Area Sales Manager - Mid Atlantic - Remote

Overview

The Area Sales Manager (ASM) is responsible for driving growth across all customer accounts—both direct and through distribution channel throughout the Mid-Atlantic. 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.

• Responsible for all customer locations (direct and indirect customers) in a defined geographic territory (NY, PA, NJ, MD), with emphasis on developing new OEM/machine builder accounts
• Drive specification on new designs and share gain on existing designs at customer accounts
• 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 Q  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

• 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 – Delivers value-driven solutions tailored to customer needs, with a focus on return on investment.
• Conflict Resolution – Navigates internal and external challenges with professionalism and tact.
• Negotiation Skills – Uses persona-based approaches to influence and negotiate across diverse customer profiles.
• Customer Advocacy & Empathy – Understands customer pain points and advocates for solutions that align with their goals.
• Team Collaboration – Works cross-functionally in a matrixed environment to deliver customer success.
• Situational Awareness – Adapts approach based on customer dynamics, business context, and competitive landscape.
• Communication & Presentation – Communicates clearly and confidently, with strong presentation skills tailored to technical and executive audiences.

• BA/BS Industrial Technologies, Mechanical/Electrical Eng/Business or related field preferred. Experience in…