Senior Manager, Americas Marketplace Sales

The Senior Manager, Americas Marketplace Sales is responsible for leading the performance and revenue growth of the Marketplace business across the Americas Sales region. This leader develops and executes the regional sales strategy, establishes sales priorities and targets, and leads the teams responsible for supporting and converting customer demand across the Marketplace business.

The Senior Manager provides leadership and direction to the Sales, Customer Service, and Application Engineering teams, ensuring these functions work together as an integrated commercial organization to grow revenue, expand customer relationships, and effectively support customers throughout the buying process.

This role is accountable for achieving regional revenue objectives, developing sales talent, identifying growth opportunities, strengthening customer and market engagement, and translating Marketplace strategy into actionable regional sales plans. The Senior Manager partners closely with Marketing, Product Management, Business Development, Sales Operations, Supply Chain, and other functions to ensure the Americas Marketplace organization is positioned to achieve its revenue growth objectives.

Americas Sales Strategy & Revenue Growth

Develop and execute the Americas Marketplace sales strategy to achieve regional revenue, growth, and profitability objectives.
• Establish annual and quarterly sales priorities, goals, and targets aligned with Marketplace business objectives.
• Own regional sales performance and provide leadership toward achievement or exceedance of revenue targets.
• Identify opportunities to grow existing customers, acquire new customers, expand into emerging markets, and increase adoption of the company's products and solutions.
• Translate market trends, customer needs, competitive activity, and business performance into actionable sales priorities.
• Partner with Marketing, Product Management, and Business Development to identify and pursue opportunities for regional growth.
• Maintain appropriate visibility into sales performance, pipeline, customer activity, and market trends to anticipate opportunities and risks.
• Actively participate in the regional forecasting process and communicate business outlook, opportunities, and risks to senior leadership.
• Provide leadership and guidance for significant customer opportunities and strategically important Marketplace customers.
• Participate directly in significant customer engagements, negotiations, and commercial opportunities when appropriate.
• Support contract review, tenders, and customer negotiations within established authority levels.

Sales Team Leadership

• Lead the Americas Marketplace Sales, Customer Service, and Application Engineering teams, creating alignment around common commercial goals and regional priorities.
• Provide leadership, coaching, and development to managers and team leaders responsible for the day-to-day performance of their respective teams.
• Establish clear expectations and accountability for sales performance, customer engagement, responsiveness, and commercial results.
• Build a high-performing, collaborative sales organization capable of effectively supporting a high-volume, technical, B2B Marketplace business.
• Coach and develop the organization in proactive selling, account development, negotiation, opportunity identification, and effective customer communication.
• Develop leadership capability and succession plans across the regional organization.
• Evaluate organizational structure, staffing, capabilities, and resource needs as the Marketplace business evolves.

Qualifications:

Minimum of 3-5 years of experience in technical and/or B2B sales, including sales leadership and people-management responsibility. Experience leading multiple customer-facing functions and/or managers is strongly preferred.

To perform this position successfully, an individual must be able to perform each essential function satisfactorily. The requirements listed below are representative of the knowledge, skill and/or ability required. Reasonable Accommodations may be made to enable individuals with disabilities to perform the essential functions

Required Skills & Abilities:

• Strong commercial leadership and business acumen with demonstrated ability to drive revenue growth.
• Strong understanding of B2B sales, customer development, and technical sales environments.
• Strong coaching, mentoring, talent development, and organizational leadership capabilities.
• Ability to analyze sales performance, market information, and business trends and translate insights into commercial action.
• Excellent communication, presentation, negotiation, and interpersonal skills.
• Demonstrated ability to collaborate and influence across functions and organizational levels.
• Experience with CRM systems and sales performance reporting tools.
• Technical industry experience strongly preferred; experience in optics, photonics, electronics, engineering, scientific instrumentation, or related markets is beneficial.
• Ability to travel as required for customer meetings, regional office visits, industry events, and internal meetings.
• US Citizenship or permanent residence required

Education/Experience:

Bachelor's degree, advanced degree or equivalent experience; minimum of five (5) years' experience in technical or business-to-business sales environment including at least two (2) years in a leadership capacity managing customer success or inside sales teams.

Physical Requirements:

Ability to operate office equipment such as a copier; ability to see details at a close range; ability to sit at desk or PC for long periods of time; work in office setting.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran.

Think you meet some of the requirements but not all? Studies have shown that women and people of color are less likely to apply to jobs for which they do not meet every qualification. If you see a role that interests you, we encourage you to apply, regardless of whether or not your experience is completely aligned with the job description. Edmund Optics is committed to becoming the most diverse, equitable, and inclusive workplace within the Optics and Photonics Industry and beyond. You may be a great candidate for this role or others within Edmund Optics.

Compensation Range Transparency:

At Edmund Optics, we are committed to transparency and equity in our hiring practices. The posted salary range for this role reflects the expected base pay. The actual offer will be based on multiple factors, including but not limited to relevant skills, education, work experience, business needs, and geographic location.

Salary Range:
$85,000 - $110,000 per year

Benefits:

• Medical, Dental, and Vision Insurance
• Life, AD&D, Short and Long-Term Disability Insurance
• Generous Paid Time Off (PTO)
• Tuition Reimbursement
• 401(k) Retirement Plan with Company Match up to 3%
• Daycare and Gym Reimbursement
• Paid Parental Leave and New Mother Benefits
• Training and Development Opportunities

Availability of these benefits may depend on the country and employment type.