Area Sales Manager- West Coast - Remote

The Area Sales Manager (ASM) is responsible for driving growth across all customer accounts—both direct and through distribution channel throughout Northern CA. With a focus on developing new OEM and machine builder relationships, this role influences purchasing decisions, expands share on new and existing designs, and delivers strategic sales results through collaborative, solution-oriented selling. This position requires up to 50% travel.

Specific Responsibilities Include: 

• Responsible for all customer locations (direct and indirect customers) in a defined geographic territory, with emphasis on developing new OEM/machine builder accounts​

• Drive specification on new designs and share gain on existing designs at customer accounts.​

• An essential function of this job is to travel up to 50% of the time. ​

• Collaborates with Distributor Commercial team when jointly pursuing end customer business.​

• Collaborates successfully in a team selling environment with Customer Service, Application Engineering, Product Line Managers, Manufacturing Engineering and other team members as needed.​

• Influence purchasing decisions at multiple organizational levels​

• Meet assigned targets for profitable sales volume and strategic objectives at accounts within area of responsibility.​

• Execute the following disciplined selling processes to attain quota: 1) Purposeful account planning, 2) Time and territory management, and 3) Funnel opportunity management/CRM proficiency​

• Educate OEM’s and distributors (when appropriate) on differentiation and value of Kollmorgen Products.​

• Ability to guide customers to a customized solution when a standard off-the-shelf product does not meet their needs​

• As a trusted technical advisor, establish productive, professional relationships with key distributor personnel conducive to collaborative selling at indirect accounts.​

• Proactively assess, clarify, and validate customer needs on an ongoing basis through QBR process​

• Maximize new business and marketing opportunities.​

• Be technically competent in the knowledge and application of Kollmorgen products in served markets. Engage proficient technical support as required.​

• Develop and maintain a Key Account Management Plan (KAMP) for each strategically important account and utilize CRM to coordinate tactical actions and manage opportunities​

• Prompt customer stakeholder groups to explore ideas and concerns while serving as the educated facilitator helping guide to a solution. Teach / Tailor / Take Control​

• Regularly report market conditions to leadership team with regards to industry segments, competitor trends and In-demand product features & benefits​

• Represent the company at trade shows, conferences and channel partner events as needed​

Critical Competencies: 

• Technical Aptitude & Product Knowledge – Demonstrates strong mechanical aptitude and deep understanding of Kollmorgen’s product portfolio, including motors, drives, and controls.
• Industry & Application Insights – Applies market knowledge to customer applications and identifies opportunities for innovation and growth.
• Relationship Building – Builds and maintains strong, trust-based relationships with OEMs, distributors, and internal stakeholders.
• Planning & Time Management – Effectively manages territory, prioritizes activities, and executes account plans with discipline.
• ROI-Based Solution Selling – Deliver