Overview
We are seeking a results-driven Regional Sales Manager – Technical Sales to develop and grow OEM customer relationships within an assigned territory and/or strategic account base.
This is a hands-on individual-contributor role combining business development, account management, technical selling, and customer advocacy. The successful candidate will work directly with customer engineering, sourcing, supply chain, operations, quality, and executive teams to identify opportunities, understand technical and commercial requirements, and develop competitive solutions.
The position manages opportunities throughout the customer lifecycle—from prospecting, RFQ and design-in through prototype, qualification, production launch, and long-term account growth.
Key Responsibilities
- Develop and execute regional and account-specific sales strategies to achieve revenue, bookings, gross-margin, and new-business objectives across OEM and strategic accounts.
- Identify, qualify, and develop new OEM opportunities within target markets including electronics, data centers, semiconductor equipment, telecommunications, power electronics, industrial equipment, medical, automotive, aerospace, and other high-performance applications.
- Engage customers early in the product-development and New Product Introduction (NPI) process to understand thermal requirements, mechanical constraints, performance objectives, cost targets, manufacturing requirements, and program timing.
- Build relationships across customer engineering, sourcing/procurement, supply chain, operations, quality, and executive management.
- Expand existing accounts by identifying new programs, applications, business units, and cross-selling opportunities.
- Serve as the commercial and technical interface between customers and internal Engineering, Manufacturing, Quality, Supply Chain, and Operations teams to develop customized and manufacturable solutions.
- Review customer drawings, specifications, BOMs, RFQs, and application requirements and coordinate internal resources for DFM, thermal analysis, prototyping, testing, qualification, value engineering, and production launch.
- Prepare and deliver technical and commercial proposals clearly communicating solution capability, value proposition, manufacturing approach, lead time, and cost.
- Negotiate pricing, commercial terms, contracts, and supply arrangements while protecting gross margin and managing commercial risk.
- Develop value-based selling strategies that differentiate the company’s engineering, manufacturing, quality, supply-chain, and service capabilities rather than competing primarily on price.
- Own strategic customer relationships throughout the customer lifecycle and coordinate with Customer Service, Operations, Engineering, Supply Chain, and Quality to support customer commitments, resolve escalations, and identify additional business opportunities.
- Monitor market trends, competitor activities, emerging technologies, customer investments, and sourcing strategies to identify new opportunities and competitive threats.
- Work with customers to understand forecasts, annual demand, product life cycles, program schedules, and future sourcing requirements.
- Conduct periodic customer business reviews covering performance, forecasts, quality, delivery, new opportunities, and improvement initiatives.
- Collaborate cross-functionally with Sales, Marketing, Engineering, Operations, Quality, and Supply Chain to develop account strategies, technical solutions, and coordinated customer responses.
- Meet or exceed assigned revenue, bookings, gross-margin, pipeline, and new-business objectives while contributing to long-term profitable growth.
- Maintain accurate and timely customer, opportunity, activity, and pipeline information within the CRM system.
- Develop rolling sales forecasts based on customer demand, opportunity stage, program timing, and market conditions.
- Track RFQs, quotations, samples, design-ins, qualifications, wins/losses, and production ramps and communicate risks or changes to management.
Product & Technical Scope:
The role may support a broader portfolio of thermal-management and electromechanical solutions, including:
- Extruded, skived-fin, zipper-fin, bonded-fin, and CNC-machined heatsinks
- Heat pipes and vapor chambers
- Fans and blowers
- Cold plates and liquid-cooling solutions
- Thermal assemblies and integrated cooling solutions
- Precision CNC machining
- Sheet-metal and metal-fabrication solutions
- Custom electromechanical components and assemblies
- Skiving technology
- MCPCB
The successful candidate does not need to be an expert in every technology but must have sufficient technical aptitude to understand customer applications and effectively engage internal engineering resources.
Qualifications and Skills:
- Bachelor’s degree in Mechanical Engineering, Electrical Engineering, Business, or a related discipline preferred. Equivalent technical, commercial, and industry experience will be considered.
- 5+ years of B2B technical sales, OEM sales, account management, or business-development experience preferred. Candidates with 3+ years of highly relevant experience and demonstrated results will also be considered.
- Strong technical aptitude and working knowledge of engineered products, electronic/electromechanical components, thermal-management products, precision manufacturing, or custom OEM solutions.
- Experience working with customers on product selection, customization, design-in, NPI, qualification, and integration of components into OEM systems.
- Familiarity with thermal-management technologies including extruded, skived-fin, zipper-fin, bonded-fin and CNC-machined heatsinks, heat pipes, vapor chambers, fans, cold plates, and liquid cooling is preferred.
- Excellent written, verbal, presentation, negotiation, and interpersonal skills with the ability to communicate effectively with customer engineers, buyers, executives, and internal teams.
- Ability to read and discuss engineering drawings, specifications, tolerances, BOMs, and technical requirements with customers and engineering teams.
- Understanding of RFQ, NPI, prototype, qualification, and production-launch processes.
- Strong commercial skills including pricing, negotiation, account strategy, value selling, and margin management.
- Experience with CRM and ERP systems and disciplined opportunity, pipeline, and forecast management.
- Self-motivated, results-driven, accountable, and comfortable operating independently while coordinating resources across a global organization.
- Willingness to travel approximately 25–50%, depending on territory and customer requirements, for customer meetings, program reviews, trade shows, and business-development activities.
Preferred Qualifications:
- Experience in data centers/AI/HPC, semiconductor equipment, networking and telecommunications, power electronics, industrial automation, medical equipment, automotive, aerospace/defense, or contract manufacturing/EMS.
- Working knowledge of thermal simulation, CFD concepts, or thermal-testing methods is advantageous but not required.
- Demonstrated track record of achieving revenue targets, developing new OEM accounts, growing existing business, and successfully converting technical opportunities into production programs.
- Experience working with international manufacturing, engineering, sourcing, and supply-chain organizations.
- Established relationships within thermal management, electronics, semiconductor, data-center, electromechanical, or related OEM markets are highly desirable.
- Understanding of advanced cooling technologies including vapor chambers, heat pipes, cold plates, liquid cooling, and integrated thermal assemblies.
- Experience supporting customer thermal testing, qualification, reliability validation, DFM, and NPI processes is beneficial.
- Ability to translate customer and market requirements into actionable information for Engineering, Product Development, Manufacturing, and senior management.
- Working knowledge of manufacturing processes such as extrusion, CNC machining, stamping, sheet metal, die casting, brazing, soldering, welding, and assembly is advantageous.
- Experience working with manufacturer’s representatives, distributors, or other sales channels is a plus.
Performance Measures
Success may be measured through:
- Revenue and bookings growth
- Gross-margin performance
- New customer acquisition
- Existing-account growth
- Qualified sales pipeline
- RFQ and design-in conversion
- NPI/program wins
- Forecast accuracy
- Customer retention
- CRM and opportunity-management discipline
Career Opportunity
This role offers the opportunity to build and own a territory or strategic account base while working closely with head of sales, engineering and manufacturing teams on complex OEM programs. As the organization grows, successful individuals may expand into Strategic Account Management, Regional Sales Leadership, Business Development Leadership, Product/Market Management, or Sales Team Management.
Direct people management is not required for success in this position; the role can remain a high-impact individual-contributor sales position.
Benefits:
- 401(k)
- Dental insurance
- Health insurance
- Paid time off
- Vision insurance
Work Location: In person
