Technical Sales Manager

About the role

ArlonEMD is seeking a technically fluent, commercially driven Sales Account Manager to grow revenue and market share within an assigned base of printed circuit board (PCB) fabricator accounts. This is a hunter-and-farmer role: you will protect and expand existing relationships while proactively opening new accounts and introducing new products. You will be the face of Arlon and EMC materials to your customers — trusted as a problem-solver, not just a product rep.

Responsibilities

• Own profitable revenue growth across your assigned PCB fabricator account base
• Identify and close new accounts by introducing Arlon and EMC materials into customer circuit designs
• Build and maintain strong relationships with engineers, procurement leads, and executive decision-makers
• Collaborate with the NA channel partner to distribute and position products effectively
• Deliver in-person and virtual technical presentations tailored to each customer's engineering and commercial priorities
• Conduct product evaluations and trials at customer facilities; support field introduction of new products
• Provide hands-on technical assistance for processing challenges, testing parameters, and material selection
• Lead and co-present at account seminars, industry conferences, and IPC events
• Track and report on competitor products and market activity to inform the marketing team
• Apply the Know Your Customer (KYC) methodology to analyze accounts and surface strategic opportunities
• Submit monthly deliverables: sales call plans, call reports, KYC analyses, and territory forecasts (wins and losses)
• Support product and marketing teams with field input on literature, newsletters, and technical bulletins

Requirements

• Bachelor's degree in Engineering (Electrical, Materials Science, Chemical, or related field)
• 3+ years of experience in the PCB fabrication industry or a closely related manufacturing sector
• Ability to travel up to 50% of the time, including overnight stays
• Valid driver's license and federal ID for domestic travel

Preferred

• Hands-on experience with CCL/laminate materials and PCB stack-up design
• Existing relationships within the PCB fabricator community
• Familiarity with distribution channel dynamics in the North American PCB market
• Mandarin language proficiency — a strong plus for global customer engagement

What We're Looking For

• A technically credible communicator who earns trust with engineers and buyers alike
• A self-directed territory owner who plans proactively and follows through consistently
• A collaborative partner who loops in the right internal resources at the right time
• Someone who is genuinely curious about customer applications and motivated by solving real problems

Compensation

• Base Salary: $105,000 – $161,000
• Annual Sales Bonus. Performance-based
• Uncapped earning potential

Benefits

• Medical, dental, and vision coverage
• Life insurance
• 401(k)