Strategic Account Manager (SAM) - Motive Power West Region

Anderson Power Products® is an industry leader in the design and manufacture of electrical power connectors and power distribution solutions. Anderson Power partners with leading-edge companies to create innovative connector designs that leverage advanced contact technology and high-power expertise to provide superior value across the power electronics industry. Applications span material handling equipment, battery systems, charging infrastructure, warehouse automation, electric vehicles, ground support equipment, renewable energy, and industrial electrification markets.

Position Summary

The Strategic Account Manager (SAM) - Motive Power West Region serves as the primary business partner and point of contact for key OEM customers and strategic accounts throughout the Western United States. This role is responsible for developing and executing strategic account plans, securing new design wins, expanding market share, and driving profitable revenue growth across Material Handling Equipment (MHE), Automated Guided Vehicles (AGV/AMR), battery systems, charging infrastructure, warehouse automation, and Ground Support Equipment (GSE) applications.

This position is ideal for a sales professional who combines strategic account leadership with strong OEM business development skills and a proven ability to influence engineering specifications, manage complex sales cycles, and convert new opportunities into long-term production revenue.

Remote role - ideally located in Texas or other western US state

Key Responsibilities

Strategic Account Leadership

• Own the strategic relationship with assigned OEM and key accounts within the West region, serving as the internal advocate for the customer.
• Develop and execute multi-year strategic account plans, including growth initiatives, revenue targets, product roadmaps, and alignment with customer technology cycles.
• Establish and maintain strong relationships across engineering, sourcing, procurement, operations, product management, and executive leadership teams.
• Identify and prioritize opportunities that strengthen long-term partnerships and increase specification adoption.

Revenue Growth & Business Development

• Create and execute OEM growth strategies to secure new design wins and expand Anderson Power's presence across customer platforms and product lines.
• Identify and develop opportunities involving material handling equipment, AGVs, AMRs, battery systems, charging infrastructure, warehouse automation, motive power, and electrification initiatives.
• Drive revenue growth through new product introductions, share expansion, cross-selling, and strategic account penetration.
• Lead commercial negotiations and pricing strategies to achieve annual revenue and margin objectives.
• Maintain a healthy pipeline through disciplined opportunity management and CRM utilization.

OEM Design-Win Management

• Influence engineering specifications and product selection decisions to secure long-term production business.
• Work closely with Engineering and Product Management to identify and develop solutions aligned with customer requirements.
• Support customer development programs from concept through production launch.
• Monitor customer product roadmaps and identify future opportunities for growth and expansion.

Channel & Partner Collaboration

• Partner with manufacturer representatives, distributors, and key channel partners to increase market coverage and accelerate revenue growth.
• Conduct joint account planning sessions and opportunity reviews to ensure alignment and execution.
• Support partner training initiatives focused on application knowledge, products, and market opportunities.
• Establish performance expectations and assist partners in driving strategic account growth.

Business Intelligence & Reporting

• Track and report performance against account plans, forecasts, budgets, and revenue objectives using Salesforce CRM.
• Provide regular business reviews, pipeline updates, and account performance reports to leadership.
• Monitor competitive activity, market trends, customer investments, and emerging technologies to identify risks and opportunities.
• Utilize market intelligence to support business planning and growth initiatives.

Critical Success Factors

• Strategic OEM Selling: Proven ability to influence design decisions and secure specification wins with OEM customers.
• Motive Power Expertise: Strong understanding of material handling, warehouse automation, battery systems, charging infrastructure, AGV/AMR, and electrification markets.
• Account Leadership: Demonstrated success developing and executing long-term account growth strategies.
• Relationship Management: Ability to build trusted partnerships across technical, operational, and executive stakeholders.
• Results Orientation: Consistent track record of delivering revenue growth, margin expansion, and strategic account penetration.

Qualifications

Education & Experience

• Bachelor's degree in Business, Engineering, or a related field; MBA preferred.
• Minimum of 7 years of experience in strategic account management, OEM sales, business development, or technical industrial sales.
• Demonstrated success managing large OEM accounts and developing long-term growth strategies.
• Experience selling electrical, power distribution, connector, charging, electromechanical, or related industrial products.
• Strong business acumen with the ability to navigate complex customer organizations.
• Excellent communication, negotiation, presentation, and relationship-building skills.
• Proficiency with D365 CRM or equivalent sales management platforms.
• Strong Microsoft Office skills.
• Ability and willingness to travel up to 50% throughout the Western United States.

Preferred Qualifications

• Direct experience with Material Handling Equipment (MHE), AGV/AMR systems, battery technologies, charging infrastructure, warehouse automation, or Ground Support Equipment (GSE).
• Established relationships with OEM engineering, sourcing, product management, and operations teams.
• Experience selling high-current connectors, charging interfaces, cable assemblies, power distribution products, or related electrification technologies.
• Proven record of securing design wins that result in long-term production revenue.
• Experience working with manufacturer representative organizations and distribution channel partners to drive market growth.

Benefits

Anderson Power Products employees enjoy a competitive benefits package, including:

• Medical, Dental & Vision Insurance
• 401(k) with Company Match
• Cash Balance Pension Plan
• Education Reimbursement
• Wellness Programs

In addition, IDEAL Industries values personal well-being, community involvement, and work-life balance through:

• Vacation
• Personal Days
• Volunteer Time
• Holidays
• Parental Leave

About IDEAL Industries

IDEAL Industries, Inc. is proud to be recognized as one of Newsweek's Global Top 100 Most Loved Workplaces. We are an Equal Opportunity Employer committed to creating an inclusive environment where all employees can thrive. We know that when you honor relationships, success for all will follow.

The expected annual salary for this position is between $109,264.00 and $147,236.00 and will be eligible for incentive pay. This range represents a good faith estimate for the position and actual compensation will be based on numerous factors including knowledge, location, skills, training and experience.