Position Summary
We are seeking a dynamic, results-driven Territory Sales Lead (TSL) to drive strategic customer and market growth across the North Central and Great Lakes regions. This is an individual contributor role responsible for developing core accounts, penetrating new customers, creating new business opportunities, and expanding Amphenol Communications Solutions (ACS) within priority markets.
The TSL will serve as the primary customer-facing representative of ACS within the territory and act as the strategic link between customers and our internal product, engineering, sales, and support teams.
Success in this role requires a strong focus on demand creation, opportunity discovery, account penetration, and execution. The TSL is expected to develop a deep understanding of the territory, identify areas of untapped potential, build and maintain a healthy opportunity funnel, and drive growth within core accounts and key markets regardless of the purchasing channel used by the customer.
The TSL will work collaboratively with manufacturer's representatives (MReps), distribution partners, FAEs, and internal sales resources to extend market coverage and accelerate opportunity development and conversion.
Key Responsibilities
Own and grow strategic customer and market sales across the North Central and Great Lakes territory, with accountability for core account development, new customer penetration, and expansion within priority markets, regardless of purchasing channel.
Develop and execute a territory business plan that identifies core accounts, priority markets, target customers, key programs, growth opportunities, and actions required to achieve sales objectives.
Proactively identify and develop new business opportunities through direct customer engagement, market research, MRep collaboration, distribution insights, and targeted prospecting.
Build and maintain a healthy new business opportunity (NBO) funnel, with a strong emphasis on discovery, design-in opportunities, design wins, and conversion to production revenue.
Establish strong relationships with key customers, engineers, procurement teams, and other decision-makers to understand technical requirements, identify new programs, and position ACS solutions early in the design cycle.
Develop a deep understanding of assigned strategic markets and applications, including market trends, key customers, emerging technologies, competitive dynamics, and opportunities to increase ACS penetration.
Identify underpenetrated customers, applications, and geographic areas and develop targeted plans to increase ACS content and market share.
Work closely with regional manufacturer's representative firms to establish account priorities, align customer engagement, coordinate field activity, and drive execution against territory objectives.
Collaborate with distribution partners and internal distribution resources to support demand creation, opportunity development, customer execution, and growth within priority accounts and strategic markets.
Lead regular customer visits and joint sales calls with MReps, FAEs, distributors, product teams, and other internal resources as appropriate.
Serve as the voice of the customer to ACS product divisions by communicating customer requirements, market trends, competitive activity, and opportunities for new or differentiated product solutions.
Collaborate with ACS product, engineering, FAE, marketing, and business unit teams to develop solutions that address customer requirements and improve the probability of design wins.
Maintain accurate and timely opportunity information within the NBO tool, including opportunity stage, value, timing, next actions, and expected revenue.
Develop and maintain accurate sales forecasts, providing leadership with visibility into territory performance, key opportunities, customer demand, emerging risks, and changes in market conditions.
Support distribution-related design registration activity associated with territory customers and opportunities, ensuring alignment between the customer strategy, opportunity ownership, and ACS channel policies.
Monitor competitive activity, customer trends, and broader market developments and translate those insights into actionable account and market growth strategies.
Represent Amphenol at customer meetings, industry events, distributor activities, local trade shows, and other relevant market engagements.
Key Measures of Success
Success in this role will be measured through a combination of revenue performance and leading indicators of sustainable growth, including:
Achievement of territory sales and growth objectives.
Growth and penetration within core accounts and strategic markets, regardless of purchasing channel.
New customer and new program development.
Development and progression of a healthy NBO funnel.
New opportunity discovery, design-in activity, and design wins.
Expansion of ACS content within existing customers and applications.
Penetration of targeted and underdeveloped accounts.
Forecast accuracy and quality of opportunity reporting.
Consistent customer engagement and field activity.
Effective collaboration with MReps, distribution partners, FAEs, product teams, and internal sales resources to accelerate opportunity development and conversion.
Qualifications
Bachelor's degree in Business, Engineering, or a related field, or equivalent professional experience.
5+ years of technical sales experience in electronic components, interconnects, electromechanical products, or a related industry.
Proven track record of meeting or exceeding sales targets, developing new business, and growing strategic customer relationships.
Demonstrated ability to independently develop and execute territory, market, and account growth strategies.
Strong customer-facing skills with the ability to engage engineering, procurement, operations, and executive-level stakeholders.
Experience working with manufacturer's representative firms and distribution channels preferred.
Ability to identify opportunities, develop relationships, influence decisions, and drive opportunities through the complete sales cycle.
Strong analytical and business planning skills, including the ability to evaluate sales performance, market potential, pipeline health, and account-level opportunities.
Proficiency in Microsoft Office tools, including Excel, PowerPoint, Outlook, and Teams, with the ability to analyze data, develop compelling presentations, and communicate effectively.
Self-motivated, highly organized, and comfortable operating independently in a remote field-sales environment.
Strong communication and collaboration skills with the ability to influence internal and external stakeholders without direct authority.
Willingness to travel regularly throughout the North Central and Great Lakes territory, approximately 30-50%.
Role Profile
The Territory Sales Lead is an individual contributor role with significant ownership and autonomy. The successful candidate will operate as the commercial lead for core accounts and strategic markets within the assigned territory-identifying opportunities, setting account priorities, creating demand, coordinating resources, and driving execution.
The TSL's ownership of an account or opportunity is based on the customer, application, and market opportunity-not the purchasing channel. Customers may purchase directly, through a contract manufacturer, or through distribution; the TSL remains focused on developing the customer relationship, identifying the opportunity, influencing the design, and growing ACS content.
The TSL will accomplish these objectives by effectively leveraging ACS manufacturer's representatives, distribution partners, FAEs, product teams, and internal sales resources. Leadership in this role is demonstrated through territory ownership, influence, accountability, collaboration, and execution rather than direct people management.
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