About Us
Since 1952, APEM has been developing and marketing an extensive portfolio of human-machine interfaces (HMI). We can develop switches and buttons of all types, LED indicators, joysticks of all sizes, keyboards and integrated solutions; our group has integrated many different types of know-how and is now able to offer its expertise to the global market focused on Industries needing ruggedized products such as Special vehicles. APEM USA is responsible for Sales and distribution of all APEM brand products as well as manufacturing of APEM Joysticks.
IDEC, founded in 1945, is a global leader in industrial automation and safety products. We develop products which are used in Factory Automation or in Machine Automation applications in wide range of industries. IDEC products include a wide range of product groups such as Touch Panels, Programmable Controllers, Safety switches and Sensors. IDEC USA is responsible for Sales and Distribution of the IDEC brand products, and we do have plans to begin designing and manufacturing IDEC brand products in the US.
The Mission
With a customer-centric mindset, the Inside Sales Engineer is responsible for supporting revenue growth and market expansion by proactively engaging customers, qualifying and nurturing leads, and providing day-to-day support to the outside sales team to help close sales opportunities. This role works closely with cross-functional teams and requires strong communication skills, sales acumen, and technical understanding to deliver a seamless and positive customer experience.
Primary Role Account
The Inside Sales Engineer is responsible for owning pricing strategy, customer engagement strategy, and commercial decision-making for assigned accounts and market segments. This role operates with a high level of autonomy to evaluate customer requirements, develop tailored commercial solutions, and drive revenue growth through strategic account management and business planning. The position partners cross-functionally with engineering, marketing, and leadership to influence product positioning, market approach, and revenue strategy.
Key duties include:
- Exercise independent judgment to evaluate, prioritize, and pursue new business opportunities; determine outreach strategy and resource allocation across prospecting channels including outbound calls, email, and virtual meetings.
- Own and manage the full sales cycle with independent decision-making authority at each stage, from prospecting and qualification through negotiation and deal closure.
- Independently structure, prepare, and present pricing proposals and quotations; exercise authority to negotiate contract terms, pricing accommodations, and deal structures within defined authority limits, balancing profitability and competitiveness.
- Apply business judgment to close transactions within assigned accounts and territories, making independent determinations about competitive positioning, customer fit, and deal viability.
- Exercise full discretionary authority over an assigned portfolio of customer accounts, making independent decisions about account strategy, prioritization, investment of time, and relationship management.
- Set and execute strategies to meet or exceed assigned revenue quotas and growth objectives, adapting approach based on independent assessment of market conditions and account dynamics in collaboration with sales leadership.
- Evaluate and qualify inbound leads using independent judgment to determine sales potential, resource fit, and strategic priority before advancing in the pipeline.
- Maintain and interpret opportunity and account data in Salesforce CRM; exercise judgment in forecasting and in identifying trends or risks requiring escalation or strategic adjustment.
- Collaborate cross-functionally with outside sales, marketing, and product teams, serving as the primary decision-maker on pricing strategy within margin guidelines.
- Independently assess customer needs and apply technical and commercial knowledge to recommend appropriate solutions, pricing structures, and fulfillment approaches.
- Exercise judgment to identify and escalate complex technical, legal, or contractual matters, and independently determine the appropriate resolution path and stakeholders to engage.
- Collaborate with Customer Service and sales leadership to address escalated customer needs, leveraging technical knowledge and solution expertise to drive resolution and enhance the overall customer experience.
- The primary duty of this role is the exercise of discretion and independent judgment with respect to matters of significance; any routine or administrative tasks are incidental and do not constitute the primary function of the position.
Desired Work Experience, Qualifications, & Skills
- 3-5 years of inside sales, sales support, or account management experience in a B2B sales environment
- Demonstrated ability to exercise independent judgment in pricing, negotiations, and business strategy
- Strong analytical and problem-solving skills with the ability to evaluate complex customer requirements
- Technical background in engineering, industrial technology, or a related field preferred
- Proven experience managing customer relationships and driving revenue growth
- Hands-on experience using Salesforce as a CRM to manage accounts, opportunities, and sales activities
- Strong customer communication and relationship-building skills
- Highly organized with strong follow-up, time-management, and attention-to-detail skills
- Team-oriented, self-motivated, and results-driven mindset
- Proficient in Microsoft Office Suite (Excel, Word, Outlook, Teams)
Competencies
- Adaptability – Ability to be flexible and adjust to changes in your work environment. You can respondquickly to changing ideas, responsibilities, expectations, trends, strategies and other processes. Being adaptable also means possessing soft skills like interpersonal, communication, creative thinking and problem-solving skills.
- Accuracy - Ability to detect errors in normal course of work by standard check or routine crosscheck. Errors resulting from inaccuracy would create minor confusion, delay or expense to correct the situation.
- Dependability - Follows instructions, responds to management direction; Keeps commitments. · Initiative - Takes independent actions and calculated risks; Looks for and takes advantage of opportunities; Asks for and offers help when needed.
- Customer Service - Responds promptly to customer needs; Solicits customer feedback to improve service; Responds to requests for service and assistance.
- Problem Solving - Displays original thinking and creativity; Meets challenges with resourcefulness; Generates suggestions for improving work; Develops innovative approaches and ideas; Presents ideas and information in a manner that gets others' attention.
- Planning/Organization - Prioritizes and plans work activities; Uses time efficiently; Plans for additional resources; Sets goals and objectives; Develops realistic action plans.
- Communication and Interpersonal Skills - Speaks clearly and persuasively in positive or negative situations; Listens and gets clarification; Demonstrates group presentation skills.
- Collaboration – Ability to work with others to achieve a common goal; Building and maintaining relationships through shared responsibility, respect, and empathy.
Additional Requirements
- May need to be available outside normal working hours should issues arise.
- Must pass a security background check and drug screening.
- Travel: Minimal
Other Information
IDEC provides equal employment opportunities to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability, or genetics. In addition to federal law requirements, IDEC complies with applicable state and local laws governing non-discrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.
Pay: $55,000.00 - $60,000.00 per year
Benefits:
- 401(k)
- 401(k) matching
- Dental insurance
- Disability insurance
- Employee assistance program
- Flexible spending account
- Health insurance
- Health savings account
- Life insurance
- Paid time off
- Tuition reimbursement
- Vision insurance
Ability to Commute:
- Carlsbad, CA 92008 (Required)
Work Location: In person
