Industrial Sales Manager

Industrial Sales Manager

This role is designed as a strategic "builder" position and includes a phased compensation structure aligned with the growth of our Industrial vertical. In the initial phase, the Industrial Manager will operate as an individual contributor and business leader, responsible for developing the industrial market strategy, growing key accounts, and generating new business opportunities. During this phase, variable compensation will be tied primarily to the individual's sales performance and achievement of revenue objectives. As the Industrial team expands and additional Key Account Managers are added, the compensation plan will evolve to include leadership-based incentives tied to the overall performance, growth, and success of the Industrial team. This provides a clear pathway for increased earning potential as the organization scales. Expected first-year on-target earnings (OTE) will be discussed during the interview process.

Reporting to the VP of Sales and Marketing, the Industrial Manager will build and lead Janitza's Industrial vertical across North America. This is a unique opportunity for a senior sales leader who enjoys building new markets, developing strategy, and creating high-performing teams. Initially, this is a hands-on player-coach role. You will personally drive revenue growth, develop key customer relationships, establish market strategy, and serve as the primary commercial leader for the industrial segment. While direct reports may be limited at the outset, you will be expected to lay the foundation for a scalable industrial sales organization.

As the business grows, you will transition into a traditional leadership position, hiring, developing, and leading a team of Key Account Managers focused on industrial customers. Your success will be measured not only by your own sales performance, but also by your ability to build a repeatable business model, establish market presence, and develop a high-performing team capable of accelerating Janitza's growth in key industrial markets.

The ideal candidate has experience leading sales teams, building new business segments, and operating effectively in both strategic and tactical capacities. You are equally comfortable developing a long-term growth strategy, engaging executive decision-makers, and rolling up your sleeves to close complex opportunities.

Team Leadership & Performance Management

• Build, lead, and develop the Industrial sales team.
• Set clear, measurable team targets (revenue, pipeline, activity KPIs) and hold the team accountable to them through structured tracking and reporting.
• Define and implement the industrial vertical go-to-market strategy in alignment with the broader company sales plan.
• Onboard, train, and coach new team members on Janitza's industrial value proposition, sales methodology, and technical fundamentals.
• Identify gaps in team skills, tools, or processes and develop action plans to close them.
• Conduct regular pipeline and forecast reviews with team members to ensure accuracy and momentum.
• Escalate blockers, resource needs, or market risks to the Director of Sales with proposed solutions.
• Foster a high-performance, collaborative team culture focused on customer success and continuous improvement.

Industrial Strategy & Market Development

• Own and evolve the industrial segment strategy across key verticals including food & beverage, automotive manufacturing, and technology/electronics.
• Identify and prioritize target accounts, regions, and verticals to maximize pipeline growth and market penetration.
• Develop and maintain a deep understanding of industrial buyer personas, pain points, and purchasing processes specific to power monitoring.
• Evaluate competitive landscape and market trends to adjust strategy and messaging accordingly.
• Collaborate with marketing to develop campaigns, content, and enablement tools targeted at industrial end users and specifiers.
• Represent Janitza at industry trade shows, conferences, and events relevant to the industrial power monitoring sector.
• Define and track segment-level KPIs, providing regular performance reports and insights to senior leadership.

Key Account Ownership & Customer Engagement

• Personally own and manage a portfolio of strategic industrial key accounts, acting as the senior relationship owner for high-value customers.
• Lead or support complex sales cycles from prospecting through to close, including proposal development, negotiations, and contract review.
• Collaborate with the Lead Solutions Architect and Solutions Architect team to ensure technical solutions are aligned to customer needs.
• Engage with C-suite, plant managers, and engineering leads at industrial customer organisations to build long-term partnerships.
• Drive customer retention and expansion by identifying upsell and cross-sell opportunities within existing accounts.
• Ensure customer satisfaction by acting as an internal advocate and coordinating cross-functional support as needed.

What You'll Bring

• 10+ years of B2B sales experience in technical or industrial markets, with at least 3 years in a sales management or team lead capacity.
• Proven track record of leading field sales teams to hit or exceed revenue targets in a technical sales environment.
• Deep technical expertise in electrical power monitoring, low-voltage power distribution, metering, and power quality - or closely adjacent industrial automation/OT domains.
• Demonstrated experience building and executing go-to-market strategies for an industrial vertical.
• Established relationships in key industrial market segments such as food & beverage, automotive manufacturing, and technology/electronics.
• Strong people management skills: ability to coach, motivate, and develop a geographically distributed team.
• Excellent analytical skills - comfortable building territory plans, sales forecasts, and KPI dashboards.
• Exceptional communication and presentation skills, with the ability to engage both technical and executive-level audiences.
• Experience reviewing and negotiating legal agreements, terms, and conditions.
• Growth mindset with willingness to learn and adopt new tools, software, and AI-powered sales technologies.
• Willing and able to travel across the U.S. and Germany for team visits, customer engagements, and industry events.
• Reside in a major U.S. metro area within one hour of an international airport.

Preferred Qualifications

• Bachelor's degree in Engineering, Business, or equivalent experience.
• Experience selling into or managing accounts within pharmaceutical, data center, or heavy industrial manufacturing sectors.
• Familiarity with industrial communication protocols (PLC/HMI, OT networking, SCADA) and their relevance to power monitoring solutions.
• Knowledge of sustainability, energy efficiency, and ESG reporting trends driving industrial investment in power monitoring.
• Experience using CRM platforms (e.g. Salesforce, HubSpot) for pipeline management and team performance tracking.