Field Sales Manager

Field Sales Manager
Location: Michigan
Territory: Michigan with oversight of a remote New England sales territory
Reports To: Vice President of Sales
Team Responsibility: Five Outside Sales Representatives

Position Summary
Galco Industrial Electronics is seeking an experienced, results-oriented Field Sales Manager to lead and develop our outside sales organization. This position will oversee a team of five outside sales professionals, with primary responsibility for the Michigan market and management of a remote sales representative covering the New England region.
The Field Sales Manager will be responsible for developing and executing territory growth strategies focused on OEM customers, value-added resellers (VARs), strategic accounts, and emerging high-growth markets , including the data center ecosystem, space/aerospace, and commercial drone industries .
This is a hands-on, player-coach position requiring strong sales leadership, account development, territory planning, and industrial automation experience. The successful candidate will work closely with Galco's inside sales, product management, marketing, engineering, service, and supplier teams to expand existing accounts, develop new customers, and increase the penetration of Galco's complete portfolio of products and value-added services.

Key Responsibilities
Sales Leadership & Team Development
- Lead, coach, and develop a team of five outside sales representatives.
- Establish clear sales objectives, activity expectations, account plans, and individual performance goals.
- Conduct regular sales reviews, territory reviews, pipeline reviews, and one-on-one coaching sessions.
- Accompany sales representatives on customer visits and provide hands-on coaching in account development, opportunity qualification, and closing strategies.
- Develop a disciplined sales culture centered around accountability, pipeline development, customer engagement, and profitable growth.
- Identify training and development needs for individual salespeople and coordinate appropriate product, application, and selling-skills training.
- Manage and support the remote New England salesperson while maintaining consistent expectations and communication across the field sales organization.
Territory & Account Management
- Develop and execute a comprehensive sales strategy for the Michigan territory.
- Establish account segmentation and territory plans identifying existing customers, high-potential accounts, target OEMs, VARs, and strategic prospects.
- Grow revenue within existing customers by expanding Galco's share of wallet and introducing additional product categories and services.
- Develop new customer relationships and establish Galco as a strategic automation and industrial solutions partner.
- Build relationships at multiple levels within customer organizations, including engineering, purchasing, maintenance, operations, plant management, and executive leadership.
- Establish measurable plans for penetrating targeted accounts and markets.
Strategic Market Development
Lead Galco's field sales efforts in several strategic growth markets, including:
Data Center Ecosystem
- Develop relationships with data center operators, engineering firms, system integrators, contractors, OEMs, and infrastructure suppliers.
- Identify opportunities for industrial automation, power distribution, drives, controls, motors, enclosures, connectivity, monitoring, field service, and other Galco capabilities.
Space & Aerospace
- Develop relationships with manufacturers, integrators, testing facilities, infrastructure providers, and support suppliers within the growing space and aerospace ecosystem.
- Identify applications where Galco's automation, electrical, control, engineering, and service capabilities can provide value.
Drone / Unmanned Systems
- Target commercial and industrial drone manufacturers, subsystem manufacturers, integrators, testing organizations, and supporting technology companies.
- Develop relationships with engineering and sourcing organizations responsible for automation, manufacturing, testing, electrical infrastructure, and production equipment.
OEM & Value-Added Reseller Development
- Expand relationships with OEM customers designing Galco products into new machines and systems.
- Develop new OEM opportunities through engineering engagement and product specification.
- Strengthen relationships with system integrators, panel builders, machine builders, and value-added resellers.
- Work with supplier partners to conduct joint sales calls and identify new design-in opportunities.
- Build long-term relationships that create recurring product and service revenue.
Cross-Selling & Value-Added Services
Promote Galco's full range of capabilities beyond traditional component sales, including:
- Industrial automation products
- Electrical and control products
- Variable frequency drives and motor control
- Motors and motion-control products
- Industrial networking and connectivity
- Panel building and engineered solutions
- Field service and startup support
- Industrial electronic and VFD repair
- Plant upgrades and modernization
- Engineering and technical support
Identify opportunities to introduce additional capabilities across existing customer relationships to increase customer value and account penetration.
Sales Pipeline & Performance Management
- Maintain an accurate and actionable sales pipeline.
- Establish revenue, gross margin, new-account, and strategic-market objectives for the field sales team.
- Monitor sales performance against budget, forecast, and prior-year results.
- Develop corrective action plans when performance falls below expectations.
- Track strategic account penetration and new-customer development.
- Provide accurate monthly and quarterly sales forecasts to senior management.
- Utilize CRM and company sales tools to ensure opportunities, activities, contacts, and account strategies are properly documented.

Key Performance Indicators
Success in this position will be measured through a combination of:
- Sales performance versus annual plan
- Year-over-year territory growth
- Gross margin dollars and margin percentage
- New customer revenue
- Growth within existing strategic accounts
- New OEM and VAR account development
- Data center, space/aerospace, and drone market revenue
- Qualified opportunity pipeline growth
- Strategic account penetration
- Value-added service revenue
- Customer meetings and field activity
- Forecast accuracy
- Individual salesperson performance versus plan
Qualifications
- 5+ years of industrial, electrical, automation, or technical B2B sales experience preferred.
- 3+ years of sales leadership, sales management, or team-lead experience preferred.
- Experience selling industrial automation, electrical controls, motors, drives, power distribution, or related industrial technologies.
- Demonstrated experience developing OEM, industrial manufacturing, system-integrator, or value-added reseller accounts.
- Proven ability to build territories and develop new business.
- Strong understanding of consultative and solution-based selling.
- Ability to communicate effectively with engineers, purchasing professionals, maintenance personnel, plant leadership, and senior executives.
- Strong coaching and leadership capabilities.
- Experience developing account plans, territory strategies, sales forecasts, and pipelines.
- Strong analytical and business-development skills.
- Experience working with CRM and ERP systems.
- Ability and willingness to travel regularly throughout Michigan and periodically to New England and other strategic markets.
Preferred Experience
Experience within one or more of the following markets is highly desirable:
- Industrial automation
- Electrical distribution
- Machine builders and OEMs
- System integration
- Data centers
- Aerospace and space manufacturing
- Commercial drones and unmanned systems
- Automotive and advanced manufacturing
- Robotics
- Industrial services and repair