This position is open for both local and remote candidates.POSITION SUMMARY The Regional Sales Manager ("RSM") is responsible for driving revenue growth, developing strategic OEM accounts, and expanding Digital Power's market presence within an assigned multi-state territory. The RSM owns direct and channel sales activities, develops new sales opportunities, and expands existing customer relationships. The RSM leads manufacturers' representative firms and collaborates with distribution partners to achieve ambitious regional growth objectives
This position is based out of Digital Power's San Jose headquarters, with expected regional travel of 30% to 50%.
Territory Assignment Options The specific regional territory will be determined and assigned upon hire. Potential territory focus areas include:
- East Coast Region: Key defense, aerospace, and medical OEM corridors.
- Midwest Region: Industrial automation, heavy equipment, and healthcare technology hubs.
- Northwest Region: High-tech industrial, telecom, and aerospace centers.
- Southwest Region: Defense electronics, aerospace, and emerging technology markets.
RESPONSIBILITIES - Drive Revenue Growth: Develop and execute comprehensive territory and strategic account plans to expand market share, increase customer engagement, and achieve target design wins and revenue goals.
- Direct OEM Engagement: Identify, qualify, and cultivate new OEM opportunities and custom programs for Digital Power's custom and standard power electronics solutions.
- Customer Engagement: Develop and expand strategic relationships with existing and prospective customers through regular face-to-face engagement
- Pipeline & Forecast Management: Build and manage a well-qualified sales pipeline, develop and expand strategic relationships with existing and prospective customers through regular face-to-face engagement, and maintain accurate sales forecasts and opportunity data in Oracle NetSuite and internal reporting systems.
- Channel Management (Reps): Lead, evaluate, and manage independent manufacturers' representative firms through goal setting, territory reviews, joint customer visits, product training, and performance accountability.
- Distribution Management: Drive demand generation programs and joint sales activities in collaboration with regional distribution partners.
- Cross-Functional Collaboration: Serve as the commercial advocate for customers while coordinating closely with internal engineering, product management, and leadership teams to scope custom power requirements
- Program Tracking: Track design-in cycles, customer qualification phases, and projected production revenue timelines.
- Market Intelligence: Monitor competitive technologies, pricing trends, and market shifts to supply action-oriented market intelligence to executive management.
WORK ENVIRONMENT - Base Location: Digital Power headquarters in San Jose, CA (when not traveling).
- Travel: 30% to 50% travel within the assigned territory for direct customer engagement, channel training, and key account management.
Requirements- Experience: Minimum 5+ years of successful technical sales or technical account management experience, specifically selling power supplies, power electronics, or custom-engineered electronic components.
- Industry Focus: Proven track record selling into target sectors (defense & aerospace, industrial, medical/healthcare, telecommunications, or OEM markets).
- Channel Track Record: Demonstrated experience managing manufacturers' reps and distributor networks to drive measurable revenue growth.
- Systems Proficiency: Experience with CRM/ERP tools (Oracle NetSuite preferred) for account management and sales forecasting.
- Key Competencies: Strong technical aptitude, consultative solution-selling skills, excellent communication and presentation capabilities, and strong negotiation skills.
- Degree: Bachelor's degree in Electrical Engineering (BSEE) or a related technical discipline preferred; equivalent relevant power electronics industry experience will be considered.
Benefits- Compensation: Digital Power offers a competitive total compensation package consisting of a base salary plus performance-based sales incentive commissions/bonuses. Final determination depends on experience, technical qualifications, and territory scope.
- Benefits: Full benefits package including medical, dental, and vision insurance; life and disability coverage; 401(k) retirement plan with company match; paid time off (PTO) and holidays; and applicable leave programs.
