Senior Sales Manager -- Electronic Test Probes & Interconnect Components

Job Description

Job Description

As a Senior Sales Manager, you will sell spring-loaded test probes, hyperboloid contacts, and related interconnect products to PCB test fixture manufacturers, electronic product OEMs, and high-reliability connector companies across most of the United States and Canada. You will be selling primarily to Test Engineers, Engineering Managers, and procurement/buying teams. In Year 1, this role is 50% account management and 50% sales leadership, with no new business development expected while you complete onboarding. In Year 2, the split shifts to 25% account management, 50% leadership, and 25% new business development. You will inherit a fully established territory with existing accounts from Day 1 and will manage a network of approximately 8 manufacturer representative firms across 6 regions. When not traveling, you will work from the company's headquarters in Hampton, NH. This position is a retirement replacement, reporting directly to the Director of Global Sales. The base salary is $120,000 -- $140,000 USD, plus an annual profit-sharing bonus.

COMPENSATION & BENEFITS

• $120,000 -- $140,000 USD base salary (flexibility possible for exceptional candidates)

• Year 1 OTE: $160,000 -- $180,000 USD

• Year 2 OTE: $170,000 -- $190,000 USD

• Annual profit-sharing bonus (company-wide performance historically adds approximately 13--14% of base salary in a strong year

• Health plan covering the employee and their family

• 401(k) with company matching

• Employee Stock Ownership Plan (ESOP) -- shares distributed annually based on salary level, serving as a retirement vehicle

• Laptop and cell phone provided

• Business expense account

• Mileage reimbursement and travel expense coverage for client visits

• Further education reimbursement

• Company social events

• Flex hours

• 10--25 inclusive days off per year (vacation, sick, and personal combined, used as needed), plus statutory holidays

• Relocation assistance available for the right candidate

THE COMPANY & CULTURE

Our client was founded in 1979 and is an employee-owned (ESOP) company in the established and mature stage of its lifecycle. Headquartered in Hampton, New Hampshire, the company employs approximately 76 people globally, with 75 based locally. The company manufactures spring-loaded test probes and hyperboloid contacts used globally in the testing of printed circuit boards (PCBs) and in high-reliability connectors for medical and mil-aero applications. All manufacturing is done in-house in Hampton, NH using proprietary automation. The company holds a dominant North American market share in its core product category and serves clients including major electronics OEMs, fixture houses, medical device manufacturers, and defense-grade connector companies.

The culture is defined by long employee tenure -- average tenure exceeds 20 years, and turnover is almost exclusively retirement-driven. Leadership is hands-off: representatives set their own schedules, manage their own travel, and operate with a high degree of autonomy. Work-life balance is a stated priority of ownership. The company is well-known in its industry for product quality, customer trust, and genuine long-term relationships with clients who return year after year.

OFFICE LOCATION & SALES TERRITORY

• Head Office: Hampton, New Hampshire (110 Towle Farm Rd.)

• Work arrangement: Office-based when not traveling -- candidate must live within commuting distance of Hampton, NH. Occasional remote flexibility available when needed. This is not a work-from-home position.

• Sales territory: Most of the United States (all states except California, Arizona, New Mexico, and Texas) plus all Toronto and Montreal

• Territory includes approximately 12 sub-regions; roughly half have active manufacturer representatives in place

• Overnight travel: 25--50% (approximately 1 to 2 weeks per month, typically Tuesday to Friday). Representative plans and books all travel independently.

• Hours: Monday to Friday, 40 hours per week. No evening or weekend client calls required.

EXPERIENCE, BACKGROUND & EDUCATION REQUIREMENTS

• 6 to 15 years of B2B outside sales experience, with a background in account management and/or territory management

• Must have experience selling technical, engineered, or electromechanical products -- examples include: ATE (Automated Test Equipment), PCB-related products, electrical connectors, robotics/automation components, electromechanical OEM components, or similar. Connector sales experience in medical or mil-aero applications is also a strong fit.

• Must be able to hold a credible technical conversation with Test Engineers, Engineering Managers, and technical buyers -- no engineering degree required, but practical technical knowledge is essential

• Experience managing manufacturer representative networks is preferred but can be developed through onboarding and mentorship

• Industry experience in PCB testing or fixture manufacturing is not required -- the right candidate with adjacent technical sales experience will be fully trained

• Education: BS in electrical or mechanical engineering preferred; equivalent hands-on experience accepted. No hard education minimum.

• Valid driver's licence required. Personal vehicle not required -- mileage reimbursement provided.

• Must be willing and able to travel 25--50% of the time (1--2 weeks per month, Tuesday to Friday)

• Must be able to commute to Hampton, NH when not traveling -- within 45 minutes preferred, up to 90 minutes considered

• Hard disqualifiers: absence of technical product knowledge, unwillingness to commute to the office, inability to travel at the required level.

TECHNICAL SKILLS

• Microsoft Excel -- Intermediate

• Microsoft PowerPoint -- Intermediate

• Microsoft Word -- Basic

• Google Drive / Google Docs -- Basic

• Online product demonstrations -- Intermediate

• CRM software -- Basic (asset; company is implementing a CRM and training will be provided)

THE PRODUCT / SERVICE / SOLUTION

• Spring-loaded test probes used in PCB in-circuit and functional test fixtures

• Hyperboloid contacts used in high-reliability medical and mil-aero connectors and cable assemblies

• Receptacles and sockets supporting PCB test fixture assembly

• 500+ active SKUs with custom applications developed for specific customer requirements

PROSPECTIVE CUSTOMERS / INDUSTRY FOCUS / DECISION MAKER(S)

• PCB test fixture manufacturers (fixture houses)

• Electronic product OEMs testing boards in production (automotive, medical, consumer electronics, defense)

• Medical device manufacturers requiring high-reliability hyperboloid contacts for connectors and cable assemblies

• Aerospace and defense connector manufacturers

• Indirect clients include major electronics OEMs whose boards are tested using the company's probes

• Primary decision-makers: Test Engineers, Engineering Managers, and electronic product designers; purchasing departments are also involved in the buying process

• Typical client organization size: 100--999 employees; a handful of accounts exceed $1 million annually

SALES CYCLE / ORDER VALUE / ACCOUNT SIZE

• Sales cycle: 1 day to 4 weeks depending on the account and opportunity type

• Ideal order size: above $100,000; thousands of smaller orders at lower values also contribute significantly to total revenue

• Most accounts generate $25,000 -- $250,000 per year; a few dozen exceed $250,000 annually; a handful exceed $1,000,000

• After a new client expresses initial interest, it typically takes 4 to 6 contacts or visits to close the first order

COMPETITIVE ADVANTAGES

• 44-year track record of manufacturing superior test probes and interconnect components with industry-leading quality

• 24-hour finished product delivery -- one of the fastest lead times in the industry

• All manufacturing done in the US using proprietary automation -- no offshore dependency

• Products are specified by test engineers directly, creating strong pull-through demand

• Customers consistently report higher production yields, better delivery reliability, and superior quality outcomes when using this company's products compared to competitors

• Dominant North American market share with a global reputation for precision and customer support

TYPICAL DAY & DUTIES

• Year 1: 50% account management, 50% sales leadership (manufacturer rep management)

• Year 2: 25% account management, 50% leadership, 25% new business development

On a typical week, you will be managing relationships with existing accounts, conducting consultative technical sales conversations with engineers and procurement teams, overseeing and supporting your manufacturer rep network (joint sales calls, territory visits, trade show attendance), planning and executing independent travel to your territory (1 to 2 weeks per month, Tue--Fri), and reporting territory sales activity. When not traveling, you will be based at headquarters engaging with the engineering, applications, and product teams.

LEADS

• 25% warm leads supplied (existing accounts, rep network referrals, and company-generated leads from trade shows and marketing)

• 75% self-prospected -- representative identifies new opportunities, builds their own prospect list, and develops new accounts independently

• In Year 1, revenue is expected to come 100% from existing accounts. In Year 2, 25% of new revenue is expected from new accounts developed by the representative.

OVERNIGHT TRAVEL

25--50% overnight travel required, approximately 1 to 2 weeks per month, typically Tuesday to Friday. Travel is to existing accounts, manufacturer representative meetings, and industry trade shows (e.g., SMTA shows). The representative books and manages all travel independently with full expense reimbursement.

SUPPORT & TRAINING

• Approximately 6-month onboarding program: immersive product training with the engineering and applications team, learning the full product catalog, part numbering system, and application notes

• Sales training: 3 to 6 months, including joint sales calls with the Director of Global Sales and territory introductions to existing accounts and manufacturer reps

• Additional field training alongside the Southwest Sales Manager, who will demonstrate territory management practices and rep relationship handling

• Active independent selling expected within 3 to 6 months of start date

• Ongoing mentorship from the Director of Global Sales -- hands-off day-to-day but available for guidance, high-level decisions, and long-term succession planning

WHY YOU SHOULD APPLY

• Inherit a fully established territory with active accounts from Day 1 -- you are not starting from zero

• Meaningful total compensation: base salary plus an uncapped annual profit-sharing bonus that has historically added 13--14% of salary in a strong year, plus full family medical coverage, ESOP shares, and 401(k) matching

• Genuine long-term career path: this role is designed for succession -- the right hire will be mentored toward North American Sales Manager or Director of Global Sales over time

• 44-year-old employee-owned company with a dominant North American market position, 24-hour delivery capability, and an industry reputation for quality that makes the sales conversation easier

• Autonomous, low-micromanagement environment: set your own schedule, manage your own territory, work with a team that trusts you to do your job

• Small-company culture with genuine work-life balance, 20+ year average employee tenure, and ownership that is consistently described as generous

• Strong market tailwinds: AI server board market growth is driving high demand for PCB test fixtures, directly benefiting this company's core business

Equal Opportunity Employer

Just Sales Jobs and our clients are equal opportunity employers. We do not discriminate. All candidates are evaluated solely on performance merit and organizational fit.

Not the Right Fit? We May Have Other Roles for You.

If this particular role isn't the right match, we encourage you to browse our other open positions at -opening/ and apply for any that interest you. Our recruiters review every resume we receive --- and if we have another role that could be a great fit for your background, we will reach out to you directly.