Industrial Sales Manager

Location: Danvers, MA • Full-Time, Exempt

About the Company

Backer Hotwatt, Inc., established in 1952, is a leading manufacturer of custom and standard electric heating elements and thermal solutions designed to solve complex engineering challenges. Companies across the medical device, semiconductor, industrial equipment, HVAC, aerospace, and test & measurement markets rely on Backer Hotwatt for innovative products, exceptional quality, and responsive customer support.

Responsibilities

• Sales Leadership & Business Development
  • Develop and execute sales strategies to achieve revenue, margin, and growth objectives across assigned markets and territories.
  • Drive new business development efforts with OEMs, industrial manufacturers, system integrators, and strategic accounts.
  • Identify, qualify, and pursue opportunities for custom-engineered thermal solutions and heating components.
  • Manage the complete sales cycle from prospecting and opportunity qualification through quotation, negotiation, order placement, and account growth.
  • Build and maintain a robust sales pipeline while ensuring accurate forecasting and reporting.
  • Analyze market trends, competitive activity, and customer needs to identify new growth opportunities.
  • Represent the company at industry trade shows, customer visits, and networking events.
• Direct & Indirect Channel Management
  • Manage a hybrid sales model consisting of direct customer relationships and indirect sales channels, including distributors, manufacturer representatives, and channel partners.
  • Establish sales objectives, performance expectations, and growth plans for distribution and rep partners.
  • Collaborate with channel partners on lead generation, customer engagement, and account development activities.
  • Resolve channel conflicts and ensure alignment between direct and indirect sales strategies.
• Account Management
  • Serve as the primary commercial contact for key strategic accounts.
  • Develop long-term relationships with engineering, purchasing, operations, and executive-level stakeholders.
  • Lead account planning activities to identify expansion opportunities and increase customer retention.
  • Ensure customer expectations regarding pricing, delivery, product performance, and service are consistently met.
  • Conduct regular business reviews with key customers and channel partners.
• Technical Sales & Application Support
  • Work closely with customers to understand technical requirements and application challenges.
  • Collaborate with engineering teams to develop customized solutions and support product selection.
  • Translate customer requirements into clear technical and commercial proposals.
  • Support quoting, pricing strategy, and contract negotiations for engineered products and custom solutions.
  • Provide market feedback to engineering and product development teams regarding customer needs and emerging applications.
• Cross-Functional Collaboration
  • Partner with engineering, production, planning, quality, marketing, and customer service teams to ensure successful execution of customer projects.
  • Participate in production and planning meetings to align customer expectations with operational capabilities.
  • Communicate customer requirements, project timelines, and critical business needs throughout the organization.
  • Support continuous improvement initiatives focused on customer experience, responsiveness, and operational efficiency.
  • Train and lead a team of direct sales professionals to achieve territory growth and revenue objectives.
• Sales Operations & Reporting
  • Maintain accurate opportunity, account, and forecast data within CRM systems.
  • Monitor key sales metrics including pipeline health, conversion rates, bookings, revenue, and profitability.
  • Prepare and present sales reports, forecasts, and business reviews to company leadership.
  • Support development and implementation of sales processes, tools, and best practices.

Requirements

• Required
  • Bachelor's degree in Business, Engineering, Marketing, or a related field; equivalent industry experience will be considered.
  • Minimum 5 years of experience in industrial sales, technical sales, OEM sales, or business development within a manufacturing environment.
  • Demonstrated experience selling engineered components, industrial products, or custom-engineered solutions.
  • Experience managing complex sales cycles involving engineering, operations, purchasing, and executive stakeholders.
  • Experience working within a hybrid sales model that includes both direct sales and indirect sales channels.
  • Strong business development, negotiation, and account management skills.
  • Excellent written, verbal, and presentation communication skills.
  • Proficiency with CRM systems and Microsoft Office Suite.
  • Ability to travel approximately 25–40%.
• Preferred
  • Experience selling thermal solutions, heating elements, electrical components, industrial automation products, or related engineered technologies.
  • Experience managing distributors, manufacturer's representatives, or other channel partners.
  • Familiarity with OEM manufacturing environments and specification-driven sales processes.
  • Technical aptitude with the ability to discuss engineering concepts and product applications with customers.
  • Experience with HubSpot or similar CRM platforms.
  • Experience developing strategic account plans and territory growth strategies.