Regional Sales Manager

icotek is growing. Join the icotek group as:

South Region

Preferred Location: DFW or Houston or another major airport within the region

Reports to: Chief Operating Officer, icotek Corp

Job Overview

icotek is seeking a Regional Sales Manager to own and accelerate growth across the South Region. This is a field-driven sales role responsible for developing end customers, expanding strategic accounts, creating new business, and leading icotek's manufacturer representative and distribution network within the territory.

The RSM has direct accountability for regional revenue, market penetration, pipeline development, forecast accuracy, and execution of icotek's regional sales strategy. Success requires more than managing existing business. The RSM is expected to actively create demand with OEMs, machine builders, panel builders, system integrators, and other target customers while using manufacturer representatives, distributors, and the icotek Inside Sales team to multiply coverage and accelerate growth.

This role is designed for a hands-on sales leader who is comfortable spending significant time in the field, opening doors, developing technical opportunities, coaching channel partners, and converting market potential into measurable revenue growth.

South Region

The South Region is one of icotek's key growth regions in the United States and consists of four territories spanning the Southern U.S., from the Carolinas west through Texas.

The RSM has overall commercial responsibility for the region and works through manufacturer representatives, distribution partners, and direct engagement with end customers. The territory includes significant opportunities across OEMs, machine builders, panel builders, system integrators, automation companies, and other industrial manufacturers.

The RSM is responsible for developing the region as a whole - not simply managing four individual territories. Significant travel throughout the region is expected, including customer visits, representative field activity, distributor engagement, trade shows, and industry events.

Key Responsibilities

Regional Growth and Business Development

• Develop and execute a regional sales strategy to achieve revenue targets and expand market share
• Identify and pursue new business with OEMs, machine builders, panel builders, system integrators, automation companies, and other high-value industrial customers
• Develop strategic and target accounts through structured account planning, relationship mapping, opportunity development, and consistent follow-up
• Identify competitive conversion opportunities and position icotek solutions based on customer value, application fit, and total cost of ownership
• Coordinate strategic and national-account opportunities that cross territory boundaries

Field Sales Execution

• Conduct a minimum of 30 quality sales visits per month
• Maintain a strong field presence, including joint calls with manufacturer representatives and distributor sales teams
• Use product demonstrations, samples, technical discussions, and application discovery to create and advance opportunities
• Maintain disciplined follow-up and clear next actions on customer opportunities
• Lead three manufacturer rep territories (with a fourth one open) and ensure alignment with icotek's strategy, priorities, and performance expectations
• Conduct regular business reviews and monitor revenue, POS, target-account activity, customer visits, pipeline, and agreed KPIs
• Coach representatives in account development, product positioning, opportunity management, and competitive conversion
• Develop corrective action plans where performance or market coverage is below expectations
• Build productive relationships with key distribution partners while keeping end-customer demand creation at the center of the regional strategy
• Activate distributor outside sales resources, product specialists, and local branches to expand account coverage
• Develop joint target-account and customer-visit plans with priority distribution partners
• Use distributor POS data to identify growth opportunities, customer trends, underpenetrated accounts, and areas requiring action

Territory Team and Sales Process

• Operate as one territory team with the assigned Inside Sales Representative, manufacturer representatives, distributors, and internal icotek resources
• Maintain accurate and current Salesforce records for target accounts, opportunities, customer activity, contacts, and forecasts
• Own regional pipeline quality and provide accurate monthly, quarterly, and annual forecasts
• Analyze sales performance and market data to identify trends, risks, and opportunities and adjust the regional plan accordingly
• Collaborate with marketing, product management, customer service, and operations to support customer acquisition and growth

What Success Looks Like

• Achieving or exceeding regional revenue and growth targets
• Consistent development of new accounts and expansion of strategic existing accounts
• A growing, qualified pipeline with strong conversion and reliable forecast accuracy
• Minimum of 30 quality end-customer sales visits each month
• Strong execution and measurable contribution from all four manufacturer representative territories
• Increasing distributor engagement that produces identifiable end-customer opportunities and revenue
• High-quality Salesforce data and disciplined target-account management
• Increasing market penetration and competitive conversions throughout the South Region

Qualifications

• 5+ years of successful B2B sales experience, preferably in industrial automation, electrical, controls, machine building, enclosures/panels, connectivity, or a related technical market
• Proven track record of achieving or exceeding sales targets and developing new business
• Experience working with manufacturer representatives, independent sales agents, or channel partners strongly preferred
• Experience selling through electrical, automation, or industrial distribution is highly desirable
• Ability to influence and lead independent sales partners without direct reporting authority
• Strong account-development, prospecting, negotiation, and relationship-building skills
• Strong understanding of pipeline management, forecasting, territory planning, and account-based selling
• Comfort working in a technical sales environment and learning industrial applications and products
• Proficiency with CRM systems such as Salesforce and the discipline to maintain accurate sales data
• Ability and willingness to travel extensively throughout the South Region

What We Offer

• Competitive compensation package with base salary plus performance-based bonus
• 401(k) plan with employer contribution
• Medical, dental, and vision coverage
• 25 days of paid time off annually plus 10 paid holidays
• Health Care and Dependent Care FSA accounts
• Professional development and ongoing product and sales training
• Career growth opportunities within a growing international organization
• Professional, entrepreneurial, and business-casual work environment

Founded in 1995 in Germany, icotek has become an innovative leader in cable management technology & EMC solutions for numerous industries. icotek manufactures and exports high quality products that are “made in Germany” to over 60 countries all over the world. icotek has been present in US and Canadian markets for over 10 years.

icotek North America, headquartered in Chicago, IL, provides complete customer and product support to the US, Canada and Mexico.