit this job opportunity to candidates who are a 'U.S. Person', which includes U.S. citizens, U.S. nationals, U.S. permanent residents, individuals granted asylum in the United States, and refugees in the United States, or who otherwise can qualify for a license that permits them to hold the position.
