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

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.

• 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 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.

• 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.

• 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.

• Target commercial and industrial drone manufacturers, subsystem…