Product Sales Specialist

The Product Sales Specialist is a segment-focused sales and technical authority responsible for accelerating growth within a defined product category or vertical market (e.g., Outdoor Power Equipment, Utilities). This role blends direct end-user business development with training, coaching, and supporting Territory Sales Managers (TMs) to drive adoption, specification, and pull-through. The PSS is not a standalone seller. Success in this role is defined by the ability to win large, complex end-user opportunities collaboratively, while simultaneously raising the capability and confidence of the broader field sales organization within their product segment. Segment Business Development & End-User Engagement Drive growth within a defined product category or vertical by identifying, developing, and closing high-value end-user opportunities Engage directly with key segment end users, influencers, and decision-makers to uncover unmet needs and position category solutions Lead complex opportunities that require deep application knowledge, demonstrations, trials, and ROI justification Convert segment insights into repeatable strategies that can be scaled across territories Territory Manager Enablement & Support Serve as a trusted partner and resource to Territory Managers within the assigned geography Support TMs in opportunity development through joint calls, ride-alongs, demos, and end-user presentations Coach TMs on product positioning, competitive differentiation, application fit, and objection handling Reinforce disciplined selling behaviors while elevating technical credibility in the field Act as the go-to expert for the assigned product category or segment Maintain deep knowledge of product features, benefits, applications, accessories, and competitive alternatives Translate technical complexity into clear, customer-relevant value propositions Provide field feedback to Product, Marketing, and Sales Leadership to influence future product and program decisions Cross-Functional & Collaborative Selling Work seamlessly with TMs, Key Account Managers, Service, and Marketing to ensure coordinated execution Lead from influence—not authority—by aligning teams around shared customer and segment objectives Support regional and national initiatives tied to segment growth, launches, or strategic priorities Other Duties Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties, or responsibilities that are required of the employee for this job. Duties, responsibilities, and activities may change at any time with or without notice. Skills Required Segment & Application Expertise Demonstrated ability to understand and articulate segment-specific workflows, applications, and end-user challenges, translating product capability into meaningful business outcomes. Consultative & Collaborative Selling Skilled at advancing opportunities through joint selling with Territory Managers, distributors, and internal partners—adding value without disrupting account ownership or relationships. Technical Communication & Training Ability to clearly explain technical product features, benefits, and differentiation in a way that resonates with end users, sales teams, and channel partners through demos, ride-along, and presentations. Opportunity Development & Deal Navigation Proven capability to identify, qualify, and advance complex opportunities involving multiple stakeholders, longer sales cycles, and non-standard requirements. Influence Without Authority Ability to guide outcomes through credibility, trust, and expertise rather than positional authority, earning buy-in from Territory Managers and cross-functional teams. Strategic Planning & Prioritization Strong skills in targeting the right end users, applications, and opportunities to maximize impact within a defined geography and segment. Value-Based Selling & Business Acumen Ability to move conversations beyond tools to productivity, safety, efficiency, and total cost of ownership, supported by sound commercial reasoning. Field Partnership & Enablement Mindset Demonstrated skill in elevating Territory Manager effectiveness through coaching, support, and shared wins—operating as a capability multiplier rather than an independent seller. Adaptability & Executive Presence Comfortable engaging at multiple levels from jobsite to senior decision-maker adjusting message and approach to audience and context. Supervisory Responsibility This position does not have supervisory responsibilities. This is a field-based strategic sales role operating from a home office. Regular presence in end-user locations, including jobsites, facilities, yards, and customer offices is required. The role involves extensive joint sales calls, ride-along, product demonstrations, and training sessions alongside Territory Managers and distributor personnel. Work is performed in a variety of environments, including industrial, construction, utility, outdoor, and warehouse settings, where appropriate personal protective equipment (PPE) may be required. The position requires flexibility to support early morning starts, extended days, and occasional evening events, depending on customer and business needs. Travel Frequent travel within an assigned geography is expected, including day trips and occasional overnight travel, to support end users, Territory Managers, and channel partners. Education and/or Experience Desired 5-8+ years of experience in sales, product specialization, or application-focused selling Demonstrated success selling into a specific trade, segment, or vertical market Strong presentation, demonstration, and training skills Ability to translate technical knowledge into practical selling strategies Willingness to travel extensively within the assigned geography Valid driver’s license with acceptable driving record Physical Demands The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions. Ability to lift, carry, push, and pull equipment and products weighing up to approximately 50-75 pounds, including items such as lawn mowers, breaker hammers, and display materials Ability to safely operate and demonstrate power tools, including saws, drills, breaker hammers, and other handheld or equipment Ability to transport tools, displays, and merchandising materials into and out of vehicles, customer facilities, and jobsite environments Ability to walk extended distances through large industrial and construction jobsites while carrying tools or equipment Ability to navigate stairs, ramps, elevators, ladders, and uneven or outdoor terrain commonly found on jobsites Ability to stand, bend, kneel, crouch, reach, and use repetitive hand and arm motions during demonstrations, setup, and merchandising activities Ability to drive for extended periods of time, including local and regional travel, in varied weather and traffic conditions Ability to work in indoor and outdoor environments, including exposure to noise, dust, temperature variations, and typical jobsite conditions Ability to wear required personal protective equipment (PPE) such as safety glasses, gloves, hearing protection, hard hats, and protective footwear Our Benefits Include: Medical, Dental, and Vision insurance options after 30 days of employment Flexible spending accounts (FSA) & Health Savings Accounts (HSA) Employee assistance program (EAP) for mental health and well-being Paid subscription to Headspace and 5 other members of your choice Competitive pay & performance-based incentives Company branded vehicle provided 401(k) retirement plan with company match Basic Term Life insurance is 100% company paid Long-term Disability Coverage 100% company paid Disability Coverage Join Makita USA and power up your career with a company that values innovation, teamwork, and excellence! Disclaimer: This description is based on management's assessment of the requirements and functions of the job as of the date this description was prepared. It is a general guideline for managers and employees, but it does not intend to be an exhaustive list of all of the elements of the job. Management reserves the right to modify the description at any time, or to vary the duties and responsibilities of the job on a temporary or indefinite basis to meet production, scheduling, or staffing needs. Equal Opportunity Statement: The Company is an equal opportunity employer and makes employment decisions based on merit. Company policy prohibits discrimination based on race, color, creed, sex, religion, marital status, age, gender, national origin, ancestry, physical disability (including HIV and AIDS), mental disability, veteran status, military service, pregnancy, childbirth or related medical condition, genetic information, medical (including genetic characteristics or cancer diagnosis), actual or perceived sexual orientation, or any consideration protected by federal, state or local laws. All such discrimination is prohibited. Additionally, the Company will provide registered domestic partners with all rights and benefits as required by Law. The Genetic Information Nondiscrimination Act of 2008 (GINA) prohibits employers from requesting or requiring genetic information of an individual or family member of the individual. The Company is committed to complying with all applicable laws and providing equal employment opportunities. #J-18808-Ljbffr Makita U.S.A., Inc.