Field Sales Manager
No salary listed
Expert
Madison Heights, MI, USA
In PersonRegular travel throughout Michigan and periodic travel to New England and other strategic markets is required.
Sales & Account ManagementField Sales
About the job
Requirements
- 5+ years of industrial, electrical, automation, or technical B2B sales experience is preferred.
- 3+ years of sales leadership, sales management, or team-lead experience is 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.
Responsibilities
- 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.
- Develop and execute a comprehensive sales strategy for the Michigan territory.
- Establish account segmentation and territory plans identifying existing customers, high-potential accounts, target original equipment manufacturers, value-added resellers, 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.
- Develop relationships with data center operators, engineering firms, system integrators, contractors, original equipment manufacturers, and infrastructure suppliers.
- Identify data center opportunities for industrial automation, power distribution, drives, controls, motors, enclosures, connectivity, monitoring, field service, and other Galco capabilities.
- Develop relationships with manufacturers, integrators, testing facilities, infrastructure providers, and support suppliers in the space and aerospace ecosystem.
- Identify space and aerospace applications where Galco's automation, electrical, control, engineering, and service capabilities can provide value.
- 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.
- 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.
- Promote Galco's capabilities in 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 variable frequency drive repair; plant upgrades and modernization; and engineering and technical support.
- Identify opportunities to introduce additional capabilities across existing customer relationships to increase customer value and account penetration.
- 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.
Desired Qualifications
- Experience in one or more of the following markets: 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, or industrial services and repair.
About the company
Galco Industrial Electronics is an eCommerce-driven distributor serving maintenance, repair, and operations for industrial and commercial electrical and electronic control, automation, motion control, and power transmission products. It specializes in hard-to-find parts and offers services such as cross-referencing, technical support, custom control panel solutions, engineered systems, and both send-in and on-site repair. It lists millions of products with specifications, data sheets, and technical documentation to help customers choose and order parts quickly. Its goal is to reduce downtime, increase efficiency, and enhance safety for OEMs, MROs, resellers, and integrators by providing reliable parts and engineering services.
Company Size
201-500
Company Stage
N/A
Total Funding
N/A
Headquarters
Madison Heights, Michigan
Founded
1975
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Simplify's Take
What believers are saying
- Ad-Tech CCI closed in January 2026, expanding Galco's Mid-Atlantic customer base.
- Galco's 2026 Supply Chain Connect recognition signals stronger scale and supplier trust.
- Industrial automation demand favors Galco's bundled components-plus-services model in 2025 and 2026.
What critics are saying
- Private-equity ownership under Freeman Spogli demands growth; missed integration hurts 2026 exits.
- Acquisitions create integration risk across Brozelco, Ad-Tech CCI, and D.F. Burnham.
- Any supplier-channel loss from Balluff or Schaltbau weakens Galco's distribution moat quickly.
What makes Galco Industrial Electronics unique
- Galco combines e-commerce, inventory, engineering, and repair services under Allison Sabia.
- Brozelco and Ad-Tech CCI add system integration, hazardous-location, and Mid-Atlantic reach.
- Balluff and Schaltbau partnerships broaden Galco's automation catalog for OEM and manufacturing buyers.
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Benefits
- Paid Vacation
- Paid Sick Leave
- Paid Holidays
- 401(k) Retirement Plan
- 401(k) Company Match
- Tuition Reimbursement